Vice President of Sales

Together We Build – Partnership, Innovation, Excellence, and Safety

At Kelso Industries, 3,500+ employees across 30 companies work together to deliver exceptional HVAC, mechanical, plumbing, refrigeration, and electrical solutions nationwide. Join us to grow your career, make an impact, and be part of a team where innovation, excellence, and safety come first.

Recruiter Notice: We respectfully ask external recruiters and staffing agencies not to submit candidates. We only accept direct applications.

Reports To: Senior Vice President of Service, Kelso Industries

Direct Reports: Director of Business Development, Director of Account Management, Director of National Accounts, Director of Critical Environments (TBD), BAS Sales Leader (TBD)

Location: Hybrid — open to candidates nationwide. Preference for Utah, Phoenix, or Atlanta.

Travel: Approximately 40–50% across Kelso Building Services markets, customer sites, and Kelso Industries sister companies.

This is a builder's role. The Vice President of Sales owns the full sales engine for Kelso Building Services — new business, existing account growth, national accounts, critical environments, and building automation — and is responsible for turning a collection of strong regional sales efforts into a disciplined, scalable, high-performing organization.

Kelso Building Services is the service division of Kelso Industries. We sit at roughly $50M in service revenue today, and we're planning to be at $100M within 12 months and $250M within three years — primarily through organic growth, with M&A as a future possibility rather than an active assumption. We're looking for a sales leader who can set the strategy, build the bench, and drive the numbers without losing the relationship‑first, plainspoken culture that makes Kelso different.

A central piece of this strategy is the Kelso flywheel: converting projects sold by our sister companies into long‑term preventative maintenance agreements (PMAs) under Kelso Building Services. Every install our sister brands complete is a future PMA opportunity, and the VP of Sales is the leader who turns that mechanic into a repeatable, measurable engine.

Reporting to the Senior Vice President of Service, Kelso Industries, this leader is a core member of the Kelso Building Services leadership team. The right person is equal parts strategist, operator, and coach — someone who can talk to a CFO about margin and a service tech about a customer, in the same hour, without missing a beat.

• Today: approximately $50M in annual service revenue with a sales organization of around 28 people across the nation.
• 12‑month target: $100M in service revenue, scaling the sales organization to roughly 40–60 total headcount, with the majority quota‑carrying.
• 3‑year target: $250M in service revenue, scaling the sales organization to roughly 90–140 total headcount across BD, Account Management, National Accounts, Critical Environments, BAS, and Sales Operations.
• Revenue mix weighted toward recurring service and preventative maintenance agreements (PMAs), supplemented by project, retrofit, national account, and critical environment revenue.
• Growth is planned to come primarily through organic expansion — new logo acquisition, sister‑company flywheel conversion, and same‑customer growth. M&A is a possibility down the road and this leader should be capable of integrating acquired sales teams if and when that materializes.
• Inside Sales and estimating report through Operations; this role partners closely with that function to ensure speed and accuracy on small projects, repairs, and service quotes.

• Develop and own the overall sales strategy, game plan, and roadmap to take Kelso Building Services from $50M to $100M in 12 months and $250M within three years.
• Set annual and multi‑year revenue targets, pipeline goals, and KPIs by segment, market, and team.
• Build, mentor, and retain a high‑performing sales leadership team; drive a culture of accountability, coaching, and results.
• Partner with the SVP of Service on strategic initiatives, capital allocation discussions, and cross‑company growth…