National Account Manager

Job Description

Job Description

The Opportunity

We are a national leader in pavement maintenance and infrastructure services with aggressive growth targets, active M&A activity, and a platform built to win large enterprise relationships across the country. The National Account Manager excels at managing complex sales cycles, multi-site program management, and relentless new business development.

This is both a relationship-management role and a hunter-builder position. You will land and expand national accounts across high-value verticals and act as the commercial face of our platform for the country's largest facility operators. This is a role to build, not simply to maintain - National Accounts is where this company's growth will be won.

What You Will Own

New National Account Growth

• Own a named target list of enterprise prospects across retail, logistics, industrial, healthcare, hospitality, and commercial real estate - driving them through the pipeline with urgency and consistency
• Build and execute outbound prospecting strategies including direct outreach, industry networking, broker and GPO channel relationships, and referral development
• Lead full-cycle complex sales from first contact through signed MSA - including discovery, site assessment, multi-location scoping, pricing, and contract close
• Hit and exceed quarterly new-logo targets; document all activity, pipeline, and stage movement in CRM with precision

National Account Expansion

• Once accounts are landed, develop expansion strategies to grow wallet share across additional locations, service lines, and capital programs
• Match effort to opportunity - invest in deep, multi-year programs for the highest-value accounts, and manage the rest of the portfolio with proportionate rigor rather than treating every account the same
• Build multi-year pavement management programs - condition assessments, CapEx planning, preventative maintenance schedules, and ADA compliance roadmaps - that lock in long-term partnerships
• Conduct quarterly and annual business reviews with executive-level stakeholders, presenting performance data, program outcomes, and growth recommendations
• Identify and pursue upsell and cross-sell opportunities within active accounts

Program Processing & Operational Scalability

• Inform the design of national account processes - intake, onboarding, SLA frameworks, hand-off protocols - bringing the field insight that makes them work, and following them consistently once set
• Partner with regional operations leaders to ensure national program standards are met consistently across every market
• Drive continuous improvement in how national accounts are processed, tracked, reported, and renewed - building repeatable systems that scale with our growth
• Manage contract compliance, program KPIs, and customer reporting with a high degree of operational rigor

Commercial Leadership

• Lead all pricing, contract negotiations, and MSA execution for national accounts - balancing competitive positioning with margin discipline
• Respond to RFPs and national bid opportunities with compelling, differentiated proposals
• Maintain a deep understanding of competitive dynamics, procurement trends, and customer needs to sharpen our national go-to-market approach
• Feed market intelligence and customer feedback directly into leadership to inform pricing, product, and M&A strategy

Who You Are

You have a proven track record closing and growing national, multi-site enterprise accounts - ideally in pavement, facilities maintenance, commercial construction, outsourced services, or adjacent industries. You are as comfortable building pipeline from scratch as you are running a QBR with a VP of Real Estate. You bring urgency and accountability to everything you do, and you are energized by the chance to build something meaningful at a company with real momentum.

Required

• 5+ years of B2B enterprise or national account sales experience with documented revenue results
• Experience managing multi-million-dollar customer relationships across multiple locations or geographies
• Track record of new-logo acquisition and account expansion - not just account maintenance
• Experience selling construction, facilities, infrastructure, maintenance, or outsourced service solutions to enterprise buyers
• Skilled at navigating complex sales cycles involving procurement, facilities leadership, operations, finance, and the C-suite
• CRM fluency (Salesforce or equivalent) and strong pipeline-management discipline
• Ability to travel 25–50% nationally

Preferred

• Experience within the pavement, asphalt, concrete, or specialty contractor industries
• Familiarity with multi-site program management, national service-delivery models, and MSA structures
• Background working inside a high-growth, acquisition-oriented, or multi-market platform organization
• Enough technical fluency to discuss site conditions and scope credibly with a customer - or the aptitude to learn it quickly

Physical Requirements : (Each to have one of the following based on the position: Never, Rarely, Occasionally, Constantly)

• Remaining in a stationary position, often standing or sitting for prolonged periods: Occasionally
• Moving about to accomplish tasks at a worksite or moving from one worksite to another: Constantly
• Moving self in different positions to accomplish tasks in various environments, such as stooping, kneeling, or crouching: Rarely
• Adjusting, moving and lifting objects in all directions: Rarely
• Talking and hearing to communicate with others: Constantly
• Seeing to perform job duties at close range, such as monitors or screens: Constantly
• Seeing to perform job duties at a distance, such as driving or operating equipment: Occasionally
• Repeating motions that may include the wrists, hands and/or fingers: Constantly
• Ascending or descending ladders, stairs, scaffolding, ramps, poles and the like: Rarely
• Operating machinery and/or power tools: Rarely
• Operating motor vehicles or heavy equipment: Occasionally
• The ability to travel regionally or nationally: Occasionally

Physical Demands :

• Sedentary work that primarily involves sitting/standing: Constantly
• Light work that includes moving objects up to 20 pounds: Occasionally
• Medium work that includes moving objects up to 50 pounds: Occasionally
• Heavy work that includes moving objects up to 100 pounds or more: Rarely

Working Conditions :

• Low temperatures: Rarely
• High temperatures: Occasionally
• Outdoor elements such as precipitation and wind: Occasionally
• Noisy environments: Occasionally
• Hazardous conditions: Rarely
• Shift work, to include overnight work: Never
• Frequent overtime, including weekends: Never
• Office environment: Constantly

Pave America and it's companies offers a comprehensive, competitive, and inclusive set of health, financial and other benefits that support your total well-being.

Pave America is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, disability, protected veteran status, relationship or association with a protected veteran (spouses or other family members), genetic information, or any other characteristic protected by applicable law.