Contract Instrumentation Sales Manager Jobs in Worcester, MA

Location: Bolton, Massachusetts (Onsite) Travel Requirement: Up to 30% domestic, including occasional international travel Employment Type: Full-Time

Headwall is seeking a motivated and technically proficient Sales Engineer to support sales growth across our portfolio of remote sensing, hyperspectral imaging, and scientific instrumentation products. This role combines technical expertise with consultative selling to identify opportunities, qualify customer requirements, develop technical solutions, and drive revenue growth within assigned markets.

The successful candidate will possess experience supporting or selling capital scientific equipment and the ability to communicate complex technical solutions to customers in research, industrial, defense, environmental, and commercial markets.

Candidates with the following backgrounds will be considered: technical sales, applications engineering, technical support. We value strong technical aptitude, customer engagement experience, and a desire to build a successful career in consultative sales.

This position is based in Bolton, Massachusetts

• Develop and manage sales opportunities for Headwall's remote sensing and spectral imaging product portfolio, including hyperspectral imaging systems and scientific instrumentation.
• Achieve assigned sales quotas, revenue objectives, and pipeline growth targets.
• Identify, qualify, and develop new business opportunities through a consultative sales process.
• Respond to inbound customer inquiries and proactively generate opportunities through outbound prospecting, referrals, conferences, trade shows, and marketing campaigns.
• Prepare quotations, proposals, technical presentations, and product recommendations that address customer requirements.
• Leverage technical expertise gained through applications engineering, customer support, field service, or technical service to identify opportunities for additional products and services.
• Conduct product demonstrations and effectively communicate technical capabilities to scientific, engineering, and commercial audiences.
• Collaborate with engineering, applications, customer support, marketing, and operations teams to develop customer solutions.
• Support channel partners, distributors, and strategic accounts throughout the sales process.
• Maintain accurate customer records, opportunity pipelines, forecasts, and sales activities within the CRM system.
• Monitor industry trends, competitive activity, and emerging applications in remote sensing, spectral imaging, and scientific instrumentation.
• Represent Headwall at customer meetings, industry conferences, workshops, and trade shows.

• 3+ years experience in Instrumentation sales or applications/technical experience in analytical instrumentation, remote sensing, spectroscopy, spectral imaging
• Engineering of scientific degree (e.g. engineering, Physics, Chemistry, Environmental Science, Geology, Remote Sensing),
• Demonstrated experience working directly with customers to understand technical requirements and recommend technical solutions.
• Excellent written, verbal, and presentation communication skills.
• Ability to explain complex technical concepts to both technical and non-technical audiences.
• Experience using CRM systems or other customer relationship management tools.
• Willingness to travel up to 30%.
• U.S. Citizenship or U.S. Permanent Resident status required.

• Experience selling or supporting hyperspectral imaging systems, remote sensing technologies, optical instrumentation, spectroscopy, or scientific imaging systems.
• Experience with VIS, NIR, SWIR, Raman, fluorescence, machine vision, spectroscopy, or analytical instrumentation.
• Knowledge of optical sensing, environmental monitoring, geospatial technologies, UAV-based sensing systems, or machine vision.

The ideal candidate is:

• Passionate about helping customers solve complex technical challenges.
• Motivated to build a successful career in technical sales and business development.
• Technically curious and comfortable discussing advanced scientific instrumentation.
• Customer-focused with a consultative approach to selling.
• Goal-oriented with a strong desire to achieve and exceed objectives.
• Organized and capable of managing multiple opportunities simultaneously.
• Collaborative and effective at working across engineering, applications, service, marketing, and commercial teams.
• Comfortable engaging with scientists, engineers, procurement professionals, and executive decision-makers.
• Self-motivated, adaptable, and eager to learn new technologies and applications.

At Headwall, you will work alongside experts developing advanced sensing technologies used in remote sensing, machine vision, environmental monitoring, precision agriculture, mining, defense, and scientific research.

Whether your background is in technical sales, applications engineering, customer support, field service, or technical service, this role offers an excellent opportunity to build a career in consultative technical sales while leveraging your scientific and engineering expertise. You will help customers solve complex challenges using industry-leading hyperspectral imaging and remote sensing solutions while contributing directly to Headwall's continued growth.

Headwall provides a collaborative, innovation-driven environment where technical expertise is valued, professional development is encouraged, and career growth is supported.