Director of Sales – Space & Fusion Energy Optics
We design, develop and manufacture optics for satellite imaging and communications, aspheric mirrors for high energy lasers, and specialize in the use of Silicon Carbide materials for extreme performance applications.
AOS optics are deployed around the world in aerospace imaging systems, industrial scanners, research facilities using advanced lasers, and remote sensing applications. Our customers are researchers, product developers & technologists. We add value by providing rare expertise in robotic optical fabrication, design for manufacturability and assembly, and verifying product performance using optical metrology.
We are an independent US-owned corporation located in Central Connecticut with partners in Europe and Asia. The name comes from the term “Aperture”, an opening enabling the passage of light, and symbolizes what we provide our customers and employees–a pathway fornew ideas and creative solutions using light.
Position Summary
Aperture Optical Sciences (AOS) is seeking a strategic and technically sophisticated Director of Sales to lead revenue growth across our space-based imaging and fusion energy optics markets. Reporting directly to the President/CEO, this executive-level role is responsible for planning and executing both short- and long-range sales strategies while personally engaging in high-value business development activities.
As a member of the senior leadership team, the Director of Sales is expected to embody company values, provide market-driven strategic insight, and lead by example in cultivating a high-performance, customer-focused culture. This individual will oversee the full sales lifecycle—from market visibility and opportunity development through proposal generation, negotiation, and contract award—while building and leading a world-class sales and applications engineering team.
The AOS Sales Process
Sales at AOS is consultative, technical, and solution-driven. It begins with establishing visible industry leadership through trade shows, publications, digital outreach, and strategic engagement. Opportunities are assessed for business viability and technical fit. Converting customer requests into funded programs requires discovery, education, and collaborative solution development.
Scope definition includes cost estimation, historical comparative analysis, and competitive positioning. Proposals are comprehensive, addressing deliverables, quality standards, technical performance, and value proposition. Closing activities include follow-up meetings, negotiations, and purchase order execution.
The Director of Sales owns and continuously improves this process.
Essential Functions
Strategic Leadership & Revenue Growth
Develop and implement strategic marketing and sales plans to achieve corporate revenue, profitability, and market share objectives.
Direct sales forecasting activities and establish performance goals aligned with corporate strategy.
Achieve targeted profit/loss ratios and market share objectives in alignment with industry and economic conditions.
Oversee market research efforts and adjust strategy to evolving competitive landscapes.
Monitor competitor products, positioning, and commercial strategies.
Business Development & Customer Engagement
Solicit and process customer RFQs; develop scope of work, pricing strategies, and delivery commitments that drive order conversion.
Meet directly with key clients to negotiate, close, and expand strategic relationships.
Build and nurture executive-level relationships within key space and fusion energy organizations.
Establish and maintain relationships with industry influencers, strategic partners, and trade associations.
Represent AOS at conferences, trade events, and industry forums.
Proposal & Commercial Execution
Oversee development of compelling proposals addressing technical solutions, quality assurance, schedule, and value.
Coordinate customer communications, including project status updates and issue resolution related to quality or commercial terms.
Ensure accurate pricing strategies based on cost analysis, competitive intelligence, and historical precedent.
Review and analyze sales performance relative to quotes, programs, and forecasts to assess effectiveness.
Marketing & Brand Leadership
Direct advertising and promotional initiatives across print, online, electronic media, and direct outreach.
Develop product positioning, pricing strategies, and messaging to maximize long-term market share.
Ensure consistent corporate branding across product lines, communications, and events.
Organizational Leadership
Build, lead, and mentor a high-performing sales and applications engineering team.
Direct staffing, training, and performance evaluations within the department.
Organize and lead regular sales meetings with representatives and channel partners.
Core Competencies
Business Acumen
Strategic Thinking
Customer/Client Focus
Advanced Technical Capacity
Expert understanding of optical specifications, tolerances, and complex scope documents
Strong presentation and negotiation skills
Analytical problem-solving
Organizational capability to manage multiple complex pursuits simultaneously
Supervisory Responsibility
This role is responsible for building and managing the Sales and Applications Engineering organization, including hiring, performance management, coaching, and strategic direction.
Position Type & Travel
Full-time, on-site position
Minimum 40 hours per week
Significant travel required (domestic and international)
Occasional evening and weekend commitments to support customer and business needs
Experience & Qualifications
Advanced degree in a STEM discipline
Extensive experience in the precision optics industry, preferably in aerospace and/or fusion energy sectors
Demonstrated expertise in optics manufacturing and performance specifications
Proven record of prior technical publications (conference or journal papers preferred)
Experience with CRM platforms such as Salesforce
Established global network and demonstrated success building long-term strategic customer relationships
Strong commercial negotiation and contract development experience
Why Join AOS
AOS operates at the forefront of space-based imaging and extreme-energy optical systems. This role provides the opportunity to shape the company’s growth trajectory in two of the most technically demanding and strategically important markets: satellite telescopes and fusion energy.
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