Account Executive - Based in Southern, CA

Description

• Own every deal from lead to close, with full visibility into quote follow-ups, design conversations, and release handoffs.
• Take ownership of every challenge until resolution internally or externally.
• Monitor CIP plans sites and ConstructConnect to proactively engage early-stage projects.
• Identify every municipality in your territory and build a plan to win each one over.
• Collaborative: Works cross-functionally with Estimating, PMs and Ops to deliver an elite customer experience
• Provide market intel to leadership on competitors, pricing trends, and barriers to entry.
• Be the face of Armorock in your region, representing the brand with professionalism, grit, and industry credibility.
• Customer-First: Prioritizes solving real problems for engineers and municipalities – not just selling products
• Participate in hiring and mentoring junior teammates as needed.
• Secure speaking roles, panels, and active involvement in regional trade shows, associations, and technical events to elevate Armorock’s presence.
• Build and maintain detailed account profiles with key personnel listed and relationship history tracked.
• Market Intelligence: Actively gathers and communicates market trends
• Deliver lunch-and-learns to showcase Armorock’s value and educate key stakeholders.
• Strategic Thinking: Aligns territory activities with long-term business goals and customers needs.
• Create a steady stream of upcoming opportunities through consistent market research and outbound contact.
• Log all customer interactions, pipeline progress, and tasks in CRM daily.
• Develop and execute a written territory Strategic Playbook with clear monthly and quarterly targets.
• Relationship Building: Builds deep, trust-based relationships with key decision-makers to win long-term business
• Lead sewer system reviews with municipalities to uncover infrastructure issues Armorock can solve.
• Execute in-person sales meetings with decision-makers at municipalities, engineering firms, and contractors.
• Territory Ownership: Treats their region as a standalone business-fully accountable for growth, strategy and execution
• Build long-term engineering firm partnerships to get Armorock written into design standards and future jobs.
• Build a consistent cold calls pipeline to uncover new opportunities and open doors.
• Treat the territory as your own business: identify market gaps, drive strategy, and own results.
• Serve as the territory quarterback—communicating clearly with Estimating, Project Management, AMs, and Plant teams to set expectations and ensure a frictionless customer experience.
• Track and maintain specification progress and APL milestones in Salesforce.
• Own the full flip process—from spec audit to meeting with wastewater managers, city engineers, and public works leaders—to position Armorock as a listed or preferred product.

Requirements

• Execution Focus: Operates with urgency and discipline; moves deals from lead to close with precision and persistence
• Basic understanding of engineering drawings, municipal procurement processes, and public infrastructure funding mechanisms preferred.
• Proficiency with CRM systems (Salesforce preferred), Microsoft Office, Google Suite; ConstructConnect/Dodge experience a plus.
• Minimum 3-5 years of successful B2B or municipal sales experience, preferably in infrastructure, construction materials, civil engineering products or related industries
• Strong presentation skills; confident delivering lunch-and-learns and representing the company at trade shows or council meetings.
• Experience engaging directly with municipalities, engineers and contractors
• Lifting: No major lifting required.
• Bachelor’s degree preferred, ideally in Business, Engineering, Construction Management, or a related field. Equivalent experience in municipal or technical sales will be strongly considered.
• Demonstrated track record of building new businesses from scratch and exceeding sales targets in a self-directed role
• Sitting: Must be able to remain sitting 50% of the time
• Communication: Clearly articulates Armorock’s value proposition in meetings, presentations and follow-ups
• Highly organized and disciplined; able to manage long sales cycles, follow-up processes, and multiple active opportunities.
• Excellent communication and interpersonal skills, with the ability to build trust with technical and non-technical stakeholders.
• Disciplined: Follows up relentlessly, manages time well, and maintains sharp focus on high-value tasks
• CRM Mastery: Maintains clean, complete and actionable CRM records that drive territory accountability
• Travel up to 50+% depending on territory – this is a field-first role. Must be comfortable on the road meeting customers face-to-face, conducting job site visits and hosting lunch-and-learns
• Resilient: Handles rejection and roadblocks with professionalism and a growth mindset
• Entrepreneurial mindset with a builder’s mentality; thrives in unstructured environments and takes full ownership of the territory.

Benefits

• Paid parental leave (maternity & paternity)
• 401(k) with company matching
• Generous PTO, plus additional sick days
• Comprehensive medical, dental, and vision insurance with low employee contributions
• Competitive salary with performance-based bonuses

Training + Development

Interview process

Visa Sponsorship

Security clearance