Account Executive

Account Executive

About us

Instrumental makes intelligent data-driven tools that help product companies find and fix issues on their assembly lines. We are working to improve the manufacturing of millions of things each day. We value diversity and our team is collaborative, supportive, transparent, and pun-tastic. Join us to modernize manufacturing!

What you'll do

The Account Executive will work directly with Instrumental’s CEO and one other AE in a small tiger team to iterate on our sales process and to grow our enterprise customer base. We are looking for an experienced candidate who is familiar with multiple aspects of full-cycle customer acquisition - taking a marketing lead through to a signed contract. In this role, you will help to refine the stories we tell and the activities we perform during this process.

Instrumental’s customers produce physical products, and our discussions with prospective customers often dive into technical aspects of their manufacturing challenges. While prior exposure to manufacturing or mechanical engineering is not required, it is at least helpful, and if you don’t have prior exposure you should be prepared to learn rapidly.

Example activities could include:

  • Working with a prospect to design a strategy for getting the most value out of Instrumental’s tools in their organization
  • Meeting with potential customers via phone, video conference, or in person, to tell our story, present a demo, learn about their pain points, and qualify the audience
  • Collecting information from a likely customer that we need in order to present a proposal and design a deployment strategy
  • Contacting inbound or outbound leads to set up meetings
  • Reviewing and suggesting collateral that can be presented to and shared with potential customers in order to convince them of the value of our products
  • Suggesting and implementing ideas to build into our sales playbook
  • Working with Marketing to optimize qualifying and handing off leads
  • Identifying tactics and verticals that are working or not working for us

We’re looking for someone who

  • Tells stories amazingly well
  • Wants to work on multiple aspects of the sales process -- full cycle sales!
  • Can figure out priorities and actions when there is not a well-defined playbook
  • Enjoys the energy of a small team
  • Appreciates the need to iterate rapidly to find what works in a startup environment

Requirements

  • Has developed sales craft through an official sales training program at a large company and at least 3 years of B2B direct sales experience 
  • Has first or second sales hire experience at a B2B startup -- please reference in your intro message 
  • Has previously developed or evolved sales processes
  • Manufacturing and/or engineering experience or exposure is a plus -- if no background, then has a proven track-record of learning and getting up to speed very quickly.
  • All candidates must have an unrestricted right to work in the U.S.

Mechanical Engineer and Technologist

Mechanical Engineer and Technologist

About us

Instrumental makes intelligent data-driven tools that help product companies find and fix issues on their assembly lines. We are working to improve the manufacturing of millions of things each day. We value diversity and our team is collaborative, supportive, transparent, and pun-tastic. Join us to modernize manufacturing!

What you'll do

The Mechanical Engineer will own the development and design of Instrumental inspection stations deployed to factories around the world. We are looking for someone who can take new, highly technical ideas from rough prototype to robust, factory-ready implementation.

The Mechanical Engineer will prototype with a variety of new hardware automation and sensors and will drive their integration into Instrumental systems, collaborating with the Software team as needed. He or she will also be responsible for the design (including prototyping and CAD) and, in conjunction with the Operations team, the manufacturing of Instrumental stations for new customers.

  • Design Instrumental stations for new customers. Own the CAD, construct the Bill of Materials, and create assembly and test instructions. Get your hands dirty with assembly and test when needed!

  • Prototype with a variety of new sensors for our inspection stations. Quantify their performance. Develop calibration routines suitable for a factory environment.

  • Design and incorporate new station features, e.g. inspection automation, for customers and factories. Prototype, build, test, and debug!

  • Integrate new sensors, electronics, automation, and other features into our station design. Work with SW team to incorporate these sensors into station software.

  • Surprise and delight customers and factories with a seamless, robust station hardware experience.

We’re Looking for Someone Who

  • Loves the space between engineering and science. Can switch between designing robust hardware and quantifying the micron-level repeatability of new imaging sensors.

  • Has professional experience prototyping with mechanical and electromechanical systems.

  • Professional CAD experience. (We use NX. It’s fine if you haven’t -- we think you’ll love it.)

  • Balances attention to detail with the ability to be scrappy and get stuff done

  • Can communicate complex ideas effectively with technical and non-technical people

  • Is good at thinking out loud, difficult to frustrate, and fun to work with

  • Peripheral experience with metrology, cameras, microcontrollers, electrical design, and/or equipment automation is a plus

All candidates must have an unrestricted right to work in the U.S.

Site Reliability Engineer (SRE) / DevOps Engineer

Site Reliability Engineer (SRE) / DevOps Engineer

Computer Vision Engineer

Computer Vision Engineer

The Computer Vision Engineer at Instrumental will own manufacturing data insight and analysis automation.  He or she will own computer vision, machine learning, and artificial intelligence— collaborating with both hardware and software engineers in the process.

In this role, the Computer Vision Engineer will explore and implement ways to generate insights about our customers’ product and manufacturing processes.  He or she will leverage existing computer vision tools to develop novel image analysis technology that will be run on large (and continuously growing) datasets of images.  To this end, scalability of algorithms, repeatability of measurements, and robustness of data extraction are paramount.  We are looking for someone who can identify powerful applications of computer vision and/or machine learning and implement them in a way the delivers highly accurate and repeatable results for our customers.

What You’ll Do

  • Develop an AI framework to extract useful information from images and other data from assembly lines, which will learn to robustly measure units, detect defects, and more

  • Develop a toolbox of generalized models that can be applied to many different types of units and images without custom tuning, and measure their performance on real data

  • Identify opportunities to use machine learning to improve data quality or the types of analysis we can offer

  • Identify, explore, and implement relevant state-of-the-art computer vision or machine learning methods

  • Quickly prototype and iterate on new algorithmic concepts, and prioritize them based on customer needs

  • Work closely with hardware development engineers to select or improve sensors, and design image capture strategies based on vision algorithm requirements

We’re Looking for Someone Who

  • Loves coding and has a minimum of 2 years of experience in a professional software developer role — we will ask for a code sample of something you’ve previously written in a production language (e.g. Python, Scala, Java, or C/C++)

  • Demonstrated interest and desire in working with OpenCV (beyond Matlab), machine learning, or related fields and libraries - could be at work or with personal projects

  • Has a strong background in computer science with solid fundamentals in algorithms and the math behind them. Computer vision, graphics, machine learning and related fields are a great bonus, but are not strictly necessary.

  • Obsesses over our customers’ needs, specifically accuracy and repeatability

  • Balances attention to detail with the ability to be scrappy and get stuff done

  • Can communicate complex ideas effectively with technical and non-technical people

  • Is good at thinking out loud, difficult to frustrate, and fun to work with

  • Peripheral experiences with mechatronics, metrology, photogrammetry, cameras, machine learning, research in computer vision space, and/or big data is a plus

All candidates must have an unrestricted right to work in the US.

Write algorithms to automatically find defects like the bunched wires highlighted in the unit above (shown next to an ideal unit).

Write algorithms to automatically find defects like the bunched wires highlighted in the unit above (shown next to an ideal unit).