Formic

• Ensure the CEO is able to focus on the company’s highest-leverage work • Anticipate needs, reduce friction, and create operational leverage day-to-day • Drive high-priority cross-functional initiatives from idea through execution • Translate discussions into clear action items, owners, timelines, and accountability • Track progress across teams and proactively unblock issues • Support company operating cadence, including leadership meetings, planning cycles, and KPI reviews • Prepare materials for executive, board, and investor discussions • Help maintain visibility into company priorities, risks, and performance • Identify operational inefficiencies and help improve processes, tooling, and coordination across teams • Take ownership of ambiguous, high-priority projects that require rapid execution • Manage prioritization and follow-through across internal and external commitments • Operate as a utility player across the business when needed

Role Description As a Sales Development Representative, you will serve as the front line of pipeline generation. You will identify, engage, and qualify manufacturing prospects, helping translate market interest into meaningful sales conversations. This is a high-visibility, performance-driven role with clear impact on company growth. You will work closely with Sales and Marketing to drive top-of-funnel momentum while building the foundation for a long-term career in sales. As Sales Development Representative, you will: - Identify and prospect target manufacturing accounts across SMB, mid-market, and enterprise segments - Generate marketing qualified leads and schedule meetings for Account Executives - Follow up on inbound interest from form submissions, webinars, trade shows, and campaigns - Build outbound prospecting lists and execute multi-channel outreach via phone, email, and social platforms - Monitor website engagement and identify high-intent prospects for proactive outreach - Create and test outreach sequences to improve response and conversion rates - Leverage tools including HubSpot, Salesforce, LinkedIn, and ZoomInfo to manage outreach and pipeline - Collaborate closely with Sales and Marketing to align messaging and improve campaign effectiveness - Maintain disciplined activity tracking and CRM hygiene Qualifications - 1–2 years of success in a structured outbound sales or business development environment - Demonstrated ability to meet or exceed activity and pipeline KPIs - Comfort communicating with Director, VP, and C-level stakeholders via phone and email - Process-oriented mindset with strong attention to detail - Ability to operate effectively in a fast-paced, high-growth environment - Strong internal motivation and desire to build a long-term sales career - Collaborative team player with a competitive drive - Excellent English language skills (verbal, written) Requirements - Experience selling into industrial automation, manufacturing, or other B2B industrial environments (bonus points) Benefits - Equity in Formic: Participate in our stock option program and share in the success of a fast-growing start-up backed by leading global investors - Home Office Stipend: A one-time allowance for fully remote and hybrid employees to support an at-home or on-the-road work setup - Monthly Cell Phone Reimbursement: Monthly stipend toward personal phone and internet expenses - Flexible Time Off: Take the time you need, when you need it, supported by our flexible PTO policy Company Description Formic is on a mission to reshape American manufacturing by making automation accessible to every factory. We deliver automation through a Robotics-as-a-Service model that combines industrial robotics, proprietary software, and full-service support into a single, integrated solution. Backed by leading investors including Lux Capital, Initialized Capital, Blackhorn Ventures, and Mitsubishi HC Capital North America, Formic is scaling rapidly and building the foundation for a new era of high-performance, Made in America production. The Go-To-Market Team is responsible for ensuring customers realize measurable value from the automation we deploy. Customer Success serves as the connective tissue between customers and internal teams, ensuring expectations are clear, communication is proactive, and execution is coordinated.

