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# Automation Sales Manager

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[Apply for this job](#job-application)[View company](https://jobicy.com/company/formic.md)Share3 Sep 2026Published38Listing views3Application actions3 Oct 2026Apply before  Opportunity details

## About this role.

AI SummaryFormic is hiring an individual-contributor Automation Sales Manager to grow revenue across an assigned manufacturing territory in North Carolina. The role owns the full B2B sales cycle, from prospecting and discovery through solution development, commercial negotiation, and contract execution. Success requires consultative selling expertise, knowledge of manufacturing operations, and the ability to coordinate with Engineering and Solutions teams on automation projects. The manager will build executive relationships, maintain CRM and forecasting discipline, represent the company at industry events, and travel up to approximately 75% within the region. The position suits a self-directed territory seller who can create pipeline in a fast-growth robotics and industrial-automation environment.

## Role DNA

A quick view of the complexity, pace, ownership and collaboration implied by the job description.

### Job Complexity

4/5EasyHard

### Pace & Pressure

5/5RelaxedFast-paced

### Autonomy Level

5/5GuidedFull ownership

### Communication Load

5/5IndependentCollaborative

AI insightThis is a demanding field-sales role requiring independent territory creation, complex technical solution selling, and navigation of multi-stakeholder manufacturing buying committees. High travel expectations, revenue ownership, and a rapidly evolving startup environment add to the challenge.

## Salary analysis

Estimated compensation compared with the broader US market for similar roles.

Estimated job medianMarket rate$127,500US market range$105k–$155k0$171k

AI insightThe disclosed base compensation range is $110,000–$145,000 USD yearly, with a midpoint of $127,500. This is broadly competitive for a mid-to-senior industrial automation territory sales manager in the U.S.; uncapped commission and equity may increase total compensation but are not quantified and therefore are excluded from the salary figures.

## Core skills

Skills and capabilities most closely associated with this opportunity.

[B2B sales](https://jobicy.com/jobs?search_keywords=B2B%20sales.md)[territory management](https://jobicy.com/jobs?search_keywords=territory%20management.md)[industrial automation](https://jobicy.com/jobs?search_keywords=industrial%20automation.md)[manufacturing](https://jobicy.com/jobs?search_keywords=manufacturing.md)[consultative selling](https://jobicy.com/jobs?search_keywords=consultative%20selling.md)[pipeline generation](https://jobicy.com/jobs?search_keywords=pipeline%20generation.md)[salesforce CRM](https://jobicy.com/jobs?search_keywords=salesforce%20CRM.md)[commercial negotiation](https://jobicy.com/jobs?search_keywords=commercial%20negotiation.md)[ROI analysis](https://jobicy.com/jobs?search_keywords=ROI%20analysis.md)[forecasting](https://jobicy.com/jobs?search_keywords=forecasting.md)

Sample interview questionsHow have you built pipeline in a new or underpenetrated geographic territory?I begin by segmenting the territory by vertical, manufacturing footprint, operational pain points, and likely automation fit. I build a target-account plan, combine outbound outreach with partner and event-based prospecting, and measure leading indicators such as meetings, qualified opportunities, and pipeline coverage to adjust quickly.

Describe how you would run a discovery conversation with a manufacturing prospect evaluating automation.

I would first understand the production process, labor constraints, safety issues, throughput goals, current equipment, and decision-making structure. I would quantify the operational and financial impact of the problem, validate technical requirements with the customer, and involve Solutions or Engineering early enough to develop a credible, outcome-focused recommendation.

Tell us about a complex sale involving multiple stakeholders and technical requirements.

In a complex sale, I map stakeholders by influence, priorities, and potential objections, then create a mutual action plan with clear technical, financial, and commercial milestones. I tailor the value narrative for operations, finance, and executive leaders while keeping technical validation and implementation risks transparent.

How do you communicate ROI for an automation investment to a skeptical buyer?

I use the buyer’s operating data to connect automation to measurable outcomes such as labor availability, cycle time, scrap reduction, throughput, safety, and uptime. I present assumptions clearly, include implementation considerations, and show a conservative business case so the customer can assess both economic value and operational risk.

How do you maintain forecast accuracy while managing a large field territory?

I use consistent opportunity stages tied to verifiable customer actions, such as completed discovery, technical validation, executive alignment, and commercial review. I review next steps, close dates, deal risks, and pipeline coverage weekly, and I update Salesforce promptly so forecast discussions are evidence-based rather than optimistic.

Who we are:

Formic is on a mission to reshape American manufacturing by making automation accessible to every factory. As labor constraints rise, costs increase, and global competition intensifies, automation is no longer optional for manufacturers that want to stay competitive.

We deliver automation through a Robotics-as-a-Service model that combines industrial robotics, proprietary software, and full-service support into a single, integrated solution. By removing the traditional barriers of cost, complexity, and risk, we enable manufacturers to deploy automation quickly and realize measurable gains in throughput, safety, and operational efficiency without large upfront capital investment.

Backed by leading investors including Lux Capital, Initialized Capital, Blackhorn Ventures, and Mitsubishi HC Capital North America, Formic is scaling rapidly and building the foundation for a new era of high-performance, Made in America production.

About the team:

Formic’s Sales Team drives adoption of automation across SMB and mid-market manufacturing. The team partners closely with Engineering, Solutions, and Customer teams to educate manufacturers, develop territory strategies, and build pipeline through disciplined outreach and consultative selling.

