Director of Sales | Commercial HVAC Sales Leader
Service & Preventative Maintenance - Dallas-Fort Worth, TX

Full-time | Based in Dallas-Fort Worth, TX | Relocation assistance up to $10,000 for the right candidate

About the Opportunity

Our client is an owner-led commercial mechanical services contractor in Dallas-Fort Worth. They are hiring a Director of Sales, a player-coach Commercial HVAC Sales Leader, to build and lead the sales engine behind their next stage of growth: scaling their preventative maintenance (PM) agreement base. This role covers service and preventative maintenance; it is not a new construction sales role.

This is a builder's seat. You will bring the ideas, the process, the technology and the culture, show the team how it is done, and personally win business while you build. The company invests in generating high-quality leads. You will convert those opportunities into signed maintenance agreements, service work and long-term customer relationships, and build the system that does it at scale. The sales playbook you build here becomes the standard for every market the company opens.

You will report to the market president.

What You'll Build

• A repeatable sales process for preventative maintenance agreements and service, from lead response through signed agreement and handoff to operations.
• The HubSpot pipeline: stages, activity standards and a forecast leadership can rely on, built with the company's business intelligence team.
• Pricing and scoping discipline, built with service operations and estimating, so every agreement meets target margin.
• A pull-through engine that turns maintenance customers into repair, retrofit and replacement work, including a technician referral program built with the Director of Service.
• Leading and developing the existing PM sales rep, then recruiting, onboarding and coaching future sellers as the company grows.
• A documented sales process captured in the company's training system, so every new seller onboards the same way.
• A sales culture built on accountability, honest selling and customer outcomes.

Key Responsibilities

• Player-coach: personally close new PM and service business while building and leading the team.
• Own the sales process from initial lead response through discovery, site assessment, proposal development, presentation, negotiation and signed agreement.
• Sell commercial HVAC preventative maintenance agreements, service solutions, repairs and equipment replacement opportunities.
• Respond promptly to company-generated leads, qualify opportunities, identify decision-makers and establish clear next steps.
• Conduct facility walkthroughs to understand equipment, operating conditions, customer priorities and maintenance requirements.
• Develop tailored proposals with service operