Account Executive (Richmond, VA)

Job Description

Job Title: Account Executive – Building Automation Systems / Controls / Building Performance

Department: Sales / Building Automation Systems

Reports To: Sales Manager / Business Development Leadership

FLSA: Exempt

Location: Greater Richmond, VA and surrounding counties up to the Fredericksburg area

Our Client is seeking an Account Executive to drive new business growth in Building Automation Systems (BAS), Controls, and Building Performance across existing building markets. This is a hunter-first sales role focused on creating opportunities, securing appointments, uncovering customer pain points, and helping customers solve facility, comfort, reliability, and energy-related challenges.

The Account Executive will lead the sales effort from initial outreach through discovery, opportunity development, proposal coordination, and close. This role is ideal for a self-motivated sales professional with experience in BAS, HVAC/mechanical service, controls, energy, fire/life safety, security, or other adjacent industries calling on similar commercial customers.

Building Performance includes using building system data, controls insight, and connected technologies to help customers improve reliability, comfort, energy performance, and operational decision-making.

Our Client is deeply committed to its people, culture, and continued business growth. As a full-service MEP contractor, Our Client takes pride in the quality and expertise of its teams, who work across a diverse range of specialties including New Construction, Mechanical Service, Industrial Refrigeration, and Manufacturing.

For more than 50 years, Our Client has been dedicated to delivering comprehensive solutions and unmatched service to commercial customers, earning a reputation as a trusted contractor in the industry.

• Competitive salary and commission opportunities
• Career development and progression
• 401(k) plan with company match
• PTO and paid holidays
• Excellent medical, dental, life, vision, and disability benefits
• Employee Assistance Program
• Employee referral incentives

• Develop self-generated new business opportunities in BAS, Controls, and Building Performance
• Use company-provided prospecting tools, lead intelligence resources, and market data to identify target accounts and prioritize outreach
• Open doors with facility leaders, property stakeholders, operations contacts, and other decision-makers across targeted accounts
• Secure appointments and conduct discovery meetings to better understand customer needs, challenges, and business priorities
• Uncover customer pain points related to building performance, system reliability, comfort, controls, service, energy use, and aging infrastructure
• Pursue opportunities related to BAS service takeovers, controls upgrades, retrofits, replacements, optimization, and related building performance solutions
• Coordinate with internal estimating, operations, technical, and sales resources to develop proposals and move opportunities forward
• Manage a disciplined sales pipeline and maintain accurate activity and opportunity tracking in CRM
• Build credibility with customers by understanding their facility challenges and connecting them with practical solutions
• Stay engaged through close and support a smooth transition into account management and operations after award

• At least 3 years of experience in outside sales, business development, or a similar hunter-focused role
• Proven ability to build a sales pipeline through self-generated prospecting activity
• Experience setting appointments, conducting discovery, and advancing opportunities through a sales process
• Experience selling into longer-cycle opportunities involving multiple stakeholders

• Strong cold calling, prospecting, and appointment-setting skills
• Ability to uncover business pain, create urgency, and move opportunities forward
• Strong communication, relationship-building, and follow-up skills
• Ability to engage with facility leaders, property stakeholders, operations contacts, and…