Overview
Commercial Sales Representative — HVAC & Sheet Metal
Sacramento / Rancho Cordova, CA | Full-Time | Base Salary + Uncapped Commission
Read this first.
If you are looking for a sales job, close this tab.
If you are looking to build a seven-figure book of business in a $200B industry that runs on relationships, scope reading, and follow-through — keep reading.
We are hiring one Commercial Sales Representative. Not a team. One closer. The person who takes this seat will be the tip of the spear for our growth from where we are today to the multi-million-dollar revenue ceiling we have already engineered the operation to absorb. The fabrication shop is built. The CNC is humming. The install crews are trained. What we need is the person who can fill the calendar.
That person earns accordingly.
Why this role pays differently.
Most HVAC sales roles cap you at a project commission and call it a day. We do not.
This role pays a competitive base salary plus uncapped commission on every project you close and every service agreement you write. The structure rewards both the close and the long-term book — meaning the rep who builds anchor GC relationships and writes service agreements at every project completion earns materially more than the rep who only chases one-off bids.
We will walk you through the full comp plan on the first interview, including base, project commission structure, service agreement compensation, and the override path that opens up as you build a book.
There is no cap. There is no "the comp plan resets each January." There is the deal you closed, the service agreement you locked in, and the commission that follows.
About us.
We are a full-service sheet metal fabrication and HVAC installation company headquartered in the Sacramento / Rancho Cordova area. We design, fabricate, and install commercial HVAC systems, custom ductwork, Type I and Type II restaurant exhaust systems, grease duct, and specialty sheet metal — all under one roof.
Our own CNC, laser, press brake, and installation crews. Our own engineering. Our own delivery trucks. We do not sub out the hard parts. That means when you sell a job, we deliver it on time, on spec, and to a standard that makes the GC call you for the next five projects.
We are scaling aggressively. We have the equipment, the licensing, the union and prevailing-wage capacity, and the back-office discipline to take on $5M, $10M, $20M+ in new work without breaking a sweat. The bottleneck is sales. That bottleneck is your seat.
What you will actually do.Open doors that stay open.
You will identify, target, and build relationships with general contractors, commercial developers, restaurant operators, facility managers, property management companies, and HVAC subcontractors across the greater Sacramento region — Sacramento, Roseville, Folsom, Rancho Cordova, Elk Grove, Davis, and beyond.
You will maintain a minimum 20 active prospect contacts per week. You will attend bid walks, pre-construction meetings, GC offices, AGC chapter events, restaurant association meetings, and trade shows. You will be on jobsites in the morning and at margaritas with a project manager that night, because that is how this business is won.
Run a real pipeline.
You will conduct site visits, needs assessments, and scope reviews for prospective projects. You will work with our estimating team to develop accurate, competitive bids within 24–48 hours of scope receipt — and present them in person whenever possible. Phone and email follow-up within 24 hours, every time, no exceptions.
You will manage your bid-to-close pipeline in our CRM (Salesforce / JobNimbus) with 100% data accuracy, because the deals you forget about are the deals your competitor closes. You will submit weekly pipeline reports: contacts made, proposals submitted, deals closed, revenue generated, service agreements written.
Negotiate to close, not to capitulate.
You will negotiate contract terms, scope, and pricing to close at or above company margin floors. You will know what to give away, what to hold, and when to walk. You will close in the $30,000 to $300,000+ range on day one and grow into multi-million-dollar projects as you build credibility.
Sell the service agreement on every job.
This is the line that separates great reps from average reps in this business: you will present a service agreement at every project completion. Every one. No exceptions, no excuses, no "next time."
You will prospect existing and past customers for service agreement upgrades and new contracts. You will target 8–12 new service agreement contracts per month by Month 6 — and you will be paid every time one renews.
Build anchor accounts.
Within 12 months you will have 3 to 5 anchor GC relationships that send you bid invitations every week. You will track every client interaction, follow-up, and deal note in CRM within 24 hours. You will work shoulder-to-shoulder with our operations and installation teams to make sure every project lands clean — because the next deal lives or dies on the last one.
What you bring to the table.Required.
- 3+ years of B2B sales experience in commercial construction, HVAC, mechanical, roofing, or a related trade.
- Proven track record of closing deals in the $30,000 to $300,000 range — and ready to step up.
- Existing relationships with general contractors, commercial developers, property managers, or restaurant operators in the Sacramento metro (strongly preferred — this is the difference between Year 1 ramp and Year 1 explosion).
- Ability to read construction drawings, scopes of work, mechanical plans, and bid documents.
- Self-managed, self-motivated — this role has zero hand-holding. We hire adults.
- Valid driver's license and reliable transportation. You will be in the truck most days.
- Comfort with CRM tools (Salesforce, HubSpot, JobNimbus, or equivalent).
Will accelerate your earnings.
- Direct experience selling HVAC, sheet metal, or mechanical systems.
- Background in commercial kitchen equipment, food service, or restaurant construction.
- Working knowledge of SMACNA standards, Title 24, or California mechanical code.
- Former GC project manager or superintendent transitioning to sales — your jobsite credibility is a force multiplier.
- Experience selling service or maintenance agreements, or any recurring-revenue product.
Who you are.
You already have a Rolodex. You can pick up the phone today and three GC project managers will take your call. That is not a nice-to-have; that is the job.
You know what a Type I hood is. Or you do not — but you will know within 60 days because you will be on jobsites asking the right questions. Curiosity is the most undervalued sales skill.
You wake up thinking about who to call. Not what to do. Who. By name. With a reason.
You track your own pipeline obsessively because your income depends on it. Nobody has to ask you for a forecast. You already sent it.
You lose sleep over a deal that did not close — and you turn that into the energy that closes the next two.
You understand service agreements are not a bonus sale. They are the core economic engine of this business. Every project ends in a service agreement conversation, period.
You are building a book, not chasing a paycheck. You want to be here in five years owning a $5M+ recurring revenue territory that you built. You want to be the rep who trains the next three reps when we expand.
What we provide.
- Competitive base salary commensurate with experience and book.
- Uncapped commission on new project sales and on every service agreement you write — full comp plan reviewed on the first interview.
- Mileage and vehicle allowance, fuel card, phone, laptop, CRM seat — every tool you need.
- Marketing support: capability statements, project showcase decks, branded one-pagers, case studies. You will not be cold-walking with a logo printed off a printer.
- Estimating support: a real estimating team that turns scopes around fast and accurately so your bid-to-close cycle is days, not weeks.
- Health benefits, paid time off, 401(k) — the full package.
- A direct path to Sales Manager when the team grows to 3+ reps. We promote from within. Our first rep has the override on every rep we hire after them.
What this is not.
This is not a 9-to-5. This is not a "leads will be provided" role. This is not a job for someone who needs to be managed.
This is a builder seat. The reward is the book you build, the residuals that compound, and the company you help scale. If that lights you up, we should talk.
The seat is open. We are looking for one person.
If that is you — let's talk.
Pay: $80,000.00 - $200,000.00 per year
Benefits:
- Company car
- Health insurance
- Paid time off
- Referral program
Work Location: In person
