Business Development Representative​/Gap Selling Professional

Read this first. If you don't know what gap selling is — stop reading. Seriously. Close the tab. This role isn't for you. Still here? Good. Here's your first assignment: figure out our gap. Research us, study our market, talk to our clients if you can find them, and walk into your interview ready to close us on why hiring you is the answer to a problem we may not have fully named yet.

That's the job. Every day. With our prospects. If that sounds like exactly how sales should work — keep reading.

Axe Engineering is a high-performing civil engineering firm with offices in Bellingham and Arlington. We work with private builders and developers across Whatcom, Skagit, and Snohomish Counties — site civil design, land use entitlements, permitting, and everything it takes to get a project from raw land to construction. We're good at what we do. Our clients come back. Our reputation is strong.

And we're leaving revenue on the table. Not because the market isn't there — it is. Not because our services aren't competitive — they are. But because our engineers are engineers. They're not salespeople. They shouldn't have to be. That's where you come in. We are looking for a commission-driven Business Development Representative who lives and breathes gap selling — someone who can identify where a builder or developer is, where they want to be, and exactly why Axe Engineering is the solution to close that gap.

Someone who doesn't pitch features and benefits. Someone who diagnoses first, and sells second. This is outbound-first, with support for inbound leads we're already generating but not fully converting. You will own the pipeline from first contact through signed contract. Our engineers take it from there. This role is part-time or full-time — we're flexible for the right person. Compensation is commission-based, structured to reward results aggressively.

If you're a producer, this is a significant earning opportunity in a market with a real floor and no ceiling. We don't need a rep who can explain what civil engineering is. We need a closer who can get a developer to admit what's standing between them and their next project — and then show them we're the team to remove that obstacle.

• Identify, research, and prospect private builders, developers, and land owners in Whatcom, Skagit, and Snohomish Counties who are planning or considering development projects
• Execute outbound outreach — calls, emails, site visits, industry events, referral development — with the discipline of a system and the instincts of a closer
• Diagnose prospect problems before pitching solutions — understand where they are, where they want to be, and what's standing in the way
• Qualify leads ruthlessly — not every project is the right fit, and your job is to know the difference before we spend engineering time on it
• Support and convert inbound leads that are already coming in but need a skilled closer to get across the finish line
• Own the pipeline from first contact to signed contract — then hand off to our engineering team with a complete project brief
• Maintain accurate pipeline data and prospect notes so the team always knows where things stand
• Represent Axe Engineering at industry events, builder associations, and developer networks across the region

We don't care what industry you've sold in. We care how you sell.

• Demonstrated experience with gap selling methodology — you've read the book, internalized the framework, and used it in the field
• Proven track record of outbound prospecting and closing — you've built pipeline from scratch, not just managed existing accounts
• High emotional intelligence — you know how to ask the questions that get to the real problem, and you…