Sales Manager, US Capital Projects

Aspen Aerogels, Inc.; Northern (KY); Hybrid; USD 150,000 - 175,000; Full time

Benefits offered by this job

Medical, Dental, Vision

401k Employer Match

Paid Holidays

PTO

Job summary

Aspen Aerogels, Inc. is seeking a Sales Manager for US Capital Projects to identify, influence, and secure insulation-related capital projects across diverse markets.

You will manage a national portfolio, engage with mid-tier EPCs and major corporate accounts, and position Aspen as the preferred solution provider from inception through construction. The role requires 7+ years in industrial sales or related fields, strong communication, and cross-functional collaboration.

Qualifications

• 7+ years of experience in industrial sales, capital project development, EPC engagement, or related technical-commercial roles.
• Strong ability to influence project specifications and drive adoption of premium-value technical products.
• Experience navigating multi-stakeholder environments and managing key accounts.

Responsibilities

• Identify and qualify capital projects in the U.S. across diverse markets (<$1MM insulation revenue).
• Lead EPC outreach, expand relationships with mid-tier and large EPCs, and influence insulation scope decisions.
• Maintain strategic alignment with major corporate accounts and drive project pull-through.
• Develop forecasts and maintain pipeline data in CRM to support revenue goals.

Skills

Industrial sales

EPC engagement

Capital project development

Cross-functional collaboration

Tools

Dynamics 365 CRM

Job description

Aspen is a technology leader in sustainability and electrification solutions. The Company's aerogel technology enables its customers and partners to achieve their own objectives around the global megatrends of resource efficiency, e-mobility, and clean energy. Aspen's PyroThin® products enable solutions to thermal runaway challenges within the electric vehicle ("EV") market. The Company's Cryogel® and Pyrogel® products are valued by the world's largest energy infrastructure companies. Aspen's strategy is to partner with world-class industry leaders to leverage its Aerogel Technology Platform® into additional high-value markets. Aspen is headquartered in Northborough, Mass.

What we value-

At Aspen, our values reflect who we are and how we work both with each other and our customers, suppliers, and communities. They shape our interactions, guide our decisions, and inspire us to bring our best.Whether collaborating internally or externally, our values drive us to make a meaningful impact within Aspen and in all our relationships.

Aspen’s CORE Values

We Do the Right Thing

We are Problem Solvers

We are Allies

We Drive Forward

What you will do-

TheSales Manager, US Capital Projectsis responsible foridentifying, influencing, and securing capital projects in the United States thatrepresentapproximately <$1MM in insulation revenue for Aspen Aerogels. These projects require strategic engagement with mid-tier EPC firms, emerging-market developers, and regional asset owners. This role fills the critical gap between Aspen’s Global Projects team (focused on large-scale projects) and Regional Industrial Sales Managers (focused on local facility and turnaround business).

The Sales Manager will manage a national portfolio of capital projects in markets such as hydrogen, carbon capture, SAF, data centers, power, refining, petrochemical, renewable fuels, and midstream. The Sales Manager will drive project specifications, influenceinsulationscope decisions, coordinate cross-functionally to position Aspen Aerogels as the preferred solution provider, and will own the project frominceptionto construction. This individual will also lead strategic corporate key account management, support regional Industrial Sales Managers during travel within their territories, and contribute toemerging-marketstrategy and market development.

