Account Executive, Manufacturer & Rep Channel

Parspec•San Mateo, CA

9d•Hybrid

About The Position

Parspec is revolutionizing the materials supply chain for the construction industry by digitizing and organizing product data using proprietary AI technology. Our platform helps customers identify products that meet their needs instantly. We are trusted by top designers, builders, distributors, manufacturers, and sales agents, and backed by leading venture investors. Parspec has raised over $31M in seed financing and is led by experienced technologists and construction supply chain veterans. The Enterprise Solutions team is hiring an Account Executive to manage the manufacturer rep agency channel. This is a quota-carrying, full-cycle sales role focused on converting manufacturer data partnerships into revenue by selling Parspec's CPQ, submittal, and product data platform into rep agencies across Electrical, Plumbing, HVAC, and General Building Supply markets. The role requires a deep understanding of the channel's economics and workflows, and the ability to work closely with the manufacturer partnership team to monetize their agreements.

Requirements

Degree or equivalent relevant experience. Experience will be evaluated on key competencies such as leadership roles, prior work experience, and military service.
3+ years of quota-carrying sales experience with a proven record of meeting or exceeding target.
Direct experience in a construction trade or building products vertical: selling into, working for, or working alongside manufacturers, manufacturer rep agencies, or distributors. Candidates without a building products or construction trade background will not be a fit for this role.
Demonstrated ability to manage and close complex, multi-stakeholder sales cycles.
Working understanding of how the specification, quoting, and submittal process actually works, and of the economics of the manufacturer, rep agency, and distributor relationship.
Excellent verbal and written communication skills, with the ability to influence owners, principals, and senior operators.
Creative problem solver with a consultative, customer-centric approach.
Willingness to travel (approximately 30% to 50%) for agency onsites, manufacturer meetings, and industry events.
Strong CRM discipline (HubSpot preferred) and working command of G Suite Tools, and modern sales tooling.

Nice To Haves

Trade expertise in any of the following categories: electrical, power distribution systems plumbing and PHCP, HVAC and mechanical, waterworks, or general building supply. Multi-trade exposure is a strong plus.
Experience selling into or working within manufacturer rep agencies, including familiarity with agency commission structures, line cards, and principal relationships.
Experience building or scaling a channel or partner-led sales motion.
Background selling CPQ, CRM, ERP, PIM, or master data management software into manufacturing, distribution, or construction.
Formal sales methodology training (MEDDIC, Sandler, Challenger, or similar).
Familiarity with industry quoting and ERP systems in use across the channel, and with competitive platforms in the CPQ and product data space.
Experience at an early or growth stage company where the process was still being written.

Responsibilities

Own a full-cycle quota selling Parspec into manufacturer rep agencies, from prospecting through demo, pilot, negotiation, and close.
Build and execute territory and account plans across the rep agency landscape, prioritizing agencies by quoting volume, manufacturer alignment, and expansion potential.
Convert manufacturer data partnerships into pipeline by working the agency networks those partnerships unlock, and by turning manufacturer sponsorship into warm access at scale.
Run consultative discovery with agency principals, sales managers, quotations managers, and inside sales teams, mapping Parspec to how each agency quotes, specs, and manages projects today.
Deliver compelling, workflow-grounded demonstrations of Parspec's CPQ and submittal applications, tailored to the trade and product categories the agency represents.
Land and expand: drive adoption from an initial team or branch into full agency standardization, and grow seat count and product footprint over time.
Forecast accurately and maintain disciplined pipeline hygiene in HubSpot, with clean next steps, close dates, and multi-threaded stakeholder maps.
Partner with the manufacturer partnership team to structure and communicate co-funded adoption programs, preferred pricing, and enablement plans to agency networks.
Feed the field back into the company, bringing trade-specific product and workflow requirements to Product, Implementation, and Sales leadership as we expand beyond lighting.
Represent Parspec at industry events, manufacturer sales meetings, and agency onsites.