Who we are: Formic is on a mission to reshape American manufacturing by making automation accessible to every factory. As labor constraints rise, costs increase, and global competition intensifies, automation is no longer optional for manufacturers that want to stay competitive. We deliver automation through a Robotics-as-a-Service model that combines industrial robotics, proprietary software, and full-service support into a single, integrated solution. By removing the traditional barriers of cost, complexity, and risk, we enable manufacturers to deploy automation quickly and realize measurable gains in throughput, safety, and operational efficiency without large upfront capital investment. Backed by leading investors including Lux Capital, Initialized Capital, Blackhorn Ventures, and Mitsubishi HC Capital North America, Formic is scaling rapidly and building the foundation for a new era of high-performance, Made in America production. About the team: Formic’s Sales Team drives adoption of automation across SMB and mid-market manufacturing. The team partners closely with Engineering, Solutions, and Customer teams to educate manufacturers, develop territory strategies, and build pipeline through disciplined outreach and consultative selling. About the role: As an Automation Sales Manager, you will be responsible for revenue growth and market expansion within your territory. You will develop and execute a strategic territory plan, build deep knowledge of the regional manufacturing landscape, and establish trusted relationships with manufacturers, integrators, and strategic partners. You will work directly with customers to evaluate automation opportunities, define project requirements, and collaborate with Engineering and Solutions teams to develop system concepts. You will also lead commercial negotiations and own the full sales cycle from initial engagement through contract execution. This is an individual contributor role responsible for driving territory growth, building a strong pipeline, and delivering consistent revenue performance. In this role you will: - Own and execute a regional territory strategy to drive pipeline growth and revenue attainment - Generate and qualify new business opportunities within SMB and mid-market manufacturing accounts - Lead consultative discovery conversations and on-site meetings with manufacturing decision makers - Develop tailored automation solutions in partnership with Solutions and Engineering teams - Advance opportunities through the full sales cycle from prospecting to contract execution - Build and maintain executive-level relationships across plant, operations, and ownership stakeholders - Represent Formic at industry events and trade shows to expand regional market presence - Maintain accurate CRM data, pipeline visibility, and forecast accuracy - Analyze regional manufacturing trends, competitor activity, and buyer dynamics to refine territory strategy What makes you a great fit: - Proven success in full-cycle B2B sales with consistent revenue attainment - Experience owning and growing a geographic territory independently - Demonstrated ability to proactively build pipeline in new or underpenetrated markets - Strong understanding of manufacturing operations and industrial buying processes - Ability to navigate multi-stakeholder buying committees and technical decision makers - Analytical mindset with the ability to quantify value and clearly communicate ROI - Proficiency with Salesforce or comparable CRM systems - Willingness and ability to travel up to approximately 75 percent within the assigned region - Comfort operating in a fast-growth environment with evolving processes and priorities Our Total Rewards: At Formic, we believe people do their best work when they feel supported both professionally and personally. That’s why we offer a comprehensive benefits and perks package for full-time, U.S.-based team members, including: - Equity in Formic: Participate in our stock option program and share in the success of a fast-growing start-up backed by leading global investors - Competitive & Uncapped Commission Structure: Designed to reward performance and impact in commission-eligible roles - Comprehensive Healthcare Coverage: Medical, dental, and vision insurance through Blue Cross Blue Shield and Unum, with 99% of employee premiums covered and 75% coverage for dependents, with optional buy-up plans available - Additional Insurance Benefits: FSA and DCFSA, life insurance, short-term disability, and long-term disability through Unum, all 100% employer-paid - Employee Assistance Program (EAP): Fully funded by Formic, offering support when you need it most - Paid Parental Leave Program: Up to 12 weeks of paid parental leave - Company-sponsored 401(k): Invest in your future with our company-facilitated retirement savings plan - Home Office Stipend: A one-time allowance for fully remote and hybrid employees to support an at-home or on-the-road work setup - Monthly Cell Phone Reimbursement: Monthly stipend toward personal phone and internet expenses - Flexible Time Off: Take the time you need, when you need it, supported by our flexible PTO policy Compensation Philosophy Formic’s pay and equity packages are thoughtfully benchmarked against peer companies at a similar growth stage. Equity represents a meaningful part of our mutual investment: when Formic succeeds, so do you. Final offers are customized based on experience, geographic location, market considerations, and a candidate’s preferred balance of cash and equity. Our goal is to attract and reward top talent who will have significant impact, and we are open to thoughtful discussions to align on the right structure. Compensation Range: $110,000—$160,000 USD What we look for: We’re building this company from the ground up, and every person we hire has an outsized impact on our culture, performance, and trajectory. While each team member brings unique strengths and perspectives, we look for people who align with our Operating Principles and embody them in action. If this sounds like you, Formic may be the right place for you! - Fearless Optimism: You make bold bets and default optimistic. You believe in the mission, aren’t paralyzed by risk, and fear inaction more than failure. You see ambiguity as opportunity and bring energy to building what doesn’t yet exist. - Create the Magic: You absorb complexity so customers don’t have to. Whether your customer is external or internal, you focus on delivering experiences that are clear, fast, value-added, and outcome-driven. You don’t say “not my job.” You make things work. - Today, Not Tomorrow: You have a bias to action. You close the loop. You take extreme ownership. You understand that speed compounds, and you don’t confuse activity with results. - Seek Truth: You think from first principles. You value data over ego and strong opinions loosely held. You’re willing to challenge assumptions, including your own, in pursuit of the best answer. - Made of Rubber: You are resolute and adaptable. When things break or priorities shift, you rebound stronger. You treat setbacks as learning moments and move forward with grit. - One Formic: You operate without silos. You practice radical helpfulness, document clearly, and make clean handoffs. You assume positive intent and prioritize team success over individual credit. Equal Opportunity Employment: Formic is an equal opportunity employer. We do not discriminate on the basis of race, color, religion or religious creed, sexual orientation, gender, gender identity, marital status, family or parental status, disability, military or veteran status, or any other basis protected by law. All employment decisions are based on a person’s merit, business needs, and role requirements. If you require further accommodations or have questions regarding accessibility of our roles, please reach out to careers@formic.co. AI Use: At Formic, fairness and transparency are at the heart of our hiring process. We use AI-powered tools in some interviews to help our teams evaluate candidate responses, but all final hiring decisions are made by humans. You can learn more about how AI is used in our recruitment process by reviewing our AI Hiring Disclosure linked here.

