National Account Manager

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a National Account Manager based in United States.

This is a high-impact, national sales role focused on expanding adoption of innovative HVAC and air-conditioning technology.

You will own direct sales within a defined vertical such as grocery, hospitality, industrial, or education.

The role combines technical selling, strategic account development, and hands-on business development.

You will leverage an established industry network to build qualified pipeline and establish early reference installations.

Working closely with building owners, consulting engineers, contractors, and internal teams, you will guide opportunities from prospecting through close.

The position offers significant autonomy and the opportunity to help shape market adoption of an emerging technology.

With substantial customer-facing responsibility and travel of up to 60%, this role is ideal for an experienced technical seller who thrives in an entrepreneurial environment.

Accountabilities

• Own the full direct-sales cycle within the assigned industry vertical, including prospecting, qualification, technical development, negotiation, and closing.

• Develop relationships with building owners, design teams, consulting engineers, design-build contractors, and other key decision-makers within the assigned national account segment.

• Activate an existing professional network to generate qualified opportunities and build a strong sales pipeline early in the role.

• Manage pipeline activity and sales opportunities in CRM systems while working toward assigned revenue targets.

• Navigate industry-specific purchasing processes, including national account programs, construction standards, capital planning, plant engineering, public procurement, bond funding, and performance-contracting models.

• Work with consulting engineers, contractors, and owner engineering groups to position solutions as a Basis of Design.

• Perform load and psychrometric analysis, equipment selection, and energy and life-cycle cost comparisons against conventional and competing HVAC solutions.

• Support estimates, quotations, equipment selections, submittals, and other technical sales activities as needed.

• Translate industry-specific operational requirements into compelling customer value propositions.

• Coordinate with manufacturer representative partners where account or territory responsibilities overlap, maintaining alignment across the sales channel.

• Serve as the internal and external subject matter expert for the assigned vertical and communicate customer needs and market insights to relevant teams.

• Identify product gaps, capture voice-of-customer feedback, and collaborate with product teams to prioritize improvements.

• Support expansion into adjacent market segments while maintaining primary ownership of the assigned vertical.

• Partner with field support through system startup and the first operating season to help turn early customers into successful reference accounts.

• Deliver educational presentations, lunch-and-learns, continuing education sessions, and other industry-facing activities.

• Identify and participate in relevant trade shows, conferences, and vertical-specific industry events.

• Travel up to approximately 60% of the time to support customers, partners, and industry opportunities.

Requirements

• Bachelor’s degree in Mechanical Engineering, a related STEM discipline, or equivalent technical education and experience.

• 7+ years of HVAC sales experience, including at least 5 years selling directly to building owners, consulting engineers, and contractors.

• Demonstrated technical and application expertise within one or more of the following sectors: grocery, hospitality, industrial, or education.

• Established professional network and strong reputation within at least one target vertical, with the ability to activate relevant relationships quickly.

• Strong understanding of how buildings within the relevant vertical are designed, specified, bid, and purchased.

• Ability to perform psychrometric calculations, equipment selection, and technical application analysis.

• Working knowledge of latent-load analysis, dedicated outdoor air systems (DOAS), and dehumidification strategies.

• Excellent written, verbal, presentation, and interpersonal communication skills.

• Strong organizational skills, attention to detail, and the ability to manage multiple priorities independently.

• Demonstrated history of sales growth and developing long-term customer relationships.

• Experience selling emerging or unproven technologies, including pilots, first installations, and market-education initiatives, is preferred.

• Knowledge of applied HVAC equipment, particularly airside systems, is preferred.

• Experience with liquid or solid desiccant systems, heat recovery, or other latent-load-focused equipment is advantageous.

• Strong understanding of HVAC market dynamics, industry trends, and customer requirements.

• Ability to communicate effectively with stakeholders at multiple organizational levels and build trust with owners and engineering firms.

• Self-directed approach with the ability to operate effectively without extensive day-to-day supervision.

• Collaborative mindset and ability to work effectively across sales, engineering, product, field support, and other business functions.

• Ability to work and travel extensively, with travel expected to reach approximately 60%.

• Must be authorized to work in the United States; compensation and employment terms may vary based on relevant experience, qualifications, skills, and work location.

Benefits

• Base salary of approximately $140,000-$180,000, depending on relevant experience, qualifications, skills, and work location.

• Uncapped commission structure.

• Equity award with a four-year vesting period.

• Potential annual bonus eligibility.

• Health and welfare benefits.

• Paid time off and company holidays.

• Short- and long-term disability coverage.

• Life insurance.

• Opportunity to work remotely with significant autonomy and ownership.

• Opportunity to help establish early market adoption and reference installations for an emerging HVAC technology.

• Mission-driven environment focused on advancing more efficient air-conditioning technology.

• Collaborative culture emphasizing integrity, technical excellence, teamwork, and meaningful work.