Account Executive SMB, Mechanical & Plumbing

Account Executive SMB, Mechanical & Plumbing

This is a remote role within the United States, with preference for candidates located in Chicago, Denver or NYC. US work authorization is required.

VIATechnik is on a mission to lead the built environment in creating a better future, today. We are one team of over 500 digital experts around the globe. Our team is a quickly growing group of committed architects, engineers, tradespersons, researchers, and business leaders. Together, we empower clients through high-quality, high-velocity experiences that consistently improve outcomes across the design, construction, and operations of buildings and infrastructure. We work with leading mechanical & plumbing trade contractors on their most challenging projects across data centers, healthcare, industrial, and more.

Role Overview

This role owns a portfolio of small-to-midsize mechanical and plumbing contractors and is responsible for growing it, both by expanding existing accounts and by converting qualified inbound leads into net-new revenue. You will use sales enablement tools and account data to identify expansion opportunities, manage renewal health, and serve as the primary commercial relationship holder for your assigned clients. Success is measured by quota attainment, year-over-year revenue growth, and a retention rate that reflects genuine client loyalty, not just contract inertia.

Employee Value Proposition

Purpose - You will help small and midsize mechanical and plumbing contractors unlock more value from VIATechnik's BIM and VDC services, positioning our solutions as strategic partners in their growth, not just vendors on a project.

Growth - This role builds a strong foundation in consultative SMB sales, account management, and data-driven growth strategy, with a clear path toward mid-market, enterprise, or customer strategy leadership roles.

Motivators - If you are driven by measurable outcomes, earn trust through consultative selling, and thrive when your success is directly tied to client growth and retention, this role is built for you.

Major Objectives

• Meet and exceed sales quota by expanding existing accounts, converting qualified inbound leads, and selectively sourcing new SMB client relationships within the M&P trade contractor space.
• Own an assigned portfolio of SMB accounts and deliver at least 25% year-over-year revenue growth by building account-specific growth plans and deepening client relationships across business units.
• Achieve a greater than 90% renewal retention rate by proactively managing account health, identifying risks early, and maintaining consistent engagement cadences with key stakeholders.
• Convert at least 60% of qualified inbound leads into net-new revenue by leading structured discovery, demonstrating solution fit, and advancing opportunities efficiently from qualification to close.

Critical Responsibilities

• Sales Execution and Pipeline Management
• Manage the full deal lifecycle from outbound prospecting and lead qualification through discovery, proposal, negotiation, and close, maintaining pipeline accuracy and forecast discipline in Salesforce at all times.
• Respond to all inbound leads within 24 hours, apply a structured qualification framework, and ensure at least 80% of leads advancing to proposal meet defined ideal client profile criteria.
• Account Ownership and Growth
• Within the first 90 days, complete a comprehensive assessment of all assigned accounts, mapping key decision-makers, engagement levels, and growth potential, and present findings and an initial account strategy to leadership.
• Build and execute quarterly growth plans for each priority account, including expansion opportunities, upsell and cross-sell initiatives, and risk mitigation tactics, with outcomes presented in quarterly business reviews.
• Account Health and Retention
• Establish consistent engagement cadences with assigned clients, including quarterly business reviews and executive check-ins, using CRM data and usage trends to anticipate risks and strengthen relationships ahead of renewals.
• Partner with Operations weekly to review active projects, surface client feedback, and resolve any friction points that could affect satisfaction, renewal, or expansion.
• Market Intelligence and Industry Presence
• Dedicate time weekly to monitoring market shifts, competitor activity, and emerging M&P technologies, sharing insights in team huddles and using trend data to sharpen client conversations and proposals.
• Attend one to two industry trade shows each year to expand VIATechnik's network of M&P trade contractors and identify new business opportunities.

Culture and Situation Fit

This is a high-accountability, fast-moving sales environment where individual contribution is visible, feedback is direct, and results matter. VIATechnik rewards proactive problem-solvers who bring data and client insight into every conversation, and leadership operates through transparency and coaching, not micromanagement. This role is not a fit for someone who needs a heavily structured environment or prefers reactive account management. If you are self-directed, commercially sharp, and genuinely motivated by helping clients grow, you will thrive here.

Win-Win Statement

VIATechnik is growing its M&P presence and needs an account executive who can protect what exists, convert what is inbound, and build what is not yet there. In return, this role offers a real book of business, a clear path to advancement, and the backing of a delivery team whose reputation in the market opens doors. For the right person, this is not just a sales job, it is a platform for a long-term commercial career in one of construction's most dynamic segments.

Compensation and featured benefits:

• The pay for this position is $140K$190K OTE (base/variable performance-based incentive compensation), and the role is eligible for bonuses. The actual salary offer may be different as we carefully consider a wide range of factors, including your skills, qualifications, location, and experience
• Health insurance with the choice of five plan options. We cover 70-95% of premiums for VIATechies and 65% of the premiums for dependents (depending on the plan chosen)
• Dental and vision insurance. We cover up to 75% of the monthly insurance premiums for VIATechies and up to 50% of the premiums for dependents (depending on the plans chosen)
• Open and flexible time off
• A 401(k) plan that is fully vested immediately
• Home office setup costs
• Paid holidays

As a minority and woman owned and led company, VIATechnik seeks to build a team that represents a variety of backgrounds, perspectives, and skills. VIATechnik is an Equal Employment Opportunity employer. All qualified applicants will receive consideration for employment.