How will you do it-

• Capital Project Identification & Development (<$1MM insulation revenue)
  • Identifyand qualify capital projects in the U.S. across diverse markets, including carbon capture, hydrogen, ammonia, SAF, data centers, renewable diesel/RNG, power, refining, petrochemical, and gas processing.
  • Secure project specifications andscopeinclusion for Aspen Aerogels solutions.
  • Build influence early in the project cycle by engaging EPCs, licensors, and asset owners.
  • Track projects through engineering, procurement, and construction phases to maximize conversion and revenue realization.
• EPC Relationship Ownership (Mid-Tier Focus)
  • Lead outreach and relationship expansion with mid-level EPCs (e.g., S&B, Hargrove, Onyx Engineering, OPD, River City Engineering, Saulsbury, Burns & McDonnell, BCCK,Eichleay).
  • Expand Aspen’s network at larger EPCs (e.g., Worley, Fluor, Bechtel) where limited contact currently restricts influence.
  • Conduct technical presentations, insulation scope reviews, and project solution workshops to position Aspen as a preferred technical and commercial partner.
  • InfluenceEPC standards and specifications to includePyrogelandCryogelZ as a preferred or standard solution.
• Corporate Key Account & Strategic Engagement
  • Maintain strategic alignment with major corporate accounts—including Exxon, Lyondell, Shell, BASF, CP Chem, Marathon, P66, Oxy, Delek, and others—to drive project pull-through.
  • Build and maintain multi-level account strategies in collaboration with Regional Industrial Sales Managers.
  • Understand long-term facility plans,expansionactivity, turnaround cycles, and corporate initiatives to predict future capital project opportunities.
  • Coordinate communications and project updates across Aspen stakeholders to ensure alignment with corporate account strategies.
• Maintain comprehensive project and account data in D365 CRMin accordance withAspen’s operating rhythm.
• Developaccurateforecasts for capital project revenue and probability-weighted pipelines.
• Use CRM and other tools to track key milestones: specification, approval, bid, award, and execution.
• Coordinate internally with Marketing, Commercial Operations, Finance, and Technical Services to ensure project delivery, pricing, and margin objectivesare met.
• Monitor competitor activity and adjust strategies to protect and expand Aspen’s insulation footprint.
• Travel Requirements
  • Travel up to approximately 60% oftimetomaintainproject influence, meet with EPCs, access strategic accounts, and support Regional Industrial Sales Managers.
  • Plan travel to maximize both capital project advancement and regional account development.

Why you are right for the job-

• 7+ years of experience in industrial sales, capital project development, EPC engagement, or related technical-commercial roles.
• Deep familiarity with the engineering workflow at EPCs, including FEED, detailed design, procurement, and construction.
• Demonstrated ability to influence project specifications and drive adoption of premium-value technical products.
• Experience navigating complex project environments and multi-stakeholder organizations.
• Strong commercial acumen with the ability to assess project economics, valuelevers, and risk factors.
• Highly entrepreneurial, self-directed, and collaborative across multiple functions and organizations.
• Excellent communication, technical presentation, and relationship-building skills.

Preferred

• Background in insulation systems, high-value technical materials, or energy infrastructure.
• Experience with hydrogen, carbon capture, renewable fuels, power, petrochemical, or refining sectors.
• Established networks within the mid-tier EPC community.

Working Style & Success Traits

• High integrity, strong work ethic, and bias for action.
• Ability to create and communicate a compelling project and account strategy.
• Team-orientedleadership thatelevates the success of Regional Industrial Sales Managers and internal stakeholders.
• Problem-solving mindset with a strong ability toanticipatetechnical or project barriers.
• Entrepreneurial energy with a commitment to building new markets and relationships from the ground up.

The above is intended to describe the general content of and requirements for the performance of this job. It is not to be construed as an exhaustive statement of duties, responsibilities or physical requirements. Nothing in this job description restricts management’s right to assign or reassign duties and responsibilities to this job at any time. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

PERKS OFJOININGOUR TEAM!

Aspen is committed to offering a comprehensive benefits package, a positive and productive work environment, encouraged work/life and family balance, and opportunities for growth and development, in a culture that is focused on inclusion, sustainability, and working together to solve the world’s toughest challenges.

Aspen is proud to offer a competitive benefits package including Medical, Dental, Vision, Tuition Reimbursement, Paid Holidays, Sick Time, and PTO. In addition, we also offer 401k Employer Match, Life and Disability Insurance, and other benefits.

Expected Compensation: Between $150,000 and $175,000 USD/year based on experience. Yearly Bonus eligibility.

Aspen Aerogels, Inc. is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, age, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, and other legally protected characteristics.

Aspen Aerogels, Inc. is committed to working with and providing reasonable accommodations to individuals with disabilities. If you need a reasonable accommodation because of a disability for any part of the employment process, please send an e-mail [e-mail] or call and leave a voice message at [phone] and let us know the nature of your request and your contact information and we will return your message.

Equal Opportunity Employer

This employer is required to notify all applicants of their rights pursuant to federal employment laws. For further information, please review the Know Your Rights notice from the Department of Labor.