Sales Manager, US Capital Projects

About the Company

Aspen is a technology leader in sustainability and electrification solutions. The Company's aerogel technology enables its customers and partners to achieve their objectives around the global megatrends of resource efficiency, e-mobility, and clean energy. Aspen's PyroThin® products address thermal runaway challenges within the electric vehicle ("EV") market, while its Cryogel® and Pyrogel® products are valued by the world's largest energy infrastructure companies. Aspen partners with industry leaders to leverage its Aerogel Technology Platform® into high-value markets and is headquartered in Northborough, Mass.

Company Values

• We Do the Right Thing
• We are Problem Solvers
• We are Allies
• We Drive Forward

At Aspen, these values shape interactions, guide decisions, and inspire meaningful impact both internally and externally.

Responsibilities

• Identify, influence, and secure capital projects in the U.S. representing approximately $1MM in insulation revenue for Aspen Aerogels, targeting markets such as hydrogen, carbon capture, SAF, data centers, power, refining, petrochemical, renewable fuels, and midstream.
• Manage a national portfolio of capital projects, driving project specifications and influencing insulation scope decisions to position Aspen Aerogels as the preferred solution provider from inception to construction.
• Lead strategic engagement with mid-tier EPC firms (e.g., S&B, Hargrove, Onyx Engineering, OPD, River City Engineering, Saulsbury, Burns & McDonnell, BCCK, Eichleay) and expand Aspen’s network at larger EPCs (e.g., Worley, Fluor, Bechtel).
• Conduct technical presentations, insulation scope reviews, and project solution workshops to influence EPC standards and specifications, ensuring Pyrogel and Cryogel Z are included as preferred solutions.
• Maintain strategic alignment with major corporate accounts (e.g., Exxon, Lyondell, Shell, BASF, CP Chem, Marathon, P66, Oxy, Delek) to drive project pull-through and predict future capital project opportunities.
• Build and execute multi-level account strategies in collaboration with Regional Industrial Sales Managers, understanding long-term facility plans, expansion activity, and turnaround cycles.
• Coordinate communications and project updates across internal stakeholders (Marketing, Commercial Operations, Finance, Technical Services) to ensure alignment with corporate account strategies and project delivery objectives.
• Maintain comprehensive project and account data in D365 CRM, developing accurate forecasts for capital project revenue and probability-weighted pipelines.
• Monitor competitor activity and adjust strategies to protect and expand Aspen’s insulation footprint.
• Travel up to 60% of the time to advance capital projects, meet with EPCs, access strategic accounts, and support Regional Industrial Sales Managers.

Requirements

• 7+ years of experience in industrial sales, capital project development, EPC engagement, or related technical-commercial roles.
• Deep familiarity with the engineering workflow at EPCs, including FEED, detailed design, procurement, and construction.
• Demonstrated ability to influence project specifications and drive adoption of premium-value technical products.
• Experience navigating complex project environments and multi-stakeholder organizations.
• Strong commercial acumen with the ability to assess project economics, value levers, and risk factors.
• Highly entrepreneurial, self-directed, and collaborative across multiple functions and organizations.
• Strong CRM discipline (D365 preferred).
• Excellent communication, technical presentation, and relationship-building skills.

Preferred Qualifications

• Background in insulation systems, high-value technical materials, or energy infrastructure.
• Experience with hydrogen, carbon capture, renewable fuels, power, petrochemical, or refining sectors.
• Established networks within the mid-tier EPC community.

Working Style & Success Traits

• High integrity, strong work ethic, and bias for action.
• Ability to create and communicate a compelling project and account strategy.
• Team-oriented leadership that elevates the success of colleagues and internal stakeholders.
• Problem-solving mindset with a strong ability to anticipate technical or project barriers.
• Entrepreneurial energy with a commitment to building new markets and relationships.

Benefits

• Comprehensive benefits package including Medical, Dental, and Vision insurance.
• Tuition Reimbursement.
• Paid Holidays, Sick Time, and PTO.
• 401k Employer Match.
• Life and Disability Insurance.

Pay

Expected compensation: Between $150,000 and $175,000 USD/year based on experience, plus yearly bonus eligibility.