As a Business Development Executive, you will sell interior glass doors, walls, and partitions to the commercial trade across the territory. You will primarily sell to designers, architects, A&D firms, general contractors, and multifamily developers, as well as commercial owners across the hospitality, healthcare, corporate, coworking, education, and public-space verticals. This is an outside hunter role: Year 1 is 100% new business development. Roughly 25% of your activity comes from a supplied list of dormant past accounts, and the remaining 75% is self-generated through cold outreach. You will bring qualified prospects into the assigned showroom — the closing environment — for product demonstrations. The base salary is $80,000 – $95,000 USD, plus uncapped commission.
COMPENSATION & BENEFITS
- • $80,000 – $95,000 USD base salary, plus uncapped commission
- • Year 1 OTE: $125,000 – $170,000 USD for a productive hunter (based on client historical performance data)
- • Year 2 OTE: scales above Year 1 as your commercial pipeline compounds
- • Top performers carrying significant commercial revenue earn $180,000+
- • Uncapped commission — no cap by design; residual commission on commercial product sales, paid as orders are fabricated and as payment is collected
- • Monthly vehicle allowance plus mileage reimbursement for client visits
- • Medical, dental, and vision — 75–80% employer paid
- • 401(k) with up to 4% match after one year of service
- • Employer-paid life insurance and Employee Assistance Program (EAP)
- • Laptop provided; phone or phone allowance
THE COMPANY & CULTURE
Our client was founded approximately 20 years ago and is the original North American innovator of interior glass doors, walls, and partitions. Privately owned and founder-led, it is an established company now executing a structured sales rebuild and multi-showroom expansion. It employs 80+ people company-wide, with 40 at corporate headquarters, and operates 15+ company-owned showrooms across North America from its head office in Chatsworth, California.
The company manufactures its products in its own factory and installs them with its own crews. It sells to residential homeowners and to commercial clients across corporate, hospitality, healthcare, multi-family, education, co-working, and public-space verticals. Notable commercial clients include AvalonBay Communities, Marriott, Hilton, and Fogo de Chão.
OFFICE LOCATION & SALES TERRITORY
- • Head office: Chatsworth, California, USA
- Assigned showroom: Costa Mesa, Zip Code:92626
- • Work arrangement: Field-based outside sales. The assigned showroom is your office, but you are not expected on-site daily. You join the showroom team for client meetings, in-showroom presentations, and team events.
- • Sales territory: the commercial trade
- • Hours: Monday to Friday, standard business hours, built around client meetings and trade activity.
EXPERIENCE, BACKGROUND & EDUCATION REQUIREMENTS
- • 5–10 years of outside B2B commercial sales experience, with a track record of generating new business from a cold or near-cold start
- • Industry background in one or more of: interior glass or glazing, commercial millwork, commercial flooring, commercial / contract furniture or office dealers, architectural products, premium building materials, or other specified products sold into commercial construction
- • Direct experience selling to one or more of: designers, architects, A&D firms, general contractors, multi-family developers, hospitality, healthcare, corporate, co-working, education, or public-space buyers
- • Documented experience closing single deals at $100,000+ — the ideal commercial order size in this role is approximately $350,000
- • Comfortable owning a pipeline end to end — cold outreach through specification, quoting, contract negotiation, and close
- • Familiar with commercial space plans, drawings, and a spec-driven sales process
- • CRM-disciplined — owns pipeline, forecast, and activity reporting
- • Hunter mentality — self-starts daily and does not wait for inbound leads
- • Professional and credible across designers, general contractors, hospitality executives, and developer principals; consultative rather than hard-sell
- • High school diploma minimum; Associate's degree preferred
- • Valid driver's licence and a reliable personal vehicle — this is a daily field role
TECHNICAL SKILLS
- • Microsoft Excel — Intermediate
- • Microsoft Word — Intermediate
- • Microsoft PowerPoint — Intermediate
- • Google Drive / Google Docs — Intermediate
- • Online product demonstration tools
- • Proprietary CRM — training provided
THE PRODUCT / SERVICE / SOLUTION
- • Interior glass doors
- • Interior glass walls and partitions
- • Proprietary, patented sliding wheel system
- • Custom in-house manufacturing and professional in-house installation
- • 10-year (in some cases lifetime) product warranty
PROSPECTIVE CUSTOMERS / INDUSTRY FOCUS / DECISION MAKER(S)
- • Designers, architects, and A&D firms
- • General contractors and multi-family developers
- • Commercial owners across hospitality, healthcare, corporate, co-working, education, and public-space verticals
- • Decision-makers include designers, architects, firm principals, general contractors, developer principals, and hospitality and facilities executives
- • Ideal target commercial account: approximately $1M+ in annual revenue
SALES CYCLE / ORDER VALUE / ACCOUNT SIZE
- • Average commercial sales cycle: 1 to 3 months
- • Ideal commercial order size: approximately $350,000; single deals can reach this level
- • Ideal target commercial account: approximately $1M+ in annual revenue
COMPETITIVE ADVANTAGES
- • The original North American innovator of interior glass doors, walls, and partitions — a recognized market-category creator
- • Proprietary, patented sliding wheel system
- • In-house manufacturing in the company's own factory
- • Professional installation by the company's own crews
- • 10-year (in some cases lifetime) warranty
- • Customers buy on quality, design, and trust in delivery — not on lowest price
TYPICAL DAY & DUTIES
- On a typical day, you will be in the field running outside meetings — lunch-and-learns, A&D presentations, dealer visits, on-site contractor meetings, and hospitality and developer pitches — while self-generating new commercial opportunities and re-activating dormant past accounts. You will pull qualified prospects into the showroom for product demonstrations, coordinate pricing, spec-in, drawings, and quoting with internal support teams, and log every account, contact, opportunity, and meeting in the CRM.
- In Year 2, strong performers add a 25% mentoring component to the new-business focus.
LEADS
- • Approximately 25% warm: a supplied list of dormant past commercial accounts as starting points
- • Approximately 75% self-generated: cold outreach and prospecting into the commercial trade
- • Lead-generation channels include industry events, trade associations such as ASID and IIDA, and trade shows in the metro market
OVERNIGHT TRAVEL
- • None required
- • Local, field travel daily for client meetings and trade activity
SUPPORT & TRAINING
- • Onboarding under newly appointed sales leadership with 29 years of sales-leadership experience
- • Structured sales process with clearly set expectations and no micromanaging
- • Training on the proprietary CRM
- • Internal support teams assist with pricing, spec-in, drawings, and quoting throughout the commercial cycle
WHY YOU SHOULD APPLY
- • Uncapped commission with no cap by design — single commercial orders up to approximately $350,000 are within scope
- • Sell a premium, proprietary, patented product backed by in-house manufacturing, professional in-house installation, and a 10-year (in some cases lifetime) warranty
- • Ground-floor opportunity — commercial trade outreach is being formalized for the first time; build and own your Seattle territory from the start
- • Direct access to leadership — report to a Managing Partner with 29 years of sales-leadership experience, supported by an open-door executive team
- • Clear growth path — a Year 2 mentoring component and a potential regional commercial leadership track as the commercial business scales
Equal Opportunity Employer
Just Sales Jobs and our clients are equal opportunity employers. We do not discriminate. All candidates are evaluated solely on performance merit and organizational fit.
Not the Right Fit? We May Have Other Roles for You.
If this particular role isn’t the right match, we encourage you to browse our other open positions at https://justsalesjobs.ca/jobs-opening/ and apply for any that interest you. Our recruiters review every resume we receive — and if we have another role that could be a great fit for your background, we will reach out to you directly.
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