Liquid Instruments builds next-generation test and measurement technology for engineers and scientists pushing the boundaries of discovery.

Founded by scientists from the Australian National University, with research roots connected to NASA’s Jet Propulsion Laboratory, Liquid Instruments grew out of advanced physics and instrumentation research. Today, the company applies deep expertise in high-speed digital signal processing to deliver software-defined test and measurement platforms that replace racks of traditional lab equipment with a single, reconfigurable device—combining flexibility, performance, and cost efficiency through FPGA-based hardware and intuitive software.

Liquid Instruments operates globally, with teams in Solana Beach (San Diego), California and Canberra, Australia. We are a growing, venture-backed company with a collaborative, technically curious culture that values ownership, clarity, and impact across time zones.

The Role

We are seeking a Strategic Account Manager focused on Aerospace & Defense (A&D) prime contractors to drive revenue growth and long-term account expansion within a defined set of high-value customers.

This role is ideal for a technically fluent sales professional with 3–4 years of experience in Test & Measurement or instrumentation, who understands the buying dynamics, program structures, and qualification processes typical of large A&D organizations. You will manage complex sales cycles involving engineering, program management, procurement, and executive stakeholders, positioning Liquid Instruments as a strategic technology partner across development, test, and production environments.

This role reports to the Senior Director of Sales.

What You’ll Do

Strategic Account Ownership & Growth

• Own and expand a portfolio of A&D prime accounts, driving revenue through new design wins, program expansions, and long-term platform adoption
• Develop and execute multi-year account strategies aligned with customer roadmaps, program lifecycles, and funding timelines
• Navigate complex, multi-stakeholder sales cycles involving engineering, systems, test, procurement, and leadership teams

New Opportunity & Program Development

• Identify and qualify opportunities across R&D, validation, qualification, and production test use cases
• Understand customer architectures, test challenges, and compliance requirements to position Liquid Instruments’ platform effectively
• Drive early engagement to influence specifications and become embedded in customer test strategies

Customer & Partner Relationships

• Serve as the primary commercial point of contact for assigned accounts
• Build trusted relationships through regular engagement, technical alignment, QBRs, and on-site visits
• Coordinate with channel partners and distributors where applicable to ensure consistent execution and customer experience

Cross-Functional Collaboration

• Partner closely with applications engineering, product management, and R&D to support evaluations, demos, and customer success
• Relay structured customer feedback on requirements, competitive positioning, and emerging A&D trends
• Support marketing initiatives including targeted campaigns, industry events, and A&D-focused trade shows

Sales Operations & Forecasting

• Maintain accurate pipeline, forecasting, and account data within CRM tools
• Prioritize opportunities based on program timing, strategic value, and revenue potential
• Communicate clearly with internal stakeholders on deal progress, risks, and next steps

What We’re Looking For

• 3–4 years of experience in sales or account management within Test & Measurement, instrumentation, or electronic systems
• Proven experience selling to Aerospace & Defense customers, ideally A&D primes or major tier-1 suppliers
• Comfort engaging with engineers and technical decision-makers on complex test and measurement topics
• Understanding of A&D procurement processes, long sales cycles, and program-driven purchasing
• Strong account planning, relationship-building, and consultative selling skills
• Experience using CRM tools (Salesforce, HubSpot, or similar) for pipeline management and forecasting
• Willingness to travel for customer meetings, program reviews, and industry events
• Bachelor’s degree required; STEM background strongly preferred

Nice to Have

• Hands-on experience with oscilloscopes, signal analyzers, data acquisition, RF, or FPGA-based systems
• Familiarity with qualification, environmental, or production test environments
• Experience working across global teams and time zones
• Exposure to government-funded or compliance-driven programs

What We Offer

• Competitive base salary + performance-based incentive
• Equity participation in a venture-backed company
• Comprehensive medical and dental insurance (100% employee premiums covered)
• 401(k) with company match
• Four weeks paid vacation, sick time, and holidays
• Opportunity to sell genuinely differentiated technology with strong technical credibility in A&D markets
• A collaborative, global team environment with significant room for growth

Liquid Instruments builds advanced test and measurement technology for engineers and scientists who need flexibility, performance, and precision. Founded by scientists from the Australian National University and NASA’s Jet Propulsion Laboratory, we bring deep expertise in high-speed digital signal processing and ultra-sensitive instrumentation—technology originally developed for measuring gravitational waves.

Our flagship platform, Moku, is a reconfigurable, FPGA-based test solution that enables friction-free customization across both simple measurements and complex, multi-instrument environments. By combining powerful hardware with intuitive software, we deliver a unique balance of versatility, performance, and cost.

Liquid Instruments is headquartered in Canberra, Australia, with a U.S. office in Del Mar (San Diego), California. As our product portfolio and customer base continue to grow, we’re expanding our Marketing team and looking for a Technical Marketing Engineer to help bridge technical innovation with compelling market communication. The role will report to the Product Marketing Manager and is based out of our Del Mar office (remote options will be considered).

What you’d be working on:

In this role, you’ll collaborate closely with Product Management, R&D, Application Engineering, Marketing, and Sales to shape how our products are understood, positioned, and adopted.

