Automation Sales Manager

Who We Are:

At Formic, we’re on a mission to revolutionize American manufacturing and create more abundance in the world. We believe in continuing the American legacy of innovation by making automation accessible to all manufacturers and increasing their factory productivity by 10x. 

Built upon deep expertise in robotics and manufacturing, our unique Pay-for-Productivity robotics solutions combine the best automation technology, tools, and uptime services for manufacturers, paving the way for a new era of supercharged efficiency and competitiveness. 

As the world faces growing pressure from rising costs and labor shortages, Formic is a uniquely powerful tool in overcoming these challenges. Fueled by our vision for a resurged “Made in America,” we’re growing fast - achieving 70% quarterly growth in customer count and ARR, with ~30% of our customers having already deployed multiple systems.

Supporting us in our mission, with investments thus far totaling over $60 million, are backers including Blackhorn Ventures, Mitsubishi HC Capital America, NEC, Lorimer Ventures, Translink Capital, Alumni Ventures, FJ Labs, Lux Capital, Initialized Capital and founders of multiple Fortune 50 companies. 

About the Sales team:

Consisting of Sales Development, Automation Sales Manager, and Sales Operations teams, Formic's Sales organization is a highly driven group of manufacturing industry experts. We're motivated to help manufacturers build a comprehensive automation strategy to increase their productivity and save money, through our unique robotics-as-a-service model. 

As Automation Sales Manager, you will play a pivotal role in driving revenue growth and market expansion in the region. You will be responsible for developing and implementing strategic sales plans, intimately understanding the local manufacturing industry, and cultivating strong relationships with key customers and partners. You’ll evaluate customer requirements for automation projects, work with the engineering / Solutions team to develop concepts, and negotiate pricing and terms with end-users. This is an individual contributor role, accountable for owning growth in your territory (this is not a people manager position). If you’re motivated to make a real impact on customers’ lives and businesses; drive Formic’s mission to revolutionize the manufacturing industry; and accelerate your career and compensation… we want to get to know you! 

As Automation Sales Manager you will:

• Collaborate with the Marketing and Sales Development (SDR) team members to create targeted account outreach
• Generate new business, qualify potential projects, attentively follow up with leads, lead site visits for new project discovery, and present proposals to customers to fulfill their business needs 
• Penetrate primarily SMB and mid-market accounts in food and beverage, chemical, consumer packaged goods (CPG), and related industries
• Evaluate customer requirements for automation projects, work with the engineering/Solutions team to develop concepts, and follow up with quotes
• Represent Formic at trade shows and other industry events, strategically 
• Lead and coordinate both internal and external resources during the pitch and ongoing process as the quarterback of every prospect sales cycle
• Maintain data integrity, document all pieces of pertinent information in Salesforce, and over-communicate with stakeholders and peers for the tightest and collaborative of sales successful processes
• Understand the local manufacturing customer base and market, as well as competitor offerings, customers and decision influencers across the region, and stay updated on automation market trends
• Demonstrate ownership mentality, humble honesty, team-player actions, proactive communication, and effective prioritization in role

What makes you a great fit:

• Proven track record of success in B2B sales, with a minimum of 5-8 years of documented B2B sales experience in technology or SaaS.
• Sales experience in the robotics, manufacturing or industrial automation sectors highly preferred.
• Ability to travel up to 75% within your designated territory in the San Francisco Bay/Northern California area, including overnight trips.
• Customer-centric approach with a focus on building long-term relationships and providing outstanding, “magical” sales experiences that customers rave about
• Proven success hunting and building a territory, including building a territory plan, generating leads, and leading site visits with an “eat what you kill” mentality (e.g., not reliant on inbound leads to feed your pipeline!)
• Analytical mindset with the ability to leverage data and market insights to drive informed decision-making
• Hunger to learn and grow in a fast-paced startup, and a willingness to work flexibly within the exciting but sometimes hectic and ever-changing environment of such an organization
• Proficient in Salesforce and G-suite
• Experience thriving in a sales process-driven environment
• Comfort with ambiguity; a proactive and assertive nature is required
• Impeccable follow-up and follow through (e.g., you do what you say, when you say you’ll do it, with a high degree of excellence)
• Excellent verbal and written communication skills

Total Rewards:

Total rewards packages at Formic consist of salaries benchmarked against similar stage growth companies, insurance (medical, dental, vision, life, STD, LTD), and equity in Formic itself. As an early stage startup, equity is an important part of our investment in you, and your investment in Formic. When Formic succeeds, we all succeed.

Final offer amounts are custom-crafted, based on the cash/equity ratio preference of the candidate, as well as their experience, geographical location and cost of labor, and more, and may vary from the range listed below. Ultimately we’re seeking top performers who will make a difference to our business, and we’re open to negotiating the compensation structure for the right candidate.

The expected base pay range for this position is below. Eligible Sales positions will also include a commission plan, the formal and detailed structure of which will be shared for mutual agreement once onboarded.

What we look for:

We’re building a company from the ground up, so every single person we hire has a massive impact on our team, culture, and ability to accomplish our mission. While each individual brings their own unique skills and perspectives to Formic, we look for people who share our vision and act in alignment with our Operating Principles. If this sounds like you, Formic could be the place for you:

• Fearless Optimism: You share our ambitious vision of what we can accomplish. You’re aware of the challenges we will face as a startup doing new things in an old space, but you’re energized by the incredible opportunity we have to drive change for our customers, and for the manufacturing industry at large.
• Factories First: You have a strong customer focus, no matter who your customer is. You seek to make things easier and better for our customers, even if it makes your job a little harder. 
• Today, Not Tomorrow: There are always plenty of projects to tackle in a startup, but you prioritize, take accountability for work, and have a bias toward action.
• Be Right Often: You don’t do things just because that’s how they’ve always been done. You keep looking for ways to improve, seek out feedback along the way, and back your decisions up with data. 
• Made of Rubber: Just like rubber, when you fall you bounce back up. You know there’s going to be a lot of challenge and change in our work ahead but you are adaptable, resilient, and ready to thrive through it all.
• Good Baton Passes: You work with a desire to make things easier and better for your team members. You use empathy to understand the needs and goals of others and support each other so Formic can be successful together. 

What We Offer:

Formic believes we do our best work when we are equipped to take care of ourselves and our loved ones. To support this Formic offers comprehensive benefits and perks for full-time US-based employees, including:

• Equity in Formic: your slice of ownership in a fast-growing Series A startup, backed by some of the best investors in the world
• 99% coverage on our base Medical, Dental, and Vision insurance plans (75% coverage for dependents) via Blue Cross Blue Shield and Guardian, with buy-up options, as well
• FSA & DCFSA
• Life insurance, Short-Term Disability, and Long-term Disability plans (covered at 100%) via Guardian
• Employee Assistance Program
• Paid parental leave
• Company-sponsored 401k
• Home Office Stipend for remote and hybrid roles
• Monthly Phone/Internet Reimbursement
• Flexible time off policy and 10+ company holidays
• Opportunity to join a talented and diverse team united behind our mission to revolutionize American manufacturing

As our team grows, our benefit and perk offerings for employees based outside of the United States will vary. We are happy to discuss these options with you as part of our recruiting and interviewing process. Temporary or contract positions are not eligible for Formic employee benefits and perks, except where legally required.

Formic is an equal opportunity employer. We do not discriminate on the basis of race, color, religion or religious creed, sexual orientation, gender, gender identity, marital status, family or parental status, disability, military or veteran status, or any other basis protected by law. All employment decisions are based on a person’s merit, business needs, and role requirements. If you require further accommodations or have questions regarding accessibility of our roles, please reach out to careers@formic.co.