Senior Sales Engineer

Job Description

Job Description

Wegner CPAs is proud to partner with our client in Verona, WI on their search for a Senior Sales Engineer!

 

Who This Role Is For
You are an engineer who moved into sales and kept the engineering, or a technical seller who earned the engineering the hard way, on plant floors and in design reviews. You have spent five or more years selling engineered products, custom equipment, or automation, and you are good at it. You are probably employed and successful right now.
And you are probably capped. Maybe your comp has a ceiling no amount of closing breaks through. Maybe you keep getting pulled into project management because your company understaffs engineering. Maybe you are selling someone else's catalog when what you love is scoping something that has never been built.

This role offers unncapped margin-based commission. Engineers staffed behind every deal you close, so you sell and they build. And the product is custom machine design and build, which means every deal starts with a blank sheet and your understanding of the customer's floor. If you have spent your career around these buyers, your network transfers on day one. You work alongside the founder. You open and develop the accounts, he will help close the largest builds and strategic expansions with you.

Why This Seat Exists
We have more deals in the pipeline than the existing team can manage. The pipeline is full and getting fuller. What we need is the person who owns it. You are stepping into a functioning machine, not an empty room.

What You Do
- Hit the Road
- Take marketing qualified meetings and turn them into relationships
- Represent the company at 3 to 8 trade shows annually
- Travel to client facilities. Walk their lines. See their problems where they live.

Expect 20-40% of your time on the road.

Listen and Educate

Hear what a manufacturer is actually trying to solve, not just what they say they need. Ask the question underneath the question.

Always find the big why. Growth, capacity, quality, labor. The real driver shapes everything downstream.

Lead our roadmap and assessment engagements end to end. You sell them, you run the discovery on site, and you present the findings, with our engineers behind the technical depth.

Lay It Out

Walk a plant floor and hold the layout in your head. Equipment, flow, space, constraints.

Turn what you saw into a rough 2D concept on a whiteboard or a napkin, right there in the meeting. Cell arrangement, footprint, material flow.

Your concepts are the starting point, not the design. Our engineers take it from there. But the client sees you understood their floor before you left it.

On paid assessments, your layout work is part of the deliverable. This is billable engineering judgment, not sales theater.

Qualify and Protect the Pipeline

Run deeper qualification on every lead using BANT+S and score honestly

Know a real opportunity from a tire-kicker within one conversation

Protect the engineering team's time by filtering out misaligned projects

Maintain HubSpot so every deal has an owner, stage, and next action at all times
Close

Your primary close is a paid scoping engagement, or a scoped machine when it is similar to machines we have already built

Engineers do the technical depth. You get them in the room with the right client.

Pass large complex builds and strategic expansions to the founder. Own everything else.

Build a book of accounts that grows year over year, where the customer calls you first

How Success Works Here
Our sales cycle runs 6 months to 3+ years, and we measure the role accordingly, on the relationships you build and the pipeline behind them. There is no revenue expectation while you ramp. Post ramp, this seat carries a $10M+ annual book of business.

Three Things Are Non-Negotiable

Manufacturing credibility. Five or more years in or around manufacturing – on the floor, in the shop, in the process. You know how things get made and you respect the people who make them. This cannot be trained and we will not bend on it.

You listen more than you talk. Not as a technique. As an instinct.

You are a closer. You ask for the business without flinching, handle a no without folding, and move a deal forward when a nicer person would let it drift.

Preferred:

Technical sales experience in automation, industrial equipment, or engineered products – integrator, distributor, or component supplier side

Familiarity with FANUC robotics, machine automation, or controls systems

Engineering degree, or a design or manufacturing engineering role earlier in your career

CAD background (SolidWorks, Inventor, AutoCAD). Nice to have, not required. The sketch is required.

HubSpot or similar CRM experience

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