National Account Manager

Mojave Energy Systems

26d • $140,000 - $180,000 • Remote

About The Position

Mojave Energy Systems, Inc. is seeking a National Account Executive to join their sales organization. This remote position reports to the VP of Sales and is responsible for selling Mojave systems directly to building owners, consulting engineers, and design-build contractors. The role requires deep expertise and an activatable network in a single vertical (grocery, hospitality, industrial, or education) with national account responsibility for that vertical. The compensation package includes a base salary and commission structure. This is a direct-selling role where the successful candidate will be responsible for achieving sales targets by identifying and solving latent load problems in buildings. The role offers an opportunity to "get in at the ground floor" of the business and establish the company's first reference installations in their assigned vertical. The position requires a technical seller who understands building design, bidding, and purchasing processes within their vertical and who has an established reputation and trusted network.

Mojave is a mission-driven company focused on advancing air conditioning technology, manufacturing products in the United States and with an engineering lab in Sunnyvale, California. They are committed to a workplace grounded in integrity, excellence, collaboration, and meaningful work.

Requirements

• Bachelor's degree in Mechanical Engineering, or a related STEM field.
• 7+ years of HVAC sales experience, including 5+ years selling directly to owners, consulting engineers, and contractors.
• Demonstrated technical and application depth across grocery, hospitality, industrial, and/or education buildings — how loads are calculated, how equipment is specified, and how projects are bid in each.
• An established network and strong professional reputation in at least one of those four verticals, with relationships you can activate on day one.
• Ability to perform psychrometric calculations and equipment selection.
• Working command of latent load analysis, dedicated outdoor air systems (DOAS), and dehumidification strategies.
• Excellent communication skills, both written and verbal; one-on-one and in groups.
• Highly organized with strong attention to detail, while able to prioritize diverse responsibilities.

Nice To Haves

• Proven history of rapid sales growth with satisfied customers.
• Experience selling a new or unproven technology, including pilots, first installations, and the additional work of establishing credibility.
• Knowledgeable about Applied HVAC Equipment (Airside).
• Experience with liquid or solid desiccant systems, heat recovery, or other latent-specific equipment.
• Thorough understanding of marketplace dynamics including industry trends.
• Proven capability to communicate professionally in written and verbal format across a wide audience.
• Able to work and communicate with multiple levels of positions within owner organizations and consulting engineering firms while building strong relationships and trust.
• Able to work without direct guidance or direction from others.
• Team player with strong collaborative abilities across business units.

Responsibilities

• Own direct sales in your assigned vertical end to end: prospecting, qualification, technical development, negotiation, and close.
• Sell to end users and their design teams within your vertical — e.g., grocery chains, hotel brands and management companies, industrial plants, or school districts and universities, depending on assignment.
• Activate your existing network to generate qualified opportunities in your first 90 days.
• Manage a pipeline in CRM software (zoho.com) to achieve assigned sales revenue targets.
• Navigate the buying process specific to your vertical: national account programs and construction standards, capital planning and plant engineering, or bond funding, public procurement cycles, and performance-contracting routes.
• Drive Mojave to Basis of Design with consulting engineers, design-build contractors, and owner engineering standards groups.
• Perform load and psychrometric analysis, equipment selection, and energy and life-cycle cost comparisons against conventional DX, DOAS, and competing desiccant systems.
• Assist with estimates, quoting, equipment selections, and submittals as required.
• Translate vertical-specific requirements into a concrete value proposition — e.g., store humidity setpoints and refrigeration case load in grocery, guest comfort and mold risk in hospitality, process humidity control in industrial, or ventilation and shoulder-season dehumidification in schools.
• Coordinate with our Manufacturer's Rep partners where territory and account coverage overlap, and keep the channel aligned rather than in conflict.
• Act as Mojave's "Subject Matter Expert" (SME) for your vertical, internally and externally.
• Identify product gaps, capture voice of customer, and work with Product Management to prioritize and eliminate identified gaps.
• Help identify opportunities in adjacent verticals as we expand, even while your primary focus stays on your assigned vertical.
• Partner with Field Support through startup and the first season of operation so that every early account becomes a reference account.
• Perform educational presentations as required (lunch & learns, CEUs, etc.).
• Identify and attend appropriate trade shows and vertical industry events.
• Ability to travel up to 60% of your time.

Benefits

• annual bonus eligibility (equity award)
• health and welfare benefits
• paid time off
• company holidays
• short/long-term disability and life insurance

What This Job Offers

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