Account Executive: New Partner Sales

Job description

## **Account Executive: New Partner Sales** **Location:** Remote, US (50% Travel Required) ## **Why This Role** Most jobs selling heat pumps mean pitching the same box as everyone else. This one is different. Quilt reinvented the heat pump and is also reinventing what an HVAC OEM looks like, with heat pump systems homeowners actually want in their homes and software that makes our partners’ businesses easier to run, and most contractors haven’t heard the pitch yet. As an Account Executive on our New Partner Sales team, you’re the first real conversation a contractor has with Quilt, and every partner you sign grows our network and your paycheck. If you love the hunt and want to be the first call a contractor gets from the company changing how heat pumps are sold, we’d love to talk. ## **Why Quilt** Heating and cooling is going through its biggest shift in decades. Over 80 million US homes will move from burning fuel to electric heat pumps, pushed along by rebates, regulation and homeowners who want lower bills and a better product. That’s one of the largest replacement cycles in any market, and the incumbents are showing up with the same beige boxes and clunky remotes they’ve sold for 100 years. We built something better. Quilt makes beautifully designed, AI-optimized heat pump systems with software that makes it easier for dealers to sell, install and service. We sell only through HVAC contractors, with ~160 Quilt Certified Partners across the US and Canada today, and everything we build starts with helping those partners grow their top line and run a more efficient business. We’re also building the first true consumer brand in HVAC, and we’re doing it alongside the brands our partners have spent years, and often generations, earning in their communities. Homeowners trust the name on their local contractor’s truck, and we believe that name matters more than ours. So rather than competing with our partners for the customer, everything we build is meant to make them look better at the kitchen table. ## **Our Mission** Quilt’s mission is to move humanity off fossil fuels. Homes produce about 20% of US warming emissions (more than cars), and most of that comes from burning fuel for heat. If that matters to you, you’ll fit right in here. If you’re here because you love seeing the impact of your work every day and selling a product that actually matters, you’ll fit right in too. ## **The Role** As an **Account Executive: New Partner Sales**, you are the tip of the spear for Quilt’s market expansion. This is a true hunter role focused heavily on prospecting new HVAC contractors, selling them on Quilt's product and program benefits, and successfully enrolling them into our partner network. Your primary objective is to close new partnerships and secure their corresponding initial stocking orders. This role requires high energy and hustle. You will conduct heavy outbound cold outreach, represent Quilt at industry events, and travel where necessary in the field to create opportunities and close deals face-to-face. You will be held to objectives and key results (OKR’s) tied directly to the volume of new partners signed, enrolled into Quilt's programs, and the revenue generated from their initial stocking orders. ## **Responsibilities** - **Prospect and Hunt:** Identify and target prospective HVAC contractors who align with Quilt's vision through rigorous / proactive outbound engagement - **Pitch and Close:** Sell contractors on the unique benefits of Quilt's system and partner programs, officially enrolling them into our network. - **Drive Initial Revenue:** Secure corresponding initial stocking orders from newly signed partners to meet specific revenue targets. - **Field Hustle:** Travel to meet contractors in the field, build relationships, and close new partners (Average Travel: 50%). - **Represent Quilt:** Attend industry events and trade shows to create new opportunities and build Quilt's brand presence among HVAC professionals. - **Pipeline Management:** Maintain CRM hygiene and track all contractor interactions, sales pipeline progress, and partner performance metrics. - **Hit Key Objectives:** Consistently achieve OKRs and quotas tied directly to the number of partners signed and initial stocking order revenue. ## **Requirements** - 3+ years of experience in channel sales, contractor sales, HVAC distribution, or a related field. - Experience in selling to HVAC contractors is strongly desired - A relentless sales and business development mindset with a proven track record of acquiring new partners and hitting quotas. - Excellent communication and relationship-building skills. You understand your audience, listen actively, and tailor messaging accordingly. - Self-starter mentality with the ability to work independently, hustle in the field, and build scalable outreach processes. - Curiosity about where home energy is headed. You don’t need to be a climate expert, but you should be excited to sell the product leading the shift to heat pumps. - Valid driver's license and ability to travel (averaging 50%) to contractor locations and events as needed. - Experience using a CRM (ideally Salesforce) to manage partner relationships and pipeline. Don't meet 100% of the requirements? That's okay, apply anyways! If you're excited about this role and think you could bring something unique to the team, we encourage you to apply even if your experience doesn't match perfectly. ## **What’s In It for You** - **Real earning potential:** $125,000 – $150,000 base plus variable pay tied to the partners you sign and their initial stocking orders for a total On Target Earning (OTE) in the range of $160,000-$200,000. The more you close, the more you make. - **Ownership in what you build:** Meaningful stock options, so you share in the upside of every partner you bring on. - **A wide-open map:** Most contractors in the country haven’t heard the Quilt pitch yet. You get a greenfield market and the freedom to build your own outreach machine. - **A product that opens doors:** It’s a lot easier to get a meeting when the product gets contractors curious. Quilt’s design and software give you a reason to call that nobody else in HVAC has. - **Focus on the hunt:** Once a partner is signed, our regional partner team and training team take it from there, so you can stay focused on closing the next one. - **Room to grow:** You’re a foundational member of Quilt’s channel sales team. As we scale, so do the opportunities to take on bigger territories or lead a team. - **Benefits:** Top-tier health, dental, and vision insurance. ## **About Quilt** We are a growing team of ambitious people who truly care about the impact of their work. We are on a mission to accelerate a species-level human transition. For over a million years, we've been burning things to stay warm. It's time to move to a better way of living. We welcome teammates of all races, ethnicities, genders, identities, abilities, and backgrounds, and we're committed to creating a workplace where everyone feels empowered to shape the future of climate tech.