Commercial Go-To-Market (GTM) Sales Representative

GAF

2d • $81,000 - $103,500 • Hybrid

About The Position

The Commercial GTM Sales Representative acts as the high-velocity orchestration engine for the closing half of the commercial roofing sales cycle. Operating at a geographical Area Manager level, this role functions as a strategic, data-driven partner to the field, turning qualified intelligence into coordinated action. Upon formal hand-off from the GTM Sales Analyst and entry into Salesforce, the GTM Sales Rep takes full operational command of the project lifecycle. Shifting focus away from early-stage prospecting, this role centers entirely on the critical deal-execution phase. As the primary driver for late-stage success, you will oversee the complex flow of inbound project demands and steer field representatives toward high-priority targets. By orchestrating bid meetings and performing rigorous win/loss analytics, you provide the vital market intelligence needed to accelerate regional revenue and identify key growth opportunities in emerging strategy markets.

Requirements

• Bachelor's Degree
• Minimum 2+ years in a Sales, Sales Success, Revenue Operations, or high-level Project Management role, specifically within commercial construction, roofing, or industrial manufacturing.
• Ability to travel: 5-10%

Nice To Haves

• Strong computer skills including Google Business Suite.
• Exceptional ability to thrive in a chaotic, fast-paced environment, masterfully juggling competing priorities, tight client requests, and multi-year project deadlines.
• Power-user capabilities in Salesforce: ability to build regional dashboards, track sales velocity, and spot bottlenecks in data.
• Strong understanding of the commercial bidding, estimating, and submittal lifecycle, along with financial comfort around quoting and buying agreement frameworks.
• Exceptional communication and organizational skills with a proven ability to push, coach, and align independent field reps and Area Managers to hit deal milestones.
• Works under close or moderate supervision/coaching; needs guidance on more complex tasks.
• Can solve routine problems using established procedures / guidelines.
• More focused on well defined operational tasks.

Responsibilities

• Formally take ownership of projects and qualified leads once they are logged in Salesforce by the GTM Sales Analyst, initiating a tight, collaborative strategy with field reps.
• Actively monitor the area funnel to identify "stuck" projects. Work directly with field reps to provide the necessary technical data, submittments, or incentives to nudge the contractor or owner to a "yes."
• Turn top-funnel data into precise field execution, maintaining a rigorous follow-up cadence so multi-month construction timelines are never missed.
• Facilitate, track, and manage the execution of Buying Agreements, ensuring they align with regional pricing boundaries and margin targets.
• Monitor and report on how effectively our customers are leveraging BAs. Evaluate whether current price points and packaging strategies are accelerating or hindering overall sales velocity.
• Coordinate and track critical project pre-bid and bid-day meetings. Ensure field reps, contractors, and estimating teams are perfectly aligned and equipped with the necessary project data and documents.
• Establish a continuous feedback loop following bid meetings to gather real-time market intelligence regarding competitor positioning and pricing strategies.
• Manage the post-bid transition by facilitating final commercial negotiations and resolving outstanding terms.
• Ensure the finalized opportunity package is primed and ready for a seamless handoff to the Territory Manager (TM) for deal closing.
• Conduct thorough "autopsies" on pipeline outcomes to pinpoint why we won or lost (e.g., price, spec break, contractor preference) and translate findings into actionable data.
• Collaborate with sales and support teams to ensure won accounts deliver sustainable, high-quality revenue over the long term.
• Report win/loss trends back to Product, Pricing, and GTM strategy teams to adjust upstream messaging and product development.
• Act as the gatekeeper for Salesforce data accuracy during the closing stages, ensuring regional pipeline forecasting is reliable and accurate.
• Provide real-time feedback and alignment to the sales team on objection handling, ensuring reps are actively and correctly using the latest competitive "Battle Cards."
• Assist in training and mentoring new sales hires to compress their time-to-quota and keep existing reps sharp on GTM processes.
• Maintain and curate a ready-to-go library of case studies, white papers, and technical one-pagers for immediate field deployment.

Benefits

• Wide range of health insurance options that include medical, dental, and vision for you and your family.
• Family-Building benefits support the many different journeys to fertility and parenthood.
• Robust 401K plan includes an employer match contribution with your pre-tax and/or Roth contributions.
• Wellness program, free financial coaching, a referral program, and product rebates when purchased for an employee’s primary residence.
• Internal training programs and courses, as well as a generous tuition reimbursement program.
• Opportunities for employees to connect with one another, including through our Employee Resource Groups who focus on education and allyship for all of our employees.
• Competitive salary, benefits, 401k, and vacation packages for all full time permanent positions.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level