Electronic Security Sales Rep - New Business Development; NBD

RICHMOND SECURITY INC

Sales Account Executive

New Business Development

Location Richmond, Virginia | Hybrid field role with office work and customer site visits

Employment Full-time | Salaried exempt position | Immediate opening

Richmond Security, Inc. (RSI) is seeking an experienced Sales Account Executive to develop new commercial business and sell integrated security solutions. You will build a disciplined prospecting plan, qualify opportunities, and guide customers from initial discovery through proposal and contract execution. Success requires a consistent pipeline of qualified opportunities, profitable sales, and growth in service and recurring revenue.

Our solutions include electronic access control, video surveillance, intrusion detection, intercom systems, and high-security lock hardware. The role also includes selling commercial electronic security service maintenance agreements (SMAs) and managed services that generate recurring monthly revenue (RMR).

• Develop and execute daily, weekly, and monthly prospecting activities using targeted outreach, referrals, networking, and follow-up.
• Identify commercial prospects whose security needs, budgets, and buying requirements fit RSI's capabilities.
• Conduct discovery meetings and site surveys to document customer needs, existing systems, decision makers, budgets, and project timing.
• Coordinate with technical and operations personnel to develop practical solutions, clear scopes of work, and accurate proposals.
• Present solutions, explain their business value, address objections, and secure signed agreements using approved pricing and terms.
• Protect gross margin through accurate scoping and pricing. Obtain approval for discounts, exceptions, or commitments outside your authority.
• Include applicable SMAs and managed services in proposals and explain ongoing coverage, service responsibilities, and recurring charges.

• Maintain complete, current CRM records, including contacts, opportunity stages, expected close dates, proposals, next steps, and activity history.
• Provide reliable sales forecasts and participate in sales reviews prepared to discuss progress, stalled opportunities, and corrective actions.
• Provide operations with signed agreements, approved scope, survey documentation, customer requirements, and commitments made during the sale.
• Remain engaged through project handoff and follow up with customers to support satisfaction, referrals, and future opportunities.

• Three to five years or more of documented direct integrated security sales experience, with a record of acquiring new commercial customers.
• Strong working product knowledge across access control, video surveillance, intrusion detection, intercom systems, and high-security lock hardware.
• Active Virginia Department of Criminal Justice Services (DCJS) registration as an Electronic Security Sales Representative.
• Ability to prospect consistently, qualify opportunities, manage a pipeline, and close profitable business. SMA and managed services sales experience is preferred.
• Ability to translate customer requirements into clear proposals and explain technical solutions to business decision makers.
• Strong customer relationship skills, attention to detail, and timely follow-through on commitments.
• Proficiency with CRM systems, Microsoft Office, and digital tools used for proposals and site surveys.
• Valid driver's license, reliable personal vehicle for business travel, and ability to visit customer sites throughout the Richmond market.

Revenue quotas are $1,500,000 annually and $375,000 quarterly. Performance measures also include gross margin, RMR and SMA sales, qualified pipeline, prospecting activity, quote-to-close results, forecast accuracy, CRM completeness, and project handoff quality. Specific goals and commission eligibility are established in the Sales Compensation Plan.

We expect accurate work, professional conduct, and accountability. Keep commitments, communicate promptly, and recommend solutions RSI can deliver and support.

Base salary $50,000 to $65,000 per year, paid biweekly.

Variable compensation Uncapped commissions under the Sales Compensation Plan, which rewards strong gross margins, SMA sales, and recurring monthly revenue.

On-target earnings $150,000 or more annually. On-target earnings (OTE) means base salary plus target…