Account Executive - Based in CA

PURPOSE

The territory sales position is the front-facing force of Armorock in their territory—an entrepreneurial, high-energy hunter responsible for driving new business growth and owning their market like it’s their own company. This role is not about maintaining accounts—it’s about building new ones: forging relationships with municipalities, engineering firms, and contractors, flipping specifications, and positioning Armorock as the dominant player in corrosion-resistant infrastructure. Success in this role means generating long-term demand where it didn’t exist before.

ESSENTIAL RESPONSIBILITIES AND DUTIES

Territory Ownership and Sales Execution (40%)

• Treat the territory as your own business: identify market gaps, drive strategy, and own results.
• Execute in-person sales meetings with decision-makers at municipalities, engineering firms, and contractors.
• Build a consistent cold calls pipeline to uncover new opportunities and open doors.
• Deliver lunch-and-learns to showcase Armorock’s value and educate key stakeholders.
• Develop and execute a written territory Strategic Playbook with clear monthly and quarterly targets.
• Lead sewer system reviews with municipalities to uncover infrastructure issues Armorock can solve.
• Secure speaking roles, panels, and active involvement in regional trade shows, associations, and technical events to elevate Armorock’s presence.

Specification Ownership & APL Development (20%)

• Identify every municipality in your territory and build a plan to win each one over.
• 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.
• Track and maintain specification progress and APL milestones in Salesforce.

CIP/Insight Prospecting (20%)

• Monitor CIP plans sites and Construct
• Connect to proactively engage early-stage projects.
• Build long-term engineering firm partnerships to get Armorock written into design standards and future jobs.
• Create a steady stream of upcoming opportunities through consistent market research and outbound contact.

Pipeline Management & CRM Accountability (10%)

• Log all customer interactions, pipeline progress, and tasks in CRM daily.
• Build and maintain detailed account profiles with key personnel listed and relationship history tracked.
• Own every deal from lead to close, with full visibility into quote follow-ups, design conversations, and release handoffs.

Internal Leadership & Collaboration (10%)

• Serve as the territory quarterback—communicating clearly with Estimating, Project Management, AMs, and Plant teams to set expectations and ensure a frictionless customer experience.
• Provide market intel to leadership on competitors, pricing trends, and barriers to entry.
• Be a product expert and business leader—someone new hires look to as a model of execution.

OTHER DUTIES AND RESPONSIBILITIES

• Operating with urgency, independence, and accountability – this is a builder’s role, not a manager’s desk job.
• Be the face of Armorock in your region, representing the brand with professionalism, grit, and industry credibility.
• Participate in hiring and mentoring junior teammates as needed.
• Take ownership of every challenge until resolution internally or externally.

LEADERSHIP CORE COMPETENCIES

• Territory Ownership Treats their region as a standalone business-fully accountable for growth, strategy and execution
• Proactive Hunting Relentlessly identifies and pursues new opportunities with municipalities, engineers and contractors
• Relationship Building Builds deep, trust-based relationships with key decision-makers to win long-term business
• Execution Focus Operates with urgency and discipline; moves deals from lead to close with precision and persistence
• Market Intelligence Actively gathers and communicates market trends
• Communication Clearly articulates Armorock’s value proposition in meetings, presentations and follow-ups
• Strategic Thinking Aligns territory activities with long-term business goals and customers needs.
• CRM Mastery Maintains clean, complete and actionable CRM records that drive territory accountability

ESSENTIAL LEADERSHIP ATTRIBUTES

• Entrepreneurial Acts like a business owner- self-starting, financially minded and results-driven
• Resilient Handles rejection and roadblocks with professionalism and a growth mindset
• Customer-First Prioritizes solving real problems for engineers and municipalities – not just selling products
• Competitive Drive to win – understands the competitive landscape and plays to win the market
• Collaborative Works cross-functionally with Estimating, PMs and Ops to deliver an elite customer experience
• Disciplined Follows up relentlessly, manages time well, and maintains sharp focus on high-value tasks