Channel Sales Manager

Regional Partner Sales Manager – Northeast Location: Northeast US (Field-Based / Remote within NJ, NY, CT, RI, MA, VT, NH, ME) Travel: 50–75% regional travel required Employment Type: Full-time Compensation: $115,000 – $150,000 base salary + performance-based variable + equity Our Mission Quilt's mission is to move humanity off of fossil fuels. 20% of US global warming emissions come from homes (that’s more than cars!) and the largest driver of home emissions is burning fossil fuels for heat. To stop climate change, over 80 million US homes need to transition from combustion to efficient, electric heat pumps over the coming decades. We believe for this to happen, the world needs fantastic products that are easy and desirable to install and sell. Today’s heat pumps lack great design, make limited use of software, and are difficult for HVAC professionals to integrate into their business models. Quilt has built a next-generation, beautifully designed, AI-optimized heating and cooling system that is 10x better than what is available today. We are now expanding our sales approach to partner with HVAC contractors as our primary channel to bring Quilt to market. The Role As the Regional Partner Sales Manager for the Northeast, you will own Quilt’s partner channel across New Jersey, New York, Connecticut, Rhode Island, Massachusetts, Vermont, New Hampshire, and Maine. This is a high-impact, dual-mandate role: you will grow the performance and output of existing certified partners while aggressively identifying and converting new partners across the territory. You’ll be on the road regularly—doing ride-alongs with installation crews, running training sessions with sales teams, and walking into new contractor shops to make the case for Quilt. You are the face of Quilt to the HVAC community in the Northeast, and your work directly drives how many homes in the region move off fossil fuels. What You’ll Do Hunt — Build the Partner Base Prospect & Engage: Identify and connect with HVAC contractors, dealers, and distributors across the Northeast who are strong candidates to become Quilt partners. Pitch & Onboard: Lead discovery meetings, present the Quilt Partner Program value proposition, and guide prospective partners through enrollment and onboarding. Pipeline Management: Maintain a healthy, well-qualified pipeline of partner prospects across NJ, NY, and New England. Industry Presence: Represent Quilt at regional HVAC trade events, contractor association meetings, and industry gatherings. Hit Targets: Meet and exceed quarterly targets for net-new partner enrollments in the territory. Farm — Grow Existing Partners Relationship Management: Serve as the primary relationship owner for all certified Quilt partners in the Northeast, building strong, trust-based relationships with owner-operators and their teams. Field Support: Travel regularly to partner locations for in-person check-ins, sales coaching, and ride-alongs with partner sales reps and installation crews. Enablement & Training: Deliver product and sales training to partner teams—covering both technical install quality and customer-facing sales techniques. Performance Tracking: Monitor partner metrics (install volume, revenue, customer satisfaction) and develop action plans to accelerate underperforming partners. Marketing Collaboration: Coordinate with Quilt’s marketing team to ensure partners are effectively leveraging co-op funds, lead programs, and marketing assets. Drive Regional Performance & Cross-functional Collaboration Revenue & Installs: Exceed partner reorder revenue targets and achieve monthly blended installation rate goals across the regional partner portfolio. New Partner Acquisition: Exceed new partner acquisition and initial stocking order revenue targets. Playbook Creation: Document what works and contribute to a growing library of partner success playbooks that the broader team can leverage. Voice of the Field: Bring structured, actionable feedback from the field back to internal product, marketing, and operations teams to continuously improve the partner experience. What We’re Looking For Experience: 5+ years in channel sales, territory sales, or business development; preferably in HVAC, building products, or a related trade industry. HVAC Fluency: Real fluency in ductless heat pump systems. You understand how mini-splits work, how they’re sold, how they’re installed, and what separates a quality install from a poor one. Network: An existing network of HVAC contractors and dealers in the Northeast is a strong advantage. Mindset: A true hunter-farmer mindset—proven ability to manage and grow existing accounts while simultaneously prospecting and closing new partners. Mobility: Comfortable being on the road 50–75% of the time throughout NJ, NY, CT, RI, MA, VT, NH, and ME. Communication: Credible communicator across the full range of partner contacts, from a working installer to a shop owner to a regional executive. Autonomy: Self-directed and territory-minded. You own your pipeline, manage your own schedule, and hold yourself accountable to results. Compensation & Benefits Base Salary: $100,000 – $125,000 (commensurate with experience) Variable Pay: Additional performance-based compensation tied directly to territory results Equity: Meaningful stock options in a fast-growing, venture-backed company Healthcare: Top-tier health, dental, and vision insurance Impact & Growth: The opportunity to be a foundational member of Quilt’s regional partner organization and fight climate change every day About Quilt Quilt is a fast-growing, venture-backed company headquartered in San Francisco. Our team includes engineers, designers, and operators who share a conviction that the energy transition requires better hardware, better software, and a stronger installer network. We move fast, take the work seriously, and believe that the people we hire—and the partners we bring on—define what Quilt becomes. Quilt is an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.