Your work will include:

• Creating product- and industry-focused content such as white papers, blog posts, social media content, videos, webinars, product demos, and product web pages
• Translating complex technical concepts into clear, credible, and customer-focused messaging
• Partnering with subject matter experts across engineering and product teams to develop high-quality internal and external technical resources
• Developing and contributing to messaging briefs, buyer personas, competitive positioning, and other foundational marketing documents
• Developing actionable market insights through customer conversations, market and industry research, and win/loss analysis
• Sharing customer and market feedback with Product Management and R&D to help inform product direction and prioritization
• Supporting go-to-market efforts for new product introductions, including campaigns and sales enablement
• Providing sales training, tools, and technical content to help sales teams confidently identify, develop, and close opportunities
• Representing Liquid Instruments at customer meetings, trade shows, conferences, and other industry events

What success looks like in this role:

Within the first 6–12 months:

• You’re a go-to expert on one or more Moku products and their core use cases
• Sales teams actively rely on your content and tools in customer engagements
• Product and R&D teams seek your input based on customer and market insights
• You’ve played a key role in at least one major product launch or go-to-market initiative
• You’ve developed a range of customer-facing content, including blogs, videos, and webinars

You might be a great fit if you:

• Enjoy working at the intersection of engineering and storytelling
• Have experience with test and measurement instrumentation and genuinely like working with technical users
• Are energized by autonomy, and are comfortable identifying business needs and owning projects end-to-end to address those needs
• Thrive in cross-functional environments and enjoy collaborating with engineers
• Are comfortable wearing multiple hats in a fast-moving, growing company

Requirements:

• Bachelor’s degree in Engineering (EE preferred) with 3+ years of professional experience in a technical field
• Experience in a B2B technical marketing, applications engineering, or customer-facing technical role
• Hands-on familiarity with test and measurement equipment such as oscilloscopes, spectrum analyzers, and waveform generators
• Solid understanding of test and measurement markets, applications, and key players; experience with semiconductor test or aerospace and defense ATE is a plus
• Ability to lead and coordinate cross-functional efforts to drive alignment and execution
• Comfortable managing multiple priorities in a fast-paced, often ambiguous environment
• Strong written and verbal communication skills

What we offer:

• Competitive salary
• Comprehensive medical and dental insurance, with 100% premiums paid for employees
• Equity in Liquid Instruments
• 401(k) plan with company match
• Four weeks paid vacation, plus sick time and holidays
• Laptop for work use
• The opportunity to make a meaningful impact at a venture-backed startup building genuinely differentiated technology 

Salary:

• $100,000 - $130,000 annually

Liquid Instruments makes technology for students, engineers, and scientists to enable them to learn, create, and discover. Founded by a team of scientists at the Australian National University and NASA's Jet Propulsion Laboratory, our team developed ultra-sensitive instrumentation for measuring gravitational waves and has deep expertise in high-speed digital signal processing. We used the technology to create a new breed of software-defined instrumentation for test and measurement that enables users to acquire data, generate signals and control their experiments. Our platforms combine the processing power and reconfigurability of an FPGA with intuitive user interfaces, delivering a breakthrough combination of versatility, performance, and cost.

Liquid Instruments is based in Del Mar (San Diego), California and Canberra, Australia, where we have grown from an idea to a 50-person team. We are constantly working across time zones and prioritize communications so that we can stay in sync across the globe.

We are recruiting a Sales Development Representative to join our team. Our Sales Development Representatives work within the Sales team to discover, establish, and qualify sales and partnership opportunities for research, commercial, industrial, and education applications.

The role will report to the Sales Development Manager and is based out of our Del Mar office.

Responsibilities:

• Responsible for lead generation and qualification on behalf of our sales team.
• Identify individuals whose work could benefit from the value our solutions offer to our account management to provide further technical information & explore fit.
• Hold technical conversations with prospects over introductory Zoom meetings and email.
• Lead the researching and identification of new customers and their businesses.
• Engage current users to expand awareness, educate, ask for referrals, identify new opportunities and develop account/application intelligence.
• Support sales team in prepping for sales calls, customizing presentations and assisting with post sales call follow-up materials.
• Assist with trade shows and events. Research and vet potential opportunities. Manage the details including set up and logistics, and outreach to attendees on behalf of our sales team.
• Diligently use our CRM to capture sales efforts and institutional knowledge.
• Opportunities to assist our account management team on setting up.

Qualifications:

• 1+ years working in a Sales Development Representative role, and/or on a sales team. Other relevant experience will be considered.
• STEM degree and/or experience working for a technical company.
• Promotes a strong sense of urgency for reaching goals and key deliverables. Acts without being told what to do. Brings new ideas to the company.
• Experience in collaborating across time zones. This will not mean longer working hours but may occasionally require you to work odd hours. A willingness to travel to tradeshows and customers.
• Able to take initiative to develop and improve (studying our product and technical details, seeking out help and support from other team members, focused on improving everyday by 1%)
• Experience with a Sales CRM: HubSpot, Salesforce, etc.

What we can offer you in compensation:

• Competitive salary
• Comprehensive medical and dental insurance, with 100% premiums paid for employees
• Equity position in Liquid Instruments
• 401k plan with company match
• Four weeks paid vacation, sick time, and holidays
• Laptop for work use
• Experience in a venture backed startup

Salary:

• $60,000 base + OTE