Sr. Sales Specialist

About the role

You will own the end to end sales cycle for your assigned book of business, acting as the primary point of contact and trusted advisor to strategic accounts. You will partner with internal engineering and manufacturing teams to translate complex customer requirements into viable production solutions that meet technical and commercial criteria. You will leverage data and market insights to identify expansion opportunities and champion Proto Labs capabilities within customer organizations. You will build long term relationships that drive customer satisfaction, retention, and advocacy across your portfolio. You will collaborate cross functionally to ensure accurate forecasting, timely delivery, and alignment between commercial promises and operational execution. You will own the commercial outcomes of your deals, balancing margin targets with customer success to ensure sustainable growth. You will mentor junior sales team members by sharing best practices and playbooks to elevate the collective performance of the team. You will continuously refine your pipeline by qualifying new opportunities and de risking existing deals to protect revenue integrity.

Key facts

What you'll do

Develop and execute a strategic account plan for each assigned customer that outlines objectives, milestones, and key performance indicators.

Own the full sales cycle, from initial discovery and needs analysis through solution design, proposal development, negotiation, and final contract execution.

Present detailed manufacturing solutions to customer stakeholders, highlighting how Proto Labs technology, quality, and speed create competitive advantages.

Collaborate with engineering and operations to validate technical feasibility, lead times, and cost structures for complex customer inquiries.

Leverage CRM tools to maintain accurate records of customer interactions, decision makers, and next steps to ensure disciplined pipeline management.

Coordinate cross functional responses to RFPs and RFQs, ensuring that commercial, technical, and delivery terms are consistent and competitive.

Build and maintain executive level relationships that influence strategic decisions and uncover new use cases for digital manufacturing services.

Monitor competitor activity and market trends, providing feedback to product and marketing teams on emerging threats and opportunities.

Drive adoption of Proto Labs digital platforms by coaching customers on tooling options, order placement, and workflow integration.

Own forecasting and pipeline reviews with leadership to ensure realistic commitments and alignment between sales and operations.

Identify and qualify expansion opportunities within existing accounts, proposing new projects that reinforce long term partnership.

Represent Proto Labs at industry events and customer meetings, reinforcing the brand promise of speed, quality, and innovation.

Partner with customer success and support teams to ensure smooth onboarding, issue resolution, and continuous improvement in satisfaction.

Track and analyze key sales metrics, adjusting tactics based on win loss patterns and customer feedback to optimize performance over time.

Champion inclusive growth by engaging with diverse stakeholders and advocating for solutions that broaden access to digital manufacturing.

Requirements

You possess a Bachelor's degree in business, engineering, or a related field, or you have equivalent experience that demonstrates comparable knowledge.

You have a minimum of five years of progressive sales experience in a manufacturing, industrial, or high tech environment, with a track record of managing complex deals.

You have successfully sold capital equipment, services, or solutions into enterprise customers, demonstrating comfort with multi stakeholder buying committees.

You are proficient in using CRM systems to manage pipelines, forecast revenue, and document customer engagements in a disciplined manner.

You have strong analytical skills, with the ability to interpret data, identify trends, and translate insights into actionable sales strategies.

You are comfortable working with technical teams and can quickly learn complex product information to communicate value to non technical audiences.

You have excellent written and verbal communication skills, with the ability to tailor your message to executives, engineers, and operations leaders.

You are a self starter who thrives in a fast paced, ambiguous environment, taking initiative to solve problems without constant direction.

You are legally authorized to work in the United States, and you are not currently requiring sponsorship for employment authorization at this time.

You align with Proto Labs values of being smart, genuine, humble, and passionate, demonstrating integrity in all professional interactions.

Nice to have

Experience with digital manufacturing, additive manufacturing, or prototyping services is preferred.

Knowledge of ISO quality standards and manufacturing compliance requirements is a plus.

Familiarity with CRM platforms such as Salesforce is strongly preferred.

Experience selling to regulated industries where documentation and traceability are critical is valued.

Background in coaching or mentoring junior team members is appreciated.

Practical notes

This is a hybrid role with required onsite presence in Maple Plain, MN on Tuesday, Wednesday, and Thursday.

Full time hours are expected during standard business hours, with some flexibility to accommodate occasional early morning or evening calls with global customers.

Travel may be required to visit key accounts, attend industry conferences, or participate in internal training sessions.

Candidates must meet the eligibility requirements listed in the Requirements section without exception.

The company is an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.