Sales Engineer - Fusion

Stoke is on a mission to unlock affordable access to space with its 100% reusable rocket system, Nova. Learn more: www.stokespace.com.   

To build its next-level hardware, Stoke made a new kind of software – Fusion by Stoke Space: www.stokefusion.com. Refined by two years of Stoke’s internal adoption and more than a year of public availability, Fusion is a collaborative toolset for high-cadence engineering. Unlike classic MES and ERP systems, Fusion provides a modern cloud experience for agile, iterative hardware builds. Fusion-equipped engineering teams move fast.  

In addition to Stoke’s own use, Fusion external customers are developing lunar landers, climate tech systems, satellites, nuclear energy sites, and other incredible products in North America, Europe, and Japan. Now Stoke is expanding its commercial team to win share of the evolving market often known as “software for hardware.”  

Stoke offers the rare opportunity to grow a B2B cloud business within a breakthrough aerospace company. You will join a high-ownership, high-judgement culture that regularly sets industry milestones. Your work will help Fusion customers achieve their own critical benchmarks. 
 
Responsibilities 
Stoke’s Fusion software team is all-in to help our customers build amazing hardware. Our Software Sales Engineer will develop new sales opportunities with the team’s support.  

• Provide consultative, technical sales expertise to prospective Fusion buyers that creates confidence for the Fusion product and a Stoke relationship
• Qualify Fusion leads based on industry, hardware development scenarios, and organizational culture (not everyone should be a Fusion buyer, and that’s ok)
• Own the end-to-end Fusion demo experience, from first introductions through deeper explorations during trials or growth phases
• Propose licensing and growth plans to commercial buyers in the US and EU, co-own deals
• Represent Stoke’s own hardware development methodologies, practices, and milestones to help customer adoption
• Track sales blockers, software roadmap priorities, feature requests, and competitive tools
• Maintain trusted advisor continuity with customers throughout contract agreements 

Qualifications 
 Heads up – this job needs you to love hardware! Ideally, you’ve been involved in the development, rollout, or sales of new hardware or related technologies. 

• 5+ years professional background working with complex hardware – such as introducing new mechanical, electronic, scientific, or related software products
• 3+ years of B2B commercial team experience driving sales of advanced technology solutions – 6 or 7 figure annual deals
• History of winning contracts with engineering and manufacturing decisionmakers
• Thorough understanding of startup, small and midsize businesses (2-2000 employees) and their organizational traits that encourage (or discourage) change
• Experience as customer, vendor, consultant, or implementer for one or more of: CAD, PLM, MES, ERP, and/or SCM systems (with your interest to simplify all these acronyms!)
• Preferred industry experience includes aerospace, defense, climate tech, AEC, energy, robotics, or other hardware-centric markets that require constant learning
• Skill to communicate with a range of audiences, from groups of engineering students through founders of new space companies in the US, EU, and Japan
• Ability to travel up to 30% per year 

Strong Pluses for a Great Fit
Our customers want our perspective and often our provocation. The ideal Sales Engineer is a change agent with our customers and partners, helping them self-deploy a Fusion solution. 

• 8+ years of combined career history in sales, marketing, and/or business development
• 4+ years managing a team of direct reports
• BS or MS with an engineering, manufacturing, or operational concentration
• Project management experience, background with Atlassian tools, Trello, Office or other general-purpose software (and you know the good and the bad)
• A network within innovative engineering communities – social channels, previous customers or peers, connections to makers or inventors
• Shop floor experience, familiarity with machine tools, additive manufacturing, and/or work centers and procedures in the US or Europe
• History of collaborating with large software vendors such as Siemens, Dassault, Microsoft, AWS, Oracle, SAP, etc.
• Understanding of dual-use technologies and relevant standards (e.g. ITAR controls) 

Benefits

• Medical, dental, vision and basic life insurance
• 401(k) match
• Paid time off
• Flexible scheduling
• Equity

Compensation

Target Levels:

• Level 2 Range: $105,000 - $143,000
• Level 3 Range: $124,000 - $186,000
• Level 4 Range: $155,000 - $233,000
  
  Discretionary Performance Bonus Included