Commercial Go-To-Market; GTM Sales Representative

Team Summary

The Commercial GTM Sales Representative acts as the high-velocity orchestration engine for the closing half of the commercial roofing sales cycle. Operating at a geographical Area Manager level, this role functions as a strategic, data-driven partner to the field, turning qualified intelligence into coordinated action.

As the primary driver for late-stage success, you will oversee the complex flow of inbound project demands and steer field representatives toward high-priority targets. By orchestrating bid meetings and performing rigorous win/loss analytics, you provide the vital market intelligence needed to accelerate regional revenue and identify key growth opportunities in emerging strategy markets.

• Handoff Orchestration & Nurture Cadence – Formally take ownership of projects and qualified leads once they are logged in Salesforce by the GTM Sales Analyst, initiating a tight, collaborative strategy with field reps. Actively monitor the area funnel to identify "stuck" projects. Work directly with field reps to provide the necessary technical data, submittals, or incentives to nudge the contractor or owner to a "yes."
  
  Turn top-funnel data into precise field execution, maintaining a rigorous follow-up cadence so multi-month construction timelines are never missed.

• Bid and Quoting Coordination – Facilitate, track, and manage the execution of Buying Agreements, ensuring they align with regional pricing boundaries and margin targets. Monitor and report on how effectively our customers are leveraging BAs. Evaluate whether current price points and packaging strategies are accelerating or hindering overall sales velocity. Coordinate and track critical project pre-bid and bid-day meetings. Ensure field reps, contractors, and estimating teams are perfectly aligned and equipped with the necessary project data and documents.
  
  Establish a continuous feedback loop following bid meetings to gather real-time market intelligence regarding competitor positioning and pricing strategies. Manage the post-bid transition by facilitating final commercial negotiations and resolving outstanding terms. Ensure the finalized opportunity package is primed and ready for a seamless handoff to the Territory Manager (TM) for deal closing.

• Win/Loss Analysis & Post-Project Insights – Conduct thorough "autopsies" on pipeline outcomes to pinpoint why we won or lost (e.g., price, spec break, contractor preference) and translate findings into actionable data. Collaborate with sales and support teams to ensure won accounts deliver sustainable, high-quality revenue over the long term. Report win/loss trends back to Product, Pricing, and GTM strategy teams to adjust upstream messaging and product development.
  
  Act as the gatekeeper for Salesforce data accuracy during the closing stages, ensuring regional pipeline forecasting is reliable and accurate.

• Enablement, Coaching & Alignment – Provide real-time feedback and alignment to the sales team on objection handling, ensuring reps are actively and correctly using the latest competitive "Battle Cards." Assist in training and mentoring new sales hires to compress their time-to-quota and keep existing reps sharp on GTM processes. Maintain and curate a ready-to-go library of case studies, white papers, and technical one-pagers for immediate field deployment.

• Bachelor's Degree
• Minimum 2+ years in a Sales, Sales Success, Revenue Operations, or high-level Project Management role, specifically within commercial construction, roofing, or industrial manufacturing.
• Ability to travel: 5-10%

• Strong computer skills including Google Business Suite.
• Exceptional ability to thrive in a chaotic, fast-paced environment, masterfully juggling competing priorities, tight client requests, and multi-year project deadlines.
• Power-user capabilities in Salesforce: ability to build regional dashboards, track sales velocity, and spot bottlenecks in data.
• Strong understanding of the commercial bidding, estimating, and submittal lifecycle, along with financial comfort around quoting and buying agreement frameworks.
• Exceptional communication and organizational skills with a proven ability to push, coach, and align independent field reps and Area Managers to hit deal milestones.
• Works under close or moderate supervision/coaching; needs guidance on more complex tasks.
• Can solve routine problems using established procedures / guidelines.
• More focused on well defined operational tasks.

Base salary and/or rate of pay ranges listed are exclusive of fringe benefits and potential bonuses. Individual compensation offers will be determined based on a variety of factors, including but not limited to geographic location, relevant candidate experience and skill, education, and/or qualifications.

Base Salary Range: $81,000-$103,500