Senior Account Executive, Building Products

This is a fully remote position, open to applicants in United States.

📋 Description

• Develop pipelines in roofing, siding, exteriors, decking, outdoor living, windows and doors, insulation, HVAC, plumbing, pools, and related trades.

• Execute outbound prospecting, account-based marketing initiatives, partnership development, and sales at trade events.

• Identify manufacturers utilizing legacy channel-incentive platforms, coalitions, spreadsheets, or manual processes and create business cases for transitioning.

• Manage intricate, multi-stakeholder sales cycles from initial discovery through security assessments, solution design, pricing negotiations, letters of intent, master agreements, and statements of work.

• Define programs by converting program rules, tiers, exclusions, registration deadlines, bonuses, payout schedules, and data flows into documented requirements.

• Collaborate with Product and Delivery teams to confirm feasibility of implementation prior to contract signing.

• Expand relationships within manufacturer accounts across various brands, business units, and program types through Account Management.

• Record win/loss patterns, competitor actions, buyer insights, and feature deficiencies for Product, Marketing, and Sales leadership.

• Ensure accurate CRM activity, pipeline stages, next actions, and forecasts for the designated territory and target account list.

• Travel up to approximately 30% for client meetings, industry events, and internal collaboration.

⛳️ Requirements

• 5-7+ years of experience in B2B SaaS or services sales.

• A minimum of 3 years selling to manufacturers in sectors such as building products, home improvement, construction supply, HVAC/plumbing, or similar two-step channels.

• Proven history of closing multi-year, six-figure platform or services agreements with lengthy sales cycles involving multiple decision-makers or signatories.

• Familiarity with manufacturer-to-distributor-to-dealer-to-contractor channel models.

• Knowledge of stocking and volume rebates, early-buy initiatives, co-op/MDF, SPIFFs, contractor certifications, and warranty programs.

• Technical proficiency sufficient to lead discussions around CRM, ERP, BI, EDI, and associated data flows.

• Ability to discern when to involve Solutions, Product, or Engineering partners.

• Comfort in discussing payout methods, tax-documentation issues, program conditions, and commercial requirements with finance and legal stakeholders.

• Excellent written proposal skills.

• Proficient in executive-level presentations.

• Sound judgment in managing complex negotiations with enterprise buyers.

• Experience with channel-incentive, loyalty, rebate-management, payments, or similar platforms is highly advantageous.

• Established network of channel marketing or contractor-program leaders at building-products manufacturers is a plus.

• Experience in sales within both the US and Canada is a plus.

• Preference for US-based candidates.

🏝️ Benefits

• Competitive and extensive total rewards package.

• Remote working opportunities.

• Commissions with an annual target of approximately $120K.