Automation Sales Engineer – Laboratory Robotics & Automation Platforms

Formulatrix; Boston (MA); A distancia; USD 90.000 - 130.000; Jornada completa

Descripción de la vacante

Formulatrix is seeking an Automation Sales Engineer to drive sales of laboratory robotics and automation platforms. The role blends technical leadership and strategic selling, working remotely across the Greater Boston area with 40–60% global travel.

You will run live demos, tailor configurations for labs, and guide customers from initial conversation to signed orders. The ideal candidate has a life sciences background, deep automation experience in pharma/biotech/academic settings, and can

Formación

• Bachelor’s degree in a Life Science discipline or equivalent technical background.
• Strong automation engineering experience in pharma/biotech/CRO/academic environments.
• Deep familiarity with high-value workflows (NGS, proteomics, etc.).
• Experience managing multi-stakeholder capital equipment deals ($250k+).
• Willingness to travel up to 50–60% for client meetings and site visits.

Responsabilidades

• Full-Cycle Pipeline Management: qualify, negotiate, and close enterprise deals with hardware, software, and services.
• Conduct consultative workflow discovery to map bottlenecks and position our platform ROI.
• Coordinate with internal teams to deliver presentations, PoCs, and demos.
• Plan strategic accounts and drive territory strategies to meet revenue targets.
• Build ROI and TCO analyses and present to executives.

Conocimientos

Life science background

Automation engineering

NGS workflows

Complex deals management

Travel readiness

Educación

Bachelor’s degree in Life Science

Descripción del empleo

Automation Sales Engineer – Laboratory Robotics & Automation Platforms

Location: Remote / Field-Based Greater Boston/Bedford/Burlington MA area
Travel: 40% – 60% Globally Reports To: Director of Sales, Liquid Handling

Formulatrix engineers and builds unique automation solutions to enable life science laboratories. Our products help labs innovate, solve problems faster, and achieve more reproducible results. Laboratories in pharma, biotech, academia and diagnostics around the world use our solutions.

We’re looking for a technically strong professional who can both sell and demonstrate Formulatrix integration solutions including STACK and Rover. In this role you are the customer’s main expert from first conversation to signed order. You’ll learn the products in depth, run live demos yourself, scope the right configuration for each lab and answer technical questions with confidence.

This is not a transactional instrument sales role. You will be selling a highly complex, integrated ecosystem consisting of advanced robotics, related software, and specialized consumables. The ideal candidate will have deep organizational fluency and be capable of influencing multi-stakeholder groups—from Bench Scientists and Lab Automation Engineers to Procurement and C-suite Executives. The ideal candidate will be able to distinguish and relate appropriate value messaging to each stakeholder group.

We offer a competitive compensation package, with a base salary range of $90,000–$130,000, plus bonus. Compensation will be tailored based on experience, qualifications, and overall fit.

Key Responsibilities

• Full-Cycle Pipeline Management: Prospect, qualify, negotiate, and close complex, multi-year enterprise deals that can consist of hardware, software, and custom engineering services.
• Consultative Workflow Discovery: Partner with prospective clients to map out current laboratory bottlenecks (e.g., high-throughput screening, NGS, synthetic biology, or QC/QA workflows) and position our platform as a high-ROI solution.
• Cross-Functional Deal Orchestration: work with and influence a highly collaborative internal team ecosystem—including Product Managers, software and mechanical engineers, marketing team and others to deliver technical presentations, custom workflow simulations, and successful Proof-of-Concept (PoC) validations.
• Strategic Account Planning: Coordinate and cooperate with internal sales support personnel to build and execute data-driven territory mapping strategies, prioritize high-value targets and consistently meet or exceed quarterly and annual revenue targets.
• Value-Based Economic Selling: Construct detailed ROI models, total cost of ownership (TCO) analyses, and executive-level presentations that justify large-scale capital expenditure and workflow migration.
• Meticulous CRM Hygiene: Maintain an accurate, up-to-date sales pipeline within our crm software to manage sales cycles and, provide predictable revenue forecasting combined with strategic insights back to the leadership team.

Qualifications & Experience

Required (Must-Haves):

• Bachelor’s degree in a Life Science discipline (e.g., Biology, Biochemistry, Bioengineering, Molecular Biology) or an equivalent technical/scientific background.
• Strong knowledge and experience working as an automation engineer in a research environment such as Pharma, Biotech, CRO or Academia.
• Deep technical familiarity with specific high-value workflows, such as Next-Generation Sequencing (NGS), Proteomics, Cell & Gene Therapy, or high-throughput screening.
• Demonstrated ability to manage complex capital equipment deals ($250k+ contract value) involving multiple stakeholders across C-Suite, R&D, IT, Quality Compliance, and Procurement.
• Willingness and ability to travel up to 50–60% for face-to-face client meetings, laboratory site visits, and industry conferences like SLAS .
• Must possess a valid driver's license and maintain a clean driving record.

Preferred (Nice-to-Haves):

• Direct experience selling laboratory automation systems (e.g., liquid handlers, integrated robotic workcells) or enterprise-grade scientific software (e.g., LIMS, ELN, scheduling software, or manufacturing execution systems).
• An existing, robust network of Lab Automation directors, R&D executives, and operations leaders within the designated territory.

Core Competencies & Cultural Fit

• Scientific Credibility: The ability to speak the "language of the bench"—instilling trust in technical scientific evaluators before shifting to commercial negotiations.
• Organizational Fluency: Exceptional diplomatic skills; able to push back on scope creep, align matrixed teams, and successfully champion platform adoption without causing friction.
• An Open To Learn Mindset: A proactive learner with great curiosity to always be learning and growing skill sets that include outreach tactics, technical knowledge, and negotiation strategies in an ever changing market.