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Executive Sales Leader

Job DescriptionJob Description

Executive Sales Leader & Executive Leadership Team Member

Location: Alpharetta, GA

Our Client:

For more than 30 years, global brands have trusted us to plan, implement, and maintain technology-enabled spaces across their enterprise, nationwide. We provide design, engineering, project management, maintenance, and more in thousands of ZIP codes across the U.S. each year. Whether for new builds and renovations or a multi-site nationwide rollout, you can rely on us for:

  • Networking Infrastructure
  • Access Control
  • Video Surveillance
  • Fire Alarm
  • Intrusion Detection
  • WiFi
  • DAS & Public Safety
  • Sound Masking, Paging & Mass Notification
  • Audio Visual Systems
  • Telco & Unified Communications
  • Technology Maintenance 
  • IT Service Desk
  • And more!

Role

Own and scale sales and marketing execution. The company is at a critical inflection point. Currently at $95M in revenue today, with a path to $120M by year-end through a combination of organic growth and M&A.

Over the next 36 months, our objective is to be on track toward $300M in revenue, with at least half of that growth driven organically.

  • Prioritize closing near-term enterprise sales discipline gaps and accelerating seller ramp and enablement
  • Focus initially on execution excellence, with revenue strategy and pricing ownership evolving over time
  • Optimize and scale an existing revenue architecture rather than redesigning
  • Build the foundation for a durable, integrated revenue model
  • Expand scope and authority as the business demonstrates readiness

Initially, this leader will own two sales districts and the marketing function, with plans to hire approximately six new sales representatives this year, and expects to add an additional district. Tight integration across sales and marketing is critical, requiring a leader who is both a collaborative team player and a decisive driver. The new district is likely to be in central/west (Dallas/Denver, etc.) as current district leaders are in Atlanta and Hickory.

Over time, we expect this role to help shape or expand sales operations capacity and bring increased rigor and visibility to sales performance. As we complete tuck-in acquisitions and integrate local and regional sales teams, this leader will help define the path toward a hub-and-spoke model while maintaining focus and momentum within the sales organization.

Expectations

  • Location: Alpharetta, GA
  • Reports to the President
  • Works with the CEO on strategic objectives.
  • Flexibility and comfort with travel 50% or more.

Ideal Candidate Profile

  • Proven sales leader in a complex, multi-service, or enterprise environment
  • Strong operator: process-driven, metrics-oriented, and coach-focused
  • Comfortable executing personally while building scalable systems
  • Strategic thinker who views revenue as an integrated system
  • Has a strong network that could surface some new clients

About the Sales Organization

Sales is organized around vertical-based selling, with each representative assigned two to three verticals. While the underlying technologies are often similar, deep familiarity with industry and buyer context is critical to success.

Their work spans industries including Retail multi-site deployments, corporate environments, hospitality, senior living communities, distribution centers, and large living spaces, which require enterprise selling capabilities, strong account mapping, and a disciplined cross-sell approach.

Tools & Technology Environment

  • The sales organization currently uses HubSpot as its CRM, ZoomInfo for contact intelligence, and ConstructConnect for project and opportunity discovery.
  • ServiceNow serves as the core ERP and operational system, making cross-functional fluency with enterprise platforms an important capability.

Customer Concentration

We currently serve approximately 400 active customers, representing significant expansion opportunities.

Approximate Verticals

  • Retail: 50%
  • Corporate Interests: 20% (Legal, Co-Working, Insurance)
  • Living Spaces 20% (Senior Living, Hospitality, MDUs)
  • Industrial: 10% (Distribution Centers, Manufacturing)

Additional markets will be targeted through the acquisition and roll-up of regional contractors, with two Letters of Intent (LOIs) already in progress.

  • Local "one-off" projects where multi-site clients are expanding in the local area
  • Large venues such as Data Centers, Military contracts, etc.
  • K-12 and local government

 

Responsibilities

Forecast & Quota

  • Own new logo revenue, pipeline health, forecasting accuracy, and quota attainment.
  • Provide an accurate Forecast of bookings and billings.
  • We forecast on an annual, quarterly, and then monthly basis.
  • Meet the company's annual quota for gross profit and revenue.

Recruiting & Hiring

  • Hire a team to meet organic growth objectives.
  • Perform interviews and work with the talent manager to assess open positions and build the pipeline.
  • Grow your team through initial onboarding and monitoring ongoing growth and training.

Onboarding & Training

  • Working with Sales Directors and managing the sales team, including setting targets, developing training programs, and evaluating performance.
  • Need to travel to reps and clients in the field, including new clients and top accounts.
  • Ensure new hires complete onboarding training in our systems.
  • Ensure the team is learning and following the sales playbook, and the playbook is updated.

Protect, Grow & Engage Accounts

  • Monitor and Help with:
  • Business cases
  • Mutual action plans
  • Business reviews
  • Build and maintain relationships with key customers and clients
  • Work with Operations to develop an account strategy for each existing account and introduce additional services
  • Ensure and track that regular business reviews are conducted for the top 25 accounts.

Marketing

  • Lead : Work with the BDR, marketing, and the sales team to gain new clients and grow existing accounts. Work with marketing to develop and execute a lead- strategy that supports the sales team's efforts. For example, developing targeted campaigns, leveraging social media and other channels, and optimizing our website and landing pages.

Customer Success

  • Lead team and collaborate with internal stakeholders in customer success deliverables.
  • Measure, track, and establish initiatives based on the Customer Feedback Program

Collaboration with Internal Teams

 

Cross-Functional Collaboration with the sales team and other departments, such as Finance, Engineering, and P&L leaders

CEO/President

  • Strategic Planning: Collaborate with the CEO and President to develop the company's sales strategy, ensuring it aligns with the overall business strategy.
  • Reporting and Analytics: Provide regular reports and analytics to the CEO and the President to keep them informed about sales performance and trends.

Solutions/Engineering

  • Review key proposals, ensure they answer client needs, and ensure we meet and exceed gross profit objectives.

Operations

  • Monitor the project kick-off and close-out processes with your team and ensure they participate.
  • Ensure awareness of key escalations and work with the operations team to leverage these as opportunities to grow business with existing clients.

Finance & HR

  • Monitor the Collection process and engage as required.
  • Resource Allocation: allocate resources, such as budgets and personnel, to support the sales team's efforts.
  • Work with HR to recruit and develop talent.