Who we are: Formic is on a mission to reshape American manufacturing by making automation accessible to every factory. As labor constraints rise, costs increase, and global competition intensifies, automation is no longer optional for manufacturers that want to stay competitive. We deliver automation through a Robotics-as-a-Service model that combines industrial robotics, proprietary software, and full-service support into a single, integrated solution. By removing the traditional barriers of cost, complexity, and risk, we enable manufacturers to deploy automation quickly and realize measurable gains in throughput, safety, and operational efficiency without large upfront capital investment. Backed by leading investors including Lux Capital, Initialized Capital, Blackhorn Ventures, and Mitsubishi HC Capital North America, Formic is scaling rapidly and building the foundation for a new era of high-performance, Made in America production. About the Go-To-Market Team The Go-To-Market Team is responsible for ensuring customers realize measurable value from the automation we deploy. From pre-deployment coordination through onboarding and long-term engagement, the team drives adoption, strengthens relationships, and ensures customers achieve meaningful operational outcomes. Customer Success serves as the connective tissue between customers and internal teams, ensuring expectations are clear, communication is proactive, and execution is coordinated. The team also captures customer feedback and insights to continuously improve the product, delivery experience, and long-term customer outcomes. About the role: As a Customer Success Manager, you will own the customer relationship from pre-deployment through long-term engagement, ensuring a seamless experience and sustained value realization. You will serve as the central point of contact for customer coordination, orchestrating internal teams, documentation, and communication to ensure onboarding and ongoing engagement are proactive, clear, and consistent. Success in this role requires strong operational discipline, the ability to anticipate risk, and a customer-advocacy mindset that surfaces feedback internally, improves the customer experience, and identifies opportunities to expand customer impact over time. In this role you will: - Own the customer relationship from pre-deployment through long-term engagement - Serve as the primary point of contact for customer communication and non-technical coordination - Drive successful onboarding by ensuring timelines, documentation, and internal handoffs are executed effectively - Partner cross-functionally with Sales, Fleet Operations, and Engineering to align customer expectations and delivery execution - Monitor customer health, engagement, and risk signals and take proactive action when issues arise - Manage customer communications during key milestones, changes, and escalations to maintain trust and clarity - Identify opportunities to expand customer impact by understanding operational goals and usage patterns - Partner with Sales to support expansion opportunities through strong relationships and customer insight - Capture and elevate the voice of the customer to inform product, process, and experience improvements - Maintain accurate documentation and internal visibility into customer status, risks, and next steps What makes you a great fit: - 3–7+ years of experience in customer success, account management, client services, or customer-facing program management - Proven ability to manage complex customer relationships and drive outcomes through cross-functional coordination - Strong operational discipline, follow-through, and ability to manage multiple priorities simultaneously - Experience working with industrial, manufacturing, hardware, robotics, or operationally complex customers preferred - Excellent written and verbal communication skills with confidence in customer-facing conversations - Comfort navigating ambiguity and evolving processes in a fast-growth environment - Strong judgment and calm execution during escalations, shifting priorities, and time-sensitive customer needs - Ability to identify expansion opportunities through strong relationships, customer insight, and operational outcomes - Proficiency with CRM and customer workflow tools such as Salesforce, ticketing systems, or project tracking platforms - Based in or located within the Eastern Time Zone, with preference for candidates located in the Philadelphia, New York, or Washington DC areas Our Total Rewards: At Formic, we believe people do their best work when they feel supported both professionally and personally. That’s why we offer a comprehensive benefits and perks package for full-time, U.S.