Compensation and benefits
Base salary: $70,000 to $80,000 depending on experience and territory.
Commission plan against quarterly territory targets. Year 1 OTE $120,000, with a ramp draw built into the plan so you are not flying blind during territory build-out. Year 2 OTE $140,000 to $160,000. We will share the specific plan in the first interview round so you can model it yourself.
Paid time off.
Reasonable travel reimbursement for territory work.
No medical or dental yet. We are small enough that we don't offer group health benefits. We will be straight with you about this, so factor an individual plan into your comp expectations.
Who we are looking for
Required:
3-plus years selling into commercial lighting, building automation, the electrical channel, or as an OEM component or module supplier into the same markets, with named projects, named accounts, and named reps or distributors you can describe in detail.
Comfortable carrying a quota and being measured on it.
Comfortable running two sales motions in parallel: shorter-cycle commercial project deals and longer-cycle OEM design-in pursuits.
Real working knowledge of how a spec gets written and how a project gets won (or lost) in this channel.
CRM-fluent (HubSpot, Salesforce, or similar) and disciplined enough to keep it clean without being asked.
Excellent written and verbal communication, comfortable in front of a customer's engineer, a contractor, and a CFO in the same week.
Willing to travel up to 20% within a US territory.
Located in Utah Valley or willing to commute to Lindon. This is an on-site position when not traveling.
Fluent with AI tools (ChatGPT, Claude, Gemini, etc.) for real work, and just as fluent at checking AI's output before sending it to a customer. We will ask you about this in the interview.
Nice to have:
Existing relationships with lighting or control rep agencies in the assigned territory.
Background in wireless controls, EnOcean, BACnet, BLE, or DALI.
Experience selling components, modules, or subsystems into OEM lighting, controls, or building-automation manufacturers.
Experience managing long-cycle OEM design-in pursuits, typically 12 to 24 months from introduction to first production order.
Experience selling into hospitality, healthcare, or corporate-office vertical projects.
Experience launching a product or category into the channel.
This will not be a fit if:
You need a marketing department, an SDR team, and a sales engineer all already in place to be effective.
You want a guaranteed base with no commission risk.
You treat the CRM as someone else's problem.
You are not comfortable being held to a number on a board everyone sees.
The honest pitch
The reward: a real territory, a real product that solves a real problem (a lot of buildings cannot run new wires to every switch without tearing down walls, and we are the answer), a real channel that values being treated well, and a small company where your wins show up in the next product cycle. The next role from here is yours to design, and that includes staying and building a national team.
The challenge: this is not a famous brand. You will educate every new rep, every new specifying engineer, and every new OEM contact on what kinetic energy harvesting is and why their project or product needs it. You will not have an SDR team feeding you leads on day one. You will travel. You will lose deals you should have won, and we will want to know why so we can fix what made you lose.
How to apply
Apply through Indeed, LinkedIn, or email your resume to [email protected] with subject line: Regional Sales Manager, [Your Name].
Include in the email body:
1. The largest project win you closed in the last 24 months, in 5 sentences max: customer, channel, deal size, what you did, what you learned.
2. The territory you would want and why.
3. One example of an AI tool you've used and how you knew its output was good, or where you caught it being wrong.
4. Your earliest available start date.
We respond to every applicant within 1 week.About ILLUMRA
We make wireless switches that don't need batteries. Our products live behind the lights and controls at hotels, convention centers, hospitals, and corporate offices around the world. The whole company runs from one building in Lindon, Utah. We are small (5 to 10 people), profitable, growing, and we move fast.
This is not a generic sales seat. Our products use kinetic energy harvesting, BLE, EnOcean wireless, and BACnet protocols. They get to market two ways. They get specified into commercial projects through lighting reps, control reps, distributors, integrators, and specifying engineers. And they get embedded as OEM components inside other manufacturers' lighting, controls, and building-automation products. The role works both motions, and we expect you to know that world before you start.
The role
You own a US territory end to end, and the job has two halves that move at different speeds. The fast half is the commercial channel: you build the rep agency network in your territory, work with electrical and lighting distributors, drive specifications through specifying engineers and lighting designers, and close projects in hospitality, healthcare, education, and corporate office. The slow half is OEM: you sit across from product and engineering leaders at lighting, controls, and building-automation manufacturers who can put our switch or wireless module inside their next product, and you walk those design-ins from first conversation through program award. You carry a real number across both, and the field intelligence you bring back shapes what we build next.
We are not hiring an order-taker. We are hiring a hunter who can sit with a specifying engineer in the morning, a distributor branch manager in the afternoon, and a manufacturer's product team the next week, and keep all three deals moving. You are the reason ILLUMRA lands on the right shortlist, gets named in the right specification, and ends up inside the right manufacturer's next product. You know how projects get won and lost in this channel because you have closed them. You know how to read an OEM's product roadmap and time your conversations so you are at the table while the design is still open, not after it has been set.
What you will own
Territory and channel:
Carry quarterly revenue and design-in targets against a defined US territory.
Recruit, train, and ride along with independent rep agencies in the territory.
Manage distributor relationships at the branch and corporate level: training, joint calls, promotions, stocking decisions.
Maintain a clean pipeline of named opportunities by project and stage in our CRM.
Specification and project work:
Drive specifications with specifying engineers, lighting designers, architects, and electrical contractors.
Support integrators and controls contractors on active commercial projects: hospitality, healthcare, education, corporate office, government.
Quote and follow major projects through bid, award, and submittal.
Stay close to the project once it ships: a problem on site is your problem to help solve.
OEM accounts and embedded design-ins:
Identify and develop OEM accounts: lighting fixture manufacturers, controls and dimming OEMs, building-automation manufacturers, and select industrial OEMs who can embed our switches or wireless modules into their products.
Manage long-cycle design-in pursuits end to end: introduction, technical evaluation, engineering integration, qualification, program award, and first production order.
Loop in our hardware and firmware engineers to support OEM engineering teams during evaluation and integration, and translate between their team and ours.
Negotiate program pricing, NRE, custom-variant scope, tooling, and multi-year supply commitments.
Maintain a parallel OEM pipeline alongside the channel pipeline in the CRM, with realistic stage and date hygiene given that OEM cycles are 12 to 24 months, not weeks.
Field intelligence and feedback:
Bring real, named customer feedback back to operations and engineering every week.
Surface competitive losses honestly, with what we would have needed to win.
Help product prioritize the next feature, the next SKU, the next certification.
Represent the company at a handful of targeted industry events per year (think LightFair, LEDucation, AHR Expo, IES; we will pick together).
Operating rhythm:
Weekly pipeline review with Operations.
Monthly forecast against quarterly target.
Quarterly territory plan, refreshed not photocopied.
Daily CRM hygiene. If it is not in the CRM, it did not happen.
How we'll know it's working
Pipeline value covers your quarterly target at 3x or better, across both channel and OEM.
New rep agencies signed and producing inside their first two quarters.
Active project specifications in the territory grow quarter over quarter.
Active OEM design-in pursuits grow quarter over quarter, and design-ins move from evaluation to qualification to first production order on a realistic timeline.
Forecast accuracy within plus or minus 15% by quarter on the channel side, with honest stage and date hygiene on the longer-cycle OEM pipeline.
Customers, reps, and OEM engineering counterparts describe you as responsive, technical enough, and honest.
Operations and engineering feel smarter about the market because of you.
Pay: $70,000.00 - $120,000.00 per year
Benefits:
Work Location: In person
