As a Territory Sales Manager for Puerto Rico, you will sell cleanroom testing and certification, lab equipment calibration and maintenance, and related facility services to pharmaceutical manufacturers, medical device manufacturers, life sciences companies, and research organizations across the island. This is a founding, full-cycle territory role: you will own both new logo acquisition (~30% of revenue) and upsell and cross-sell into an existing book of business from five acquired island companies (~70% of revenue). Sales conversations are conducted primarily in Spanish. This is a newly created, fully remote position reporting to the VP of Sales. The position offers a base salary of $70,000–$80,000 USD, plus commissions.
- • $70,000–$80,000 USD base salary, plus commissions
- • Year 1 OTE: $140,000–$160,000 USD (50/50 base-to-commission split)
- • Variable is uncapped — commission grows as the territory and book of business scale
- • Company-paid health benefits
- • Retirement plan with company matching
- • Stock options
- • Unlimited paid time off
- • Fully remote — must be based in Puerto Rico
Our client was founded approximately 45 years ago and is a privately held, partnership-owned facility services firm currently experiencing rapid expansion. Headquartered in Plymouth, Minnesota, they specialize in cleanroom testing and certification, and lab equipment calibration and maintenance for scientifically regulated environments. Their services are regulation-mandated — clients operating in pharmaceutical manufacturing, medical device production, life sciences research, and hospital networks are required by regulation to purchase these services; the sales challenge is not creating demand, but winning the business. The company carries a 40% win rate, achieved historically with minimal sales structure, which validates the strength of their delivery and reputation. The company owns five acquired companies in Puerto Rico, each with an established book of business. The culture is high-performance, startup-minded, and accountability-focused.
LOCATION & SALES TERRITORY
- • Head office: Plymouth, Minnesota, USA (VP of Sales based in Tennessee)
- • Work arrangement: Fully remote (work from home); no office requirement
- • Location: Candidate MUST be based in Puerto Rico (or a confirmed relocator before start date)
- • Sales territory: Puerto Rico, island-wide
- • Selling is conducted primarily by phone and video; field visits to client sites across the island (~20% of time)
- • Language: Fully bilingual required — native or fluent Spanish AND professional English; Spanish is the preferred language for client conversations
- • Driver’s licence required — valid licence and personal vehicle for in-territory travel
- • Hours: Monday to Friday, full-time
- • Overnight travel: Minimal — occasional in-territory visits to client sites and company branches
EXPERIENCE, BACKGROUND & EDUCATION REQUIREMENTS
- • Fully bilingual — native or fluent Spanish AND professional English;
- • Based in Puerto Rico, or a confirmed relocator before start date;
- • 3+ years of B2B sales experience; this is not an entry-level role
- • Experience personally owning a revenue target that included BOTH new logo acquisition AND existing-customer expansion (upsell / cross-sell)
- • A demonstrated track record of building a pipeline from a low-structure or greenfield territory — cold outbound, underdeveloped accounts, or markets with no existing playbook
- • Experience selling multiple products or service lines with different buyers, use cases, or value propositions
- • Comfort working in a lean or startup-style environment where process is still being built; candidates whose experience is entirely at large, heavily-resourced organizations may find this role challenging
- • Comfortable working fully remote, independently, and self-accountably
- • HubSpot CRM — Basic to Intermediate (asset)
- • Microsoft Office / Google Drive — Basic
- • Online demo and video-conferencing tools — Basic
THE PRODUCT / SERVICE / SOLUTION
- • Cleanroom testing and certification for regulated environments
- • Lab equipment calibration and maintenance
- • Related facility services across the company’s multiple service lines, which can be bundled under a single vendor
PROSPECTIVE CUSTOMERS / INDUSTRY FOCUS / DECISION MAKER(S)
- • Pharmaceutical and medical device manufacturers in Puerto Rico
- • Life sciences and research organizations, including biological and stem-cell research facilities
- • Hospitals and health systems
- • Puerto Rico is a major global manufacturing hub for pharma and medtech — one of the most concentrated regulated-industry corridors in the world
- • Existing book of business: five acquired island companies, each with established customer relationships to expand from Day 1
- • New logo targets: identified through self-directed outbound prospecting across the island’s regulated-industry base
- • Primary decision-makers: quality and compliance leaders, facilities and operations management, and procurement
SALES CYCLE / ORDER VALUE / ACCOUNT SIZE
- • Services are regulation-mandated, recurring, and renew on a regular cycle
- • Expansion opportunities range from single-site add-ons to multi-site, multi-service-line rollouts within larger accounts
- • Annual revenue target: $1,200,000 USD across the Puerto Rico territory
- • Services are regulation-mandated — a required purchase for clients, not discretionary; demand is not created, it is captured
- • Approximately 40% win rate, achieved historically without a dedicated sales function
- • Established company with roughly 45 years in business and a large, recurring customer base
- • Five acquired island companies provide an immediate warm book of business to expand from Day 1
- • Multiple service lines that can be bundled under one vendor, creating built-in cross-sell opportunities
- • Puerto Rico is a fast-growing, underdeveloped market for the company’s services — low local sales sophistication means disciplined salesmanship is a major differentiator
- • A continuously growing customer base — every new acquisition adds another batch of accounts to expand
• ~70% Expansion Revenue (upsell and cross-sell into existing island accounts — additional service lines, locations, and divisions)
• ~30% New Logo Acquisition (target identification, outbound prospecting, qualification, opportunity creation, and deal management)
On a typical day, you will identify expansion opportunities within the existing Puerto Rico book of business, prospect new logo targets through outbound sequencing and cold outreach, conduct sales conversations in Spanish, partner with operations to surface upcoming project opportunities, manage your pipeline in HubSpot, and log all activity in the CRM.
- • Approximately 70% warm — an existing book of business from five acquired Puerto Rico companies, available from Day 1
- • Approximately 30% self-sourced — new logo acquisition through cold outbound, target account identification, and outreach sequencing
- • Every new company acquisition adds a fresh batch of customers to upsell and cross-sell
- • Minimal — in-territory travel to client sites across Puerto Rico to advance and close deals (~20% of time; no overnight required given the island’s size)
- • Optional: occasional visits to branch locations to build operational relationships
- • Remote onboarding with virtual, classroom-style training; followed by approximately one week on-site in Puerto Rico with the VP of Sales (facility visits and ride-alongs)
- • Full product training provided — industry experience is not required
- • Because this is a newly created, founding territory role, the hire will help build the Puerto Rico playbook and shape the sales motion from the ground up
- • Ongoing support from the VP of Sales
- • You will begin selling within the first few weeks of your start date
- • Inherit a warm book of business from Day 1 — five acquired Puerto Rico companies with established customer relationships, plus every new acquisition adds more
- • Services are regulation-mandated with a 40% win rate — clients must buy; the question is who they buy from
- • This is the first dedicated seller for the Puerto Rico territory — shape the playbook, own the market, and build a local team as the territory scales
- • Multiple bundleable service lines and multi-location clients create built-in upsell and cross-sell opportunities from Day 1
- • Puerto Rico is a fast-growing, underdeveloped market for these services — the opportunity is real, and the competition is unsophisticated
- • Uncapped commission that grows as your territory and book of business grow
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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