Commercial Sales Representative

Job Description

Job Description

Company Overview

We are partnering with a respected custom AV integrator based just north of Albany in Glens Falls, NY, with decades of experience serving commercial and residential clients throughout the Capital Region. Commercial integration is the core of the business, with deep roots in higher education, K-12, and public sector work, and the company is actively expanding its reach into new construction through relationships with architects, engineers, and general contractors.

The company runs on EOS, with a "right people, right seat" philosophy that shapes how they hire and how they develop the people already on the team. Their values guide every decision and interaction:

Value Relationships: Trust and connection are the foundation of the business.

• Team Player: Success comes from supporting one another and working toward shared goals.
• Passion for Success: A drive for excellence, continuous improvement, and thoughtful execution.
• Humble Confidence: A grounded, self-aware approach that leads with integrity.

Why Join Us?

• A Pipeline Already in Motion — You'll step into an existing pipeline, alongside long-standing higher education and public sector accounts to grow from.
• Uncapped Earning Potential — Base salary plus uncapped commission, with realistic first-year on-target earnings around six figures.
• They'll Teach You the Technology — If your background is lighting control, security, acoustics, building products, or low voltage construction, the AV side is teachable. Relationships and construction fluency are what matter most here.
• Direct Access to Leadership — You'll work alongside the leadership team, with real autonomy to build your territory and shape how the company goes to market.
• An AI-Forward Team — The company actively uses Claude and ChatGPT across sales and engineering, and the team shares what it learns internally.
• Values-Driven Culture — A close-knit, no-ego team where humility, collaboration, and follow-through are genuinely celebrated.

Position Overview

We are seeking a Commercial Sales Representative who can hunt, farm, and close. This is a full-cycle role: you'll generate new opportunities, convert existing quoted work, and keep established client relationships strong and growing.

The ideal candidate is a consultative seller who is comfortable in construction environments, reading plans and specifications, influencing how a project gets specified before it ever goes out to bid, navigating bid processes and submittals, and building the architect, engineer, and general contractor relationships that drive specified work. Shaping a Division 27 specification before it goes out to bid, so the company's solutions are the basis of design, is exactly the kind of win this seat is built for. Commercial construction fluency matters more here than deep AV product knowledge, and leadership is prepared to train the right person on the technology.

Sales cycles here are long, often running several months to a year, so you'll need the discipline to nurture opportunities patiently while still driving urgency. Presenting comes with the territory, whether that's a lunch and learn for an architecture firm or walking a general contractor through a proposal. This is a role for someone who understands the difference between bidding a job and building a relationship, and who wants to own both.

Responsibilities

• Own the full sales cycle, hunting new commercial opportunities, converting quoted work already in the pipeline, and growing existing accounts.
• Engage architects, engineers, and consultants during the design phase to shape Division 27 specifications and position the company's solutions as the basis of design. 
• Source and qualify projects through Dodge Reports, ConstructConnect, Builders Exchange, and similar platforms.
• Build and maintain relationships with architects, engineers, general contractors, and consultants.
• Prepare and present proposals, and support the bid process including RFQs and submittals.
• Navigate public works requirements, including New York prevailing wage projects.
• Host lunch and learns and presentations for architecture and contractor partners.
• Target growth across higher education, public sector, and commercial verticals.
• Maintain accurate pipeline and client records in D-Tools and Microsoft 365.

Qualifications

Required Qualifications

• Proven track record of hunting and closing new business against a real quota, with the ability to carry a deal independently from first conversation to close.
• Comfort reading construction plans and specifications.
• Experience selling into or working alongside architects, general contractors, engineers, or construction project teams.
• Ability to manage a long, multi-month sales cycle without losing momentum.
• Strong presentation and public speaking skills.
• Proficiency with CRM tools and Microsoft 365.
• Valid driver's license and reliable transportation.

Preferred Qualifications

• AV or low voltage industry experience. Adjacent backgrounds are strongly considered, including lighting control, acoustics, security, building products, and low voltage electrical estimating.
• Experience contributing to Division 27 specifications or basis of design language.
• Familiarity with public bid work, prevailing wage requirements, submittals, and RFQs.
• Experience with D-Tools.
• Comfort using AI tools to support research, proposals, and outreach.

Benefits

• Health insurance
• Paid time off and company holidays
• Retirement plan with company match
• Company profit sharing
• Family leave

Compensation

• Base Salary: $55,000 – $65,000, depending on experience
• Uncapped commission in addition to base, with first-year on-target earnings of approximately $100,000

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