About Us

DUST Identity provides security, integrity, and traceability to the world’s supply chains. DUST, or Diamond Unclonable Security Tag, uses diamond particles as unique and unclonable markers on individual items. Think of a barcode, but invisible, unfalsifiable, and made with diamonds! With DUST, customers can ensure that every physical object — whether an airplane part, microprocessor, or priceless work of art — is verified, authenticated, and ultimately, trusted.

DUST Identity is a fast-growing venture-backed startup at the intersection of innovations in materials, hardware, and software. DUST Identity is looking for new team members who are eager to take on the challenge of building the industry standard for physical object identification and security.

Your Impact

We are looking for a Senior Aerospace & Defense (A&D) Sales Executive to join our team. This person will drive DUST’s adoption in the A&D sector. The A&D Sales Executive role requires a hands-on, results-oriented individual who is organized, a great communicator and writer, and is able to work in a fast-paced environment. The successful candidate will possess a business background that enables them to drive engagement at senior levels in both government and contractor organizations. This individual shall possess an engineering fluency that enables them to easily interact with cross-functional stakeholders in technical roles. They should also have a demonstrated ability to think strategically and analytically about business, product, and technical challenges.

The A&D Sales Executive’s primary responsibility is to identify, qualify, and close new A&D customers for DUST Identity. Along the way, they will work as part of an interdisciplinary go-to-market team to quantify the benefits of DUST in various applications and shape external messaging to accelerate customer adoption.

Responsibilities include but are not limited to:

  • Manage all phases of the sales cycle from discovery through contracts
  • Efficiently vet solicitations and leads, map organizations to identify decision makers, and generate a pipeline of qualified prospects
  • Study the prospect’s requirements and be able to persuasively educate customers of how DUST helps them achieve their mission
  • Deliver sales pitches, product demos, and other valuable data to potential prospects in a way that promotes DUST Identity’s brand, value propositions, and helps the audience solidify their need for the product
  • Present clear verbal and written technical explanations to customers, tailoring content and style to the audience and sector
  • Be the customers’ trusted advisor for information on the benefits, design, installation, and operation of DUST systems
  • Collaborate effectively with other team members in sales and marketing, and communicate the needs of new customers to the broader DUST Identity team
  • Meet or exceed sales targets for closed business
  • Accurately forecast opportunities and update the CRM

What You Bring

  • Prior start-up experience
  • Bachelor’s degree in business or a STEM field
  • 10+ years of sales experience in B2G and B2B sectors - electronic hardware and components, cybersecurity, and digital transformation tools
  • Experience selling products with both hardware and software components is preferred
  • Established track record of meeting sales targets in any of the following sectors: electronics, hardware security, cybersecurity, or supply chain risk management
  • Solid understanding of the A&D ecosystem, the acquisition process and the rollout of high technology products within critical industries
  • Strong negotiation skills
  • Excellent writing skills with the ability to clearly respond to solicitations
  • Proven ability to manage multiple, competing priorities simultaneously
  • Creativity, curiosity, and a desire to solve customer problems
  • Understanding of trends in supply chain management technologies is a bonus

Details You Should Know

  • Start Date: Immediately
  • Must have legal right to work in the United States without sponsorship
  • Location: Framingham, MA
  • Compensation: Market Competitive + Equity
  • DUST Identity is an equal opportunity employer

What We Offer

  • Award-winning startup with a product that matters
  • Equity
  • 401k
  • An abundance of snacks/coffee
  • Medical, dental, vision, LTD, and life insurance
  • Flexible paid time off policy
  • Casual dress