Account Executive - Based in CA

Job Description

Job Description

Description:

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

Requirements:

POSITION REQUIREMENTS

Education: 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. 

Experience:  

• Minimum 3-5 years of successful B2B or municipal sales experience, preferably in infrastructure, construction materials, civil engineering products or related industries
• Demonstrated track record of building new businesses from scratch and exceeding sales targets in a self-directed role
• Experience engaging directly with municipalities, engineers and contractors

Travel Requirements: Travel up to 75% 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

Other Key Skills:

• Entrepreneurial mindset with a builder’s mentality; thrives in unstructured environments and takes full ownership of the territory.
• Excellent communication and interpersonal skills, with the ability to build trust with technical and non-technical stakeholders.
• Strong presentation skills; confident delivering lunch-and-learns and representing the company at trade shows or council meetings.
• Highly organized and disciplined; able to manage long sales cycles, follow-up processes, and multiple active opportunities.
• Proficiency with CRM systems (Salesforce preferred), Microsoft Office, Google Suite; ConstructConnect/Dodge experience a plus.
• Basic understanding of engineering drawings, municipal procurement processes, and public infrastructure funding mechanisms preferred.
• Self-motivated, competitive, and goal-oriented—with a strong sense of urgency and accountability.

Environment (office or other): Remote

Equipment Operated: Computer, phone, other? 

Lifting: No major lifting required. 

Sitting: Must be able to remain sitting 50% of the time

Management reserves the right to assign or reassign duties and responsibilities on this job at any time.

  Equal Opportunity Employer | Drug Free Workplace | Background Check Conducted

Why You’ll Love Working Here

At Armorock, we know that when our employees thrive, our business thrives. That’s why we offer top tier benefits that go beyond the basics – because you deserve to feel valued, supported, and empowered in every aspect of your life. 

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

Our Mission and Values

At Armorock, our goal is to drive the future of sustainable infrastructure with high-quality, innovative solutions that create lasting value. This mission is possible through our QUESST core values: Quality, Unified, Efficient, Safe, Sustainable, Transparent