Offer summary

Qualifications:

5+ years of enterprise sales experience, particularly in HVAC or technician-heavy sectors., Strong understanding of operational challenges faced by large service organizations., Proven ability to manage complex sales cycles and close high-value deals., Excellent communication skills and adaptability to a fast-paced environment..

Key responsibilities:

Manage a portfolio of high-value accounts to identify growth opportunities.

Conduct outbound calls and attend trade shows to generate new business.

Collaborate with teams to develop targeted sales strategies for large clients.

Build and maintain relationships with key decision-makers in the industry.

Job description

The Enterprise AE will sell our software to Enterprise businesses with a specific focus on HVAC. They will source new customers through outbound efforts and through attending industry trade shows, and they will work on upselling existing clients. They will alleviate this responsibility from the VP of Sales to focus on strategic initiatives within the sales organization.

Responsibilities:

Account Management: Own and manage a portfolio of high-value accounts, including identifying growth opportunities, expanding existing customer ARR, and ensuring client success.
Business Development: Conduct outbound calls and emails to generate new business, and proactively identify opportunities to close net-new customers.
Sales Strategy: Collaborate with Sales Development Representatives (SDRs) and Marketing to develop targeted strategies for engaging large pest control, lawn care, and HVAC companies, especially those with private equity backing or franchised operations.
Trade Show Engagement: Attend relevant trade shows and industry events to network, generate leads, and build lasting relationships with key decision-makers.
Consultative Selling: Provide consultative sales expertise to identify client needs and deliver tailored solutions that drive measurable value, from streamlining technician efficiency to improving customer retention.
Pipeline Management: Maintain a robust pipeline of qualified prospects and forecast accurately using Applause's CRM tools.
Cross-functional Collaboration: Work closely with Customer Success, Product, and Marketing teams to ensure a seamless customer journey and maximize client satisfaction.

Requirements

Qualifications:

Experience: 5+ years of enterprise sales experience, with a track record of closing deals with high-value accounts in HVAC.
Industry Knowledge: Deep understanding of operational challenges within technician-heavy sectors (over 250 techs), including franchise dynamics, private equity influence, and the unique business needs of large-scale service organizations.
Sales Acumen: Demonstrated ability to manage complex sales cycles, negotiate contracts, and close six- and seven-figure deals.
Communication Skills: Exceptional verbal and written communication skills with the ability to articulate value propositions and build trust with senior decision-makers.
Adaptability: Ability to thrive in a fast-paced, high-growth startup environment, with a willingness to take ownership and adapt to evolving strategies.
Education: Bachelor’s degree in Business, Marketing, or related field (preferred but not required)
Technology: Experience with the following sales tools: Hubspot, Apollo, LinkedIn