National Account Manager

About Mojave Energy Systems, Inc.

Mojave is changing the nature of air conditioning. Air conditioning consumes ~9% of total global electricity production and results in the emissions of 1 billion tons of carbon dioxide annually. It is time for a change, and Mojave’s liquid desiccant air conditioning systems are doing just that. If you want to change the world, starting with the world of air conditioning, then you may belong at Mojave. We are looking for purpose-driven team members who enjoy problem solving, teamwork, and personal growth to join our venture-backed company.

We are seeking a National Account Executive to join the sales organization at Mojave Energy Systems, reporting to our VP of Sales. This remote position is responsible for selling Mojave systems directly to building owners, consulting engineers, and design-build contractors - leading with deep expertise and an activatable network in a single vertical (grocery, hospitality, industrial, or education), with national account responsibility for that vertical. The compensation package for this role includes a base salary & commission structure.

ABOUT THE OPPORTUNITY

This is a direct-selling role. You will carry a number, and you will hit it by finding latent load problems in buildings and applications you already understand and building the case for Mojave's systems as the solution. The successful candidate will "get in at the ground floor" of our business and help establish our first reference installations in their vertical.

This is a national role. While Mojave sells into grocery, hospitality, industrial, and education, we expect this hire to lead with deep expertise and an activatable network in one of these verticals, and to own that vertical nationally from day one.

We are looking for a technical seller who already knows how buildings in their vertical are designed, bid, and bought — and who is already known and trusted there. In an early market, an established reputation in a vertical is the shortest path to a qualified pipeline. Yours will be put to work immediately.

RESPONSIBILITIES

• Own direct sales in your assigned vertical end to end: prospecting, qualification, technical development, negotiation, and close.
• Sell to end users and their design teams within your vertical — e.g., grocery chains, hotel brands and management companies, industrial plants, or school districts and universities, depending on assignment.
• Activate your existing network to generate qualified opportunities in your first 90 days.
• Manage a pipeline in CRM software (zoho.com) to achieve assigned sales revenue targets.
• Navigate the buying process specific to your vertical: national account programs and construction standards, capital planning and plant engineering, or bond funding, public procurement cycles, and performance-contracting routes.
• Drive Mojave to Basis of Design with consulting engineers, design-build contractors, and owner engineering standards groups.
• Perform load and psychrometric analysis, equipment selection, and energy and life-cycle cost comparisons against conventional DX, DOAS, and competing desiccant systems.
• Assist with estimates, quoting, equipment selections, and submittals as required.
• Translate vertical-specific requirements into a concrete value proposition — e.g., store humidity setpoints and refrigeration case load in grocery, guest comfort and mold risk in hospitality, process humidity control in industrial, or ventilation and shoulder-season dehumidification in schools.
• Coordinate with our Manufacturer's Rep partners where territory and account coverage overlap, and keep the channel aligned rather than in conflict.
• Act as Mojave's "Subject Matter Expert" (SME) for your vertical, internally and externally.
• Identify product gaps, capture voice of customer, and work with Product Management to prioritize and eliminate identified gaps.
• Help identify opportunities in adjacent verticals as we expand, even while your primary focus stays on your assigned vertical.
• Partner with Field Support through startup and the first season of operation so that every early account becomes a reference account.
• Perform educational presentations as required (lunch & learns, CEUs, etc.).
• Identify and attend appropriate trade shows and vertical industry events.
• Ability to travel up to 60% of your time.

Required Qualifications:

• Bachelor's degree in Mechanical Engineering, or a related STEM field.
• 7+ years of HVAC sales experience, including 5+ years selling directly to owners, consulting engineers, and contractors.
• Demonstrated technical and application depth across grocery, hospitality, industrial, and/or education buildings — how loads are calculated, how equipment is specified, and how projects are bid in each.
• An established network and strong professional reputation in at least one of those four verticals, with relationships you can activate on day one.
• Ability to perform psychrometric calculations and equipment selection.
• Working command of latent load analysis, dedicated outdoor air systems (DOAS), and dehumidification strategies.
• Excellent communication skills, both written and verbal; one-on-one and in groups.
• Highly organized with strong attention to detail, while able to prioritize diverse responsibilities.

Preferred Qualifications:

• Proven history of rapid sales growth with satisfied customers.
• Experience selling a new or unproven technology, including pilots, first installations, and the additional work of establishing credibility.
• Knowledgeable about Applied HVAC Equipment (Airside).
• Experience with liquid or solid desiccant systems, heat recovery, or other latent-specific equipment.
• Thorough understanding of marketplace dynamics including industry trends.
• Proven capability to communicate professionally in written and verbal format across a wide audience.
• Able to work and communicate with multiple levels of positions within owner organizations and consulting engineering firms while building strong relationships and trust.
• Able to work without direct guidance or direction from others.
• Team player with strong collaborative abilities across business units.

Mojave is a mission-driven company focused on advancing air conditioning technology. We manufacture our products in the United States at our Anderson, South Carolina facility and our engineering lab is based in Sunnyvale, California. We are committed to a workplace grounded in integrity, excellence, collaboration, and meaningful work. The anticipated compensation range for this position is $140,000 - $180,000 and an uncapped commission structure with an equity award (4-year vest) on hire. Final compensation will be determined based on relevant experience, qualifications, skills, and work location, consistent with applicable law. We offer a benefits package that may include annual bonus eligibility (equity award) health and welfare benefits, paid time off, company holidays, short/long-term disability and life insurance (subject to plan terms, eligibility requirements and applicable law).

Equal Opportunity Employer

This employer is required to notify all applicants of their rights pursuant to federal employment laws. For further information, please review the Know Your Rights notice from the Department of Labor.