Regional Partner Sales Manager – Mid-Atlantic

Job description

# **Regional Partner Sales Manager – Mid-Atlantic** **Location:** Mid-Atlantic US (Field-based / Remote within the Mid-Atlantic) **Territory:** Mid-Atlantic United States **Travel:** 50–75% regional travel required **Employment Type:** Full-time **Compensation:** $125,000 – $150,000 base salary + performance-based variable + equity ## **Why This Role** Most jobs selling heat pumps mean carrying the same product as everyone else, from an OEM that’s been doing things the same way for 100 years. This one is different. Quilt reinvented the heat pump and is also reinventing what an HVAC OEM looks like. That starts with heat pump systems homeowners actually want in their homes and software that makes our partners’ businesses easier to run. As our Regional Partner Sales Manager for the Mid-Atlantic region, you’re the one bringing that to the Mid-Atlantic. The territory is early, so the partners you grow, the new ones you sign and the playbook you build will shape what Quilt looks like there for years. You’d be joining early enough to build the region your way, with a product you’re proud to put in front of contractors and a company growing fast enough that your career can grow with it. ## **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 always sold. 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** You’ll own Quilt’s partner channel across the Mid-Atlantic United States, and you’ll do two jobs at once. Most of your time goes to helping our existing Certified Partners sell and install more Quilt, and the rest goes to finding and signing the next wave of great contractors in the territory. That means being on the road a lot: ride-alongs with install crews, training sessions with sales teams, and walking into contractor shops to make the case for Quilt. You’re the face of Quilt to the HVAC community in the Mid-Atlantic, and the business you build there is something you’ll be able to point to. ## **What You’ll Do** ### **Hunt: Build the Partner Base (25%)** - **Prospect & Engage:** Identify and connect with HVAC contractors and dealers across the Mid-Atlantic who are strong candidates to become Quilt partners. - **Pitch & Onboard:** Lead discovery meetings, present the Quilt Partner Program value proposition, and guide prospective partners through enrollment and onboarding. - **Pipeline Management:** Maintain a healthy, well-qualified pipeline of partner prospects across your region. - **Industry Presence:** Represent Quilt at regional HVAC trade events, contractor association meetings, and industry gatherings across the region. - **Hit Targets:** Meet and exceed quarterly targets for net-new partner enrollments in the territory. ### **Farm: Grow Existing Partners (75%)** - **Relationship Management:** Serve as the primary relationship owner for all certified Quilt partners in the Mid-Atlantic region, building strong, trust-based relationships with owner-operators and their teams. - **Field Support:** Travel regularly to partner locations for in-person check-ins, sales coaching, and ride-alongs with partner sales reps and installation crews. - **Enablement & Training:** Deliver product and sales training to partner teams, covering both technical install quality and customer-facing sales techniques. - **Performance Tracking:** Monitor partner metrics (install volume, revenue, customer satisfaction) and develop action plans to accelerate underperforming partners. - **Marketing Collaboration:** Coordinate with Quilt’s marketing team to ensure partners are effectively leveraging co-op funds, lead programs, and marketing assets. ### **Drive Regional Performance & Cross-functional Collaboration** - **Revenue & Installs:** Exceed partner reorder revenue targets and achieve monthly blended installation rate goals across the regional partner portfolio. - **New Partner Acquisition:** Exceed new partner acquisition and initial stocking order revenue targets. - **Playbook Creation:** Document what works and contribute to a growing library of partner success playbooks that the broader team can leverage. - **Voice of the Field:** Bring structured, actionable feedback from the field back to internal product, marketing, and operations teams to continuously improve the partner experience. ## **What We’re Looking For** - **Experience:** 5+ years in channel sales, territory sales, or business development, preferably in HVAC, building products, or a related trade industry. - **HVAC Fluency:** Real fluency in heat pump systems, including cold-climate applications. You understand how heat pumps work, how they’re sold, how they’re installed, and what separates a quality install from a poor one. - **Network:** An existing network of HVAC contractors and dealers in the Mid-Atlantic is a strong advantage. - **Mindset:** A true hunter-farmer mindset, with proven ability to manage and grow existing accounts while simultaneously prospecting and closing new partners. - **Mobility:** Comfortable being on the road 50–75% of the time throughout your region. - **Communication:** Credible communicator across the full range of partner contacts, from a working installer to a shop owner to a regional executive. - **Autonomy:** Self-directed and territory-minded. You own your pipeline, manage your own schedule, and hold yourself accountable to results. ## **What’s In It for You** - **Real earning potential:** $125,000 – $150,000 base plus variable pay tied directly to your territory’s results for a total On Target Earning (OTE) in the range of $160,000-$200,000. When your partners grow, you do too. - **Ownership in what you build:** Meaningful stock options, so you share in the upside of the company you’re helping build. - **A territory that’s yours:** You run the Mid-Atlantic like your own business. You set your schedule, decide where to spend your time and own the results, with HQ behind you. - **A product partners want to carry:** You’re not pitching a commodity. You’re bringing contractors a system that helps them win more heat pump jobs at the kitchen table, plus diagnostics software that cuts down on truck rolls and callbacks. - **Support behind you:** Co-op funds, lead programs, marketing assets and a dedicated training team, so you never walk into a partner’s shop empty-handed. - **Room to grow:** You’re one of the first people building Quilt’s regional partner team. As the network grows, so do the opportunities to lead it. - **Benefits:** Top-tier health, dental, and vision insurance. ## **About Quilt** Quilt is a fast-growing, venture-backed company headquartered in Redwood City, CA. Our team includes engineers, designers, and operators who share a conviction that the energy transition requires better hardware, better software, and a stronger installer network. We move fast, take the work seriously, and believe that the people we hire, and the partners we bring on, define what Quilt becomes. *Quilt is an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.*