Area Director - Sales

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Nominal is building the software infrastructure powering the world’s most advanced hardware systems — from spacecraft and autonomous vehicles to next-generation industrial machines. Our platform ingests high‑rate telemetry, validates complex autonomy software in real time, and enables engineers to iterate faster without sacrificing safety or precision. We’re a small, fast‑moving team of engineers and operators with deep experience from companies like Space

X, Palantir, Anduril, and Applied Intuition. We’re backed by Sequoia, General Catalyst, Founders Fund, Lux Capital, and Lightspeed Ventures — and we serve a range of top‑tier commercial and defense customers, including the U.S. Navy, Air Force, Shield AI, and Anduril. At Nominal, we enable hardware engineers to push the boundaries of technology — with speed, safety, and precision.

• Own the team building 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 relationships by engaging with technical buyers, executives, and frontline engineers alike. Host executive dinners, attend key industry events, and stay tuned into customers’ priorities and challenges.
• Craft strategy by developing strategic account plans that target first‑mover programs and then expand across the enterprise. Understand internal dynamics and identify champions who will advocate for Nominal.
• Sell to outcomes by framing value in terms of customer outcomes — speed, safety, and deployment scale. Translate complex engineering goals into a compelling software value proposition.
• Partner effectively by leveraging 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 by owning a robust book of business, tracking long‑lead opportunities and delivering accurate, data‑driven forecasts that align with company goals.
• Build the team by defining what “great” looks like for our sales function. Mentor early hires, shape sales processes, and build a winning, ownership‑oriented culture.

• Enterprise sales experience: 3+ years of leadership, particularly in enterprise or strategic sales, ideally closing seven‑figure technical deals into industrial, defense, or hardware‑centric companies.
• Solution seller: consultative, outcome‑oriented seller who thrives in multi‑stakeholder environments and can pull together the right internal team to win.
• Technical fluency: 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: build lasting, trust‑based relationships, understand customer org charts, incentive structures, and align stakeholders.
• Industry familiarity: sold data, infrastructure, or developer platforms into industrial/manufacturing, aerospace, defense, or heavy industry and understand how these companies operate.
• Leadership & team player: lead by example, mentor other sellers, and help build a high‑performance sales org.
• Ready to roll: energized by travel, on‑site demos, and face‑to‑face meetings; hands‑on and biased toward action.

• CRM & sales stack fluency:
  Hub Spot, Salesforce, Linked In Sales Navigator, Zoom Info, 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.

• 🏥 100% coverage of medical, dental, and vision insurance
• 🏖️ Unlimited PTO and sick leave
• 🍽️ Free lunch, snacks, and coffee
• 🚀 Professional development stipend
• ✈️ Annual company retreat

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, or national origin.

To conform to U.S. Government export regulations, applicant must be:

• An U.S. citizen or national; a U.S. lawful permanent resident (green card holder); or a refugee under 8 U.S.C. § 1157.
• An asylee under 8 U.S.C. § 1158; or be eligible to obtain the required authorizations from the U.S. Department of State. Learn more about the ITAR here.

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