About the role:

As an Automation Sales Manager, you will be responsible for revenue growth and market expansion within your territory. You will develop and execute a strategic territory plan, build deep knowledge of the regional manufacturing landscape, and establish trusted relationships with manufacturers, integrators, and strategic partners.

You will work directly with customers to evaluate automation opportunities, define project requirements, and collaborate with Engineering and Solutions teams to develop system concepts. You will also lead commercial negotiations and own the full sales cycle from initial engagement through contract execution.

This is an individual contributor role responsible for driving territory growth, building a strong pipeline, and delivering consistent revenue performance.

In this role you will:

* Own and execute a regional territory strategy to drive pipeline growth and revenue attainment
* Generate and qualify new business opportunities within SMB and mid-market manufacturing accounts
* Lead consultative discovery conversations and on-site meetings with manufacturing decision makers
* Develop tailored automation solutions in partnership with Solutions and Engineering teams
* Advance opportunities through the full sales cycle from prospecting to contract execution
* Build and maintain executive-level relationships across plant, operations, and ownership stakeholders
* Represent Formic at industry events and trade shows to expand regional market presence
* Maintain accurate CRM data, pipeline visibility, and forecast accuracy
* Analyze regional manufacturing trends, competitor activity, and buyer dynamics to refine territory strategy

What makes you a great fit:

* Proven success in full-cycle B2B sales with consistent revenue attainment
* Experience owning and growing a geographic territory independently
* Demonstrated ability to proactively build pipeline in new or underpenetrated markets
* Strong understanding of manufacturing operations and industrial buying processes
* Ability to navigate multi-stakeholder buying committees and technical decision makers
* Analytical mindset with the ability to quantify value and clearly communicate ROI
* Proficiency with Salesforce or comparable CRM systems
* Willingness and ability to travel up to approximately 75 percent within the assigned region
* Comfort operating in a fast-growth environment with evolving processes and priorities

### Our Total Rewards:

At Formic, we believe people do their best work when they feel supported both professionally and personally. That’s why we offer a comprehensive benefits and perks package for full-time, U.S.-based team members, including:

* Equity in Formic: Participate in our stock option program and share in the success of a fast-growing start-up backed by leading global investors
* Competitive & Uncapped Commission Structure: Designed to reward performance and impact in commission-eligible roles
* Comprehensive Healthcare Coverage: Medical, dental, and vision insurance through Blue Cross Blue Shield and Unum, with 99% of employee premiums covered and 75% coverage for dependents, with optional buy-up plans available
* Additional Insurance Benefits: FSA and DCFSA, life insurance, short-term disability, and long-term disability through Unum, all 100% employer-paid
* Employee Assistance Program (EAP): Fully funded by Formic, offering support when you need it most
* Paid Parental Leave Program: Up to 12 weeks of paid parental leave
* Company-sponsored 401(k): Invest in your future with our company-facilitated retirement savings plan
* Home Office Stipend: A one-time allowance for fully remote and hybrid employees to support an at-home or on-the-road work setup
* Monthly Cell Phone Reimbursement: Monthly stipend toward personal phone and internet expenses
* Flexible Time Off: Take the time you need, when you need it, supported by our flexible PTO policy

### Compensation Philosophy

Formic’s pay and equity packages are thoughtfully benchmarked against peer companies at a similar growth stage. Equity represents a meaningful part of our mutual investment: when Formic succeeds, so do you.

Final offers are customized based on experience, geographic location, market considerations, and a candidate’s preferred balance of cash and equity. Our goal is to attract and reward top talent who will have significant impact, and we are open to thoughtful discussions to align on the right structure.

Compensation Range:

$110,000—$145,000 USD

What we look for:

We’re building this company from the ground up, and every person we hire has an outsized impact on our culture, performance, and trajectory. While each team member brings unique strengths and perspectives, we look for people who align with our Operating Principles and embody them in action. If this sounds like you, Formic may be the right place for you!

* Fearless Optimism: You make bold bets and default optimistic. You believe in the mission, aren’t paralyzed by risk, and fear inaction more than failure. You see ambiguity as opportunity and bring energy to building what doesn’t yet exist.
* Create the Magic: You absorb complexity so customers don’t have to. Whether your customer is external or internal, you focus on delivering experiences that are clear, fast, value-added, and outcome-driven. You don’t say “not my job.” You make things work.
* Today, Not Tomorrow: You have a bias to action. You close the loop. You take extreme ownership. You understand that speed compounds, and you don’t confuse activity with results.
* Seek Truth: You think from first principles. You value data over ego and strong opinions loosely held. You’re willing to challenge assumptions, including your own, in pursuit of the best answer.
* Made of Rubber: You are resolute and adaptable. When things break or priorities shift, you rebound stronger. You treat setbacks as learning moments and move forward with grit.
* One Formic: You operate without silos. You practice radical helpfulness, document clearly, and make clean handoffs. You assume positive intent and prioritize team success over individual credit.

Equal Opportunity Employment:

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](mailto:careers@formic.co).

AI Use:

At Formic, fairness and transparency are at the heart of our hiring process. We use AI-powered tools in some interviews to help our teams evaluate candidate responses, but all final hiring decisions are made by humans. You can learn more about how AI is used in our recruitment process by reviewing our AI Hiring Disclosure linked [here](https://formic.co/formic-ai-hiring-disclosure).

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