Area Director - Sales

Overview

Area Director - Sales at Nominal. As an Area Director, you’ll play a critical leadership role in driving Nominal’s go-to-market success. You'll be on the front lines of selling a modern software platform into hardware-centric organizations from aerospace to defense to industrial automation. This is not a traditional SaaS sales role. You’ll own complex, high-value enterprise deals, build deep technical relationships, and guide customers through a sophisticated solution-selling journey. You’ll also help build the foundation of our sales team and culture, contributing to our overall sales strategy and operating model.

What You’ll Do

• Own the Team Build and recruit a high performing team focused on pipeline generation, value driven discovery and closing. Guide deals from initial outreach to signed contract, aligning stakeholders at every level.
• Build the Relationship: Engage with technical buyers, executives, and frontline engineers alike. Host executive dinners, attend key industry events, and stay tapped into your customers\' priorities and challenges.
• Craft the Strategy: Develop strategic account plans that target first-mover programs, then expand across the enterprise. Understand the internal dynamics and identify champions who will advocate for Nominal.
• Sell to Outcomes: Frame our value in terms of customer outcomes — speed, safety, and deployment scale. Translate complex engineering goals into a compelling software value proposition.
• Partner Effectively: Leverage the broader Nominal team — from engineering to operations — to support technical discovery, demos, integration scoping, and infosec reviews. Collaborate cross-functionally to deliver tailored collateral and messaging.
• Maintain the Forecast: Own a robust book of business, tracking long-lead opportunities and delivering accurate, data-driven forecasts that align with company goals.
• Build the Team: Help define what “great” looks like for our sales function. Mentor early hires, shape sales processes, and build a winning, ownership-oriented culture.

What We’re Looking For

• Enterprise Sales Experience: 3+ years in leadership, particularly in enterprise or strategic sales, ideally closing seven-figure technical deals into industrial, defense, or hardware-centric companies.
• Solution Seller: You’re a consultative, outcome-oriented seller who thrives in multi-stakeholder environments. You know how to assemble the right internal team to win.
• Technical Fluency: You’re comfortable speaking to engineers, architects, and IT leaders. Bonus if you’ve sold into environments with complex telemetry, testing workflows, or autonomy software.
• Relationship-Driven: You build lasting, trust-based relationships. You understand customer org charts, incentive structures, and how to align stakeholders.
• Industry Familiarity: You’ve sold data, infrastructure, or developer platforms into industrial/manufacturing, aerospace, defense, or heavy industry.
• Leadership & Team Player: You lead by example and lift up those around you. You’ve mentored other sellers and are excited to help build a high-performance sales org.
• Ready to Roll: You’re energized by travel, on-site demos, and face-to-face meetings. You’re hands-on and biased toward action.

Skills That Supercharge Us

• CRM & Sales Stack Fluency: HubSpot, Salesforce, LinkedIn Sales Navigator, ZoomInfo, Common Room, Notion, Slack
• Technical Tools Familiarity: AWS, Azure, Databricks, Snowflake, MATLAB, Grafana
• Data Proficiency: SQL, Python, Pandas, Timescale, Spark, Kafka, Beam, Flink
• Engineering Background: Degree or experience in mechanical engineering or similar field

Benefits/Perks

• 100% coverage of medical, dental, and vision insurance
• ️ Unlimited PTO and sick leave
• ️ Free lunch, snacks, and coffee