Job Description

PACKAGING TECHNOLOGIES & INSPECTION (PTI)

Sales Engineer

Position details

Reports to

Director of Global Sales & Applications

Territory lead

Senior Sales Manager/Engineer, who sets territory strategy and serves as day-to-day coach

Territory

Approximately half of the United States, co-covered with the Senior Sales Manager/Engineer

Location

Remote/hybrid within the territory; periodic time at PTI headquarters (Hawthorne, NY)

Travel

Up to 33% (customer sites, demonstrations, trade shows, PTI headquarters)

Employment type

Full-time, exempt

Compensation

Base salary $75,000–$95,000 plus variable compensation; target total compensation $115,000–$130,000

About PTI

Packaging Technologies & Inspection (PTI) designs and builds non-destructive package inspection and Container Closure Integrity Testing (CCIT) systems for regulated industries. Our customers in Pharma, Medical Device, GMP Lab, and Food & Beverage rely on PTI to prove their packages protect the product inside.

PTI's deterministic technologies, including vacuum decay (VeriPac), high voltage leak detection (E-Scan MicroCurrent HVLD), and airborne ultrasound seal inspection (Seal-Scan and Seal-Sensor), align with USP <1207> and ASTM test methods. Beyond equipment, PTI supports customers with method development, feasibility studies, and laboratory testing services.

Role Summary

The Sales Engineer is a full sales role covering approximately half of the United States alongside a Senior Sales Manager/Engineer who leads the territory. You will own the complete sales cycle for your accounts and opportunities: prospecting, discovery, technical solution development, proposals, negotiation, and closing. You carry a bookings target, build your own pipeline, and grow customer relationships, while the Senior Sales Engineer sets territory strategy, leads the largest strategic pursuits, and coaches you as you build your book of business.

Why This Role

This is an ideal first commercial role for a technician, field service engineer, applications engineer, or early-career engineer ready to move into sales. You bring technical credibility and curiosity; PTI provides structured product and application training, an experienced engineer-seller as your coach, and real ownership of customers and deals from day one. As you grow, the role leads to a fully independent territory, key account, or sales leadership position.

Key Responsibilities

Sales ownership and results

• Own and contribute to the annual bookings target for equipment, lab services, and aftermarket revenue in the shared territory.

• Manage your opportunities from first contact through purchase order, including pricing, negotiation, and close.

• Execute your portion of the territory plan set with the Senior Sales Engineer, covering target accounts, verticals, and pipeline coverage.

• Maintain accurate pipeline, forecasts, and activity in the CRM (HubSpot), and present your forecast in monthly and quarterly reviews.

Prospecting and account development

• Prospect and win new logos, and expand installed-base accounts into additional sites, lines, and technologies.

• Follow up on inbound web, marketing, and trade show leads, converting them into qualified opportunities.

• Build relationships with Quality, QC/QA, Packaging Engineering, Validation, Regulatory, and Procurement stakeholders.

Discovery and solution selling

• Lead discovery around the customer's package, product, and regulatory drivers (USP <1207> , EU GMP Annex 1, ASTM methods).

• Recommend the right PTI technology or service, and partner with Applications on feasibility studies, sample testing, demonstrations, and method development.

• Position PTI's deterministic CCIT and seal inspection solutions against probabilistic methods such as dye ingress and bubble testing.

Proposals and commercial execution

• Author technical proposals and quotations that translate customer requirements into clear configurations, scope, and pricing.

• Negotiate terms and coordinate with contracts, Engineering, and Operations to close and hand off orders smoothly.

Market presence

• Represent PTI at trade shows, conferences, and technical seminars, and deliver demonstrations and customer presentations.

• Share market intelligence on competitors, regulatory trends, and customer needs with sales leadership and product teams.

Qualifications

Required

• Bachelor's degree in engineering, a physical or life science, or a related technical discipline, or an associate degree or technical certification with equivalent hands-on experience.

• 2+ years in a technical role such as field service, applications, test or process engineering, quality, validation, or laboratory work; prior sales experience is not required.

• Ability to explain technical concepts clearly to scientists, engineers, and quality leaders, both in conversation and in writing.

• Drive to own customer relationships, carry a target, and close business.

• Valid driver's license and ability to travel up to 33%.

Preferred

• Experience in Pharma, Biotech, Medical Device, or other regulated manufacturing environments.

• Familiarity with CCIT, leak detection, package inspection, or analytical and test instrumentation.

• Working knowledge of USP <1207> , EU GMP Annex 1, ASTM test methods, or validation (IQ/OQ/PQ).

• Customer-facing, quoting, or sales experience, and exposure to a CRM such as HubSpot.

Success Measures

Measure

What good looks like

Bookings

Attainment of individual bookings target and contribution to territory plan

Pipeline coverage

Self-generated qualified pipeline of 3x or more the remaining annual target

Lead conversion

New leads contacted promptly and converted to qualified opportunities

Forecast accuracy

Quarterly commit within 10% of actual

CRM hygiene

Opportunities, stages, next steps, and close dates current weekly

Compensation and Benefits

• Base salary: $75,000–$95,000, based on experience and qualifications

• Variable compensation: commission on bookings, with additional incentives for individual goals

• Target total compensation: $115,000–$130,000

• Medical, dental, and vision coverage; 401(k) with company match; paid time off and company holidays

• Vehicle allowance or mileage reimbursement, laptop, and phone

• Product and application training at PTI headquarters

PTI is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status, or any other characteristic protected by law.

Job Tags

Full time, Remote work

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