-based team members, including: - Equity in Formic: Participate in our stock option program and share in the success of a fast-growing start-up backed by leading global investors - Competitive & Uncapped Commission Structure: Designed to reward performance and impact in commission-eligible roles - Comprehensive Healthcare Coverage: Medical, dental, and vision insurance through Blue Cross Blue Shield and Unum, with 99% of employee premiums covered and 75% coverage for dependents, with optional buy-up plans available - Additional Insurance Benefits: FSA and DCFSA, life insurance, short-term disability, and long-term disability through Unum, all 100% employer-paid - Employee Assistance Program (EAP): Fully funded by Formic, offering support when you need it most - Paid Parental Leave Program: Up to 12 weeks of paid parental leave - Company-sponsored 401(k): Invest in your future with our company-facilitated retirement savings plan - Home Office Stipend: A one-time allowance for fully remote and hybrid employees to support an at-home or on-the-road work setup - Monthly Cell Phone Reimbursement: Monthly stipend toward personal phone and internet expenses - Flexible Time Off: Take the time you need, when you need it, supported by our flexible PTO policy Compensation Philosophy Formic’s pay and equity packages are thoughtfully benchmarked against peer companies at a similar growth stage. Equity represents a meaningful part of our mutual investment: when Formic succeeds, so do you. Final offers are customized based on experience, geographic location, market considerations, and a candidate’s preferred balance of cash and equity. Our goal is to attract and reward top talent who will have significant impact, and we are open to thoughtful discussions to align on the right structure. Compensation Range: $100,000—$130,000 USD What we look for: We’re building this company from the ground up, and every person we hire has an outsized impact on our culture, performance, and trajectory. While each team member brings unique strengths and perspectives, we look for people who align with our Operating Principles and embody them in action. If this sounds like you, Formic may be the right place for you! - Fearless Optimism: You make bold bets and default optimistic. You believe in the mission, aren’t paralyzed by risk, and fear inaction more than failure. You see ambiguity as opportunity and bring energy to building what doesn’t yet exist. - Create the Magic: You absorb complexity so customers don’t have to. Whether your customer is external or internal, you focus on delivering experiences that are clear, fast, value-added, and outcome-driven. You don’t say “not my job.” You make things work. - Today, Not Tomorrow: You have a bias to action. You close the loop. You take extreme ownership. You understand that speed compounds, and you don’t confuse activity with results. - Seek Truth: You think from first principles. You value data over ego and strong opinions loosely held. You’re willing to challenge assumptions, including your own, in pursuit of the best answer. - Made of Rubber: You are resolute and adaptable. When things break or priorities shift, you rebound stronger. You treat setbacks as learning moments and move forward with grit. - One Formic: You operate without silos. You practice radical helpfulness, document clearly, and make clean handoffs. You assume positive intent and prioritize team success over individual credit. Equal Opportunity Employment: Formic is an equal opportunity employer. We do not discriminate on the basis of race, color, religion or religious creed, sexual orientation, gender, gender identity, marital status, family or parental status, disability, military or veteran status, or any other basis protected by law. All employment decisions are based on a person’s merit, business needs, and role requirements. If you require further accommodations or have questions regarding accessibility of our roles, please reach out to careers@formic.co. AI Use: At Formic, fairness and transparency are at the heart of our hiring process. We use AI-powered tools in some interviews to help our teams evaluate candidate responses, but all final hiring decisions are made by humans. You can learn more about how AI is used in our recruitment process by reviewing our AI Hiring Disclosure linked here.

