Commercial Go-To-Market (GTM) Sales Representative

Job Summary

The Commercial GTM Sales Representative acts as the high-velocity orchestration engine for the closing half of the commercial roofing sales cycle. Operating at a geographical Area Manager level, this role functions as a strategic, data-driven partner to the field, turning qualified intelligence into coordinated action.

Essential Duties

• Handoff Orchestration & Nurture Cadence
• Formally take ownership of projects and qualified leads once they are logged in Salesforce by the GTM Sales Analyst, initiating a tight, collaborative strategy with field reps.
• Actively monitor the area funnel to identify "stuck" projects. Work directly with field reps to provide the necessary technical data, submittals, or incentives to nudge the contractor or owner to a "yes."
• Turn top-funnel data into precise field execution, maintaining a rigorous follow-up cadence so multi-month construction timelines are never missed.
• Bid and Quoting Coordination
• Facilitate, track, and manage the execution of Buying Agreements, ensuring they align with regional pricing boundaries and margin targets.
• Monitor and report on how effectively our customers are leveraging BAs. Evaluate whether current price points and packaging strategies are accelerating or hindering overall sales velocity.
• Carefully coordinate and track critical project pre-bid and bid-day meetings. Ensure field reps, contractors, and estimating teams are perfectly aligned and equipped with the necessary project data and documents.
• Establish a continuous feedback loop following bid meetings to gather real-time market intelligence regarding competitor positioning and pricing strategies.
• Manage the post-bid transition by facilitating final commercial negotiations and resolving outstanding terms.
• Ensure the finalized opportunity package is primed and ready for a seamless handoff to the Territory Manager (TM) for deal closing.
• Win/Loss Analysis & Post-Project Insights
• Conduct thorough "autopsies" on pipeline outcomes to pinpoint why we won or lost (e.g., price, spec break, contractor preference) and translate findings into actionable data.
• Collaborate with sales and support teams to ensure won accounts deliver sustainable, high-quality revenue over the long term.
• Report win/loss trends back to Product, Pricing, and GTM strategy teams to adjust upstream messaging and product development.
• Act as the gatekeeper for Salesforce data accuracy during the closing stages, ensuring regional pipeline forecasting is reliable and accurate.
• Enablement, Coaching & Alignment
• Provide real-time feedback and alignment to the sales team on objection handling, ensuring reps are actively and correctly using the latest competitive "Battle Cards."
• Aid in training and mentoring new sales hires to compress their time-to-quota and keep existing reps sharp on GTM processes.
• Maintain and curate a ready-to-go library of case studies, white papers, and technical one-pagers for immediate field deployment.

Qualifications

• Bachelor's Degree
• Minimum 2+ years in a Sales, Sales Success, Revenue Operations, or high-level Project Management role, specifically within commercial construction, roofing, or industrial manufacturing.
• Ability to travel: 5-10%

Preferred Qualifications

• Strong computer skills including Google Business Suite.
• Exceptional ability to thrive in a chaotic, fast-paced environment, masterfully juggling competing priorities, tight client requests, and multi-year project deadlines.
• Power-user capabilities in Salesforce: ability to build regional dashboards, track sales velocity, and spot bottlenecks in data.
• Strong understanding of the commercial bidding, estimating, and submittal lifecycle, along with financial comfort around quoting and buying agreement frameworks.
• Exceptional communication and organizational skills with a proven ability to push, coach, and align independent field reps and Area Managers to hit deal milestones.
• Works under close or moderate supervision/coaching; needs guidance on more complex tasks.
• Can solve routine problems using established procedures / guidelines.

Pay

Base salary and/or rate of pay ranges listed are exclusive of fringe benefits and potential bonuses. Individual compensation offers will be determined based on a variety of factors, including but not limited to geographic location, relevant candidate experience and skill, education, and/or qualifications. Base Salary Range: $81,000-$103,500

Benefits

• We offer a wide range of health insurance options that include medical, dental, and vision for you and your family.
• Our Family-Building benefits support the many different journeys to fertility and parenthood.
• We have a robust 401K plan including an employer match contribution with your pre-tax and/or Roth contributions.
• Other exciting programs and perks are available to help employees achieve work-life balance, including (but not limited to) a wellness program, free financial coaching, a referral program, and product rebates when purchased for an employee’s primary residence.
• We offer internal training programs and courses, as well as a generous tuition reimbursement program.
• We are committed to fostering a culture that reflects our values to connect, empower, evolve, and inspire. We offer many opportunities for employees to connect with one another, including through our Employee Resource Groups who focus on education and allyship for all of our employees.

How We Protect What Matters Most

• We offer a wide range of health insurance options that include medical, dental, and vision for you and your family.
• Our Family-Building benefits support the many different journeys to fertility and parenthood.
• We have a robust 401K plan including an employer match contribution with your pre-tax and/or Roth contributions.
• Other exciting programs and perks are available to help employees achieve work-life balance, including (but not limited to) a wellness program, free financial coaching, a referral program, and product rebates when purchased for an employee’s primary residence.
• We offer internal training programs and courses, as well as a generous tuition reimbursement program.
• We are committed to fostering a culture that reflects our values to connect, empower, evolve, and inspire. We offer many opportunities for employees to connect with one another, including through our Employee Resource Groups who focus on education and allyship for all of our employees.