• Lead the development and evolution of Formic’s operating model, forecasting framework, and long-term financial architecture • Translate operational performance into clear, credible financial narratives for investors and board stakeholders • Define and refine KPIs that demonstrate the strength, scalability, and durability of Formic’s business model • Monitor industry trends, competitor positioning, and capital market dynamics to inform strategic positioning • Support equity and debt capital raise execution, including investor materials, diligence coordination, data management, and partner engagement • Help structure and communicate complex financing initiatives, including debt and securitization strategies where applicable • Partner cross-functionally with Finance, Legal, and executive leadership to ensure alignment, reporting discipline, and compliance • Prepare board materials, investor updates, quarterly reporting packages, and strategic financial analyses • Implement and maintain outward-facing dashboards and reporting frameworks that increase transparency and credibility • Operate independently in a fast-moving environment, driving initiatives from concept through execution

• Contribute to the design and development of Formic’s end-to-end monitoring stack • Build systems that support provisioning, data collection, and remote troubleshooting • Work closely with the Robotics team to understand and design monitoring interfaces • Develop software across edge and cloud environments to enable robust data collection and processing • Troubleshoot monitoring and data collection issues on deployed systems • Provision and maintain cloud infrastructure as needed • Write unit and integration tests to ensure reliability and maintainability • Participate in Scrum ceremonies and code reviews

• Partner with prospective customers, Seales, and cross-functional internal teams to understand customers’ needs and key manufacturing challenges • Establish credibility with prospective customers as a trusted production and technical resource • Conduct technical discovery calls in partnership with Sales team to understand customer automation needs and gather requirements • Analyze production requirements, customer value drivers, project constraints, CAD data, parts lists, and other production and technical specifications to rapidly develop accurate and robust scopes of work and prospective solutions • Scope and develop robotic automation solutions from Formic’s portfolio of standard automation products that deliver a prospect’s desired production outcome • Provide the sales team with quick-turn cost estimates that will be used in developing proposals for customers • Dynamically iterate solutions & proposals as needed to align with feedback from prospective customers, Formic sales team members, and Formic’s cross-disciplinary teams • Participate in design reviews and customer meetings as needed throughout the pre-sales process to drive opportunities to a successful close • Facilitate smooth customer from Sales/Solutions to Deployment, ensuring all information is communicated for a successful design, build and deployment • Effectively manage multiple projects/proposals in flight at a time • Recommend changes in procedures, design, or standard equipment where necessary • Leverage understanding of customers’ businesses and feedback to identify gaps in Formic’s technical, operational, and commercial offerings • Visit customer sites in person as needed

• Observe how work actually happens across deployment, solutions, production optimization, and adjacent teams, and surface patterns that limit speed, clarity, or consistency. • Translate complex, experience-driven decision-making into clear structures, frameworks, and mechanisms that scale beyond individuals. • Identify points where information breaks down, handoffs degrade, or judgment is overly concentrated, and redesign those flows to improve reliability. • Introduce systems - process, tooling, automation, or decision frameworks as appropriate - that reduce friction and increase operational leverage. • Partner closely with engineering to shape and deliver internal capabilities when software or automation is the right solution. • Establish feedback loops that make it easier to learn from deployments, maintenance, and operational outcomes over time. • Drive initiatives from discovery through execution in environments with limited precedent or definition. • Align stakeholders across functions around priorities, tradeoffs, and shared understanding of how work should operate. • Evaluate new technologies, methods, or approaches and assess where they meaningfully improve how the organization functions. • Help define what “good” looks like for Formic Cortex as a capability and, over time, shape the team and operating model around it.

• Act as the communication hub for customer questions, serving as a strategic business partner and primary support resource. • Ensure a smooth and professional handoff from Sales, with clear documentation of customer goals and expectations. • Lead onboarding sessions introducing tools, contacts, processes, and escalation paths. • Coordinate customer kickoff meetings with Deployment Project Managers, confirming scope, stakeholders, and timelines. • Coordinate internal handoffs between Sales, Solutions, Deployment and Field Service teams. • Ensure all customer legal, financial, and operational documentation is complete prior to deployment. • Coordinate internal teams to resolve customer requests outside of technical service (e.g., billing, scheduling, reporting). • Collect and synthesize customer feedback on deployment and any open items, ensuring a smooth transition to steady-state operations. • Own all post-deployment administrative activities, including scheduling training, securing legal documentation (e.g., Certificates of Insurance, tax certifications). • Serve as the “always-on” liaison for day-to-day communication. • Act as a liaison and support resource for the Formic Automation Community. • Partner with Marketing to identify PR and customer story opportunities • Run NPS surveys and analyze trends in partnership with the CS team. Review results and create follow-up actions to drive continuous improvement. • Maintain “voice of the customer” documentation for executive and sales use. • Proactively distribute updates on downtime, new features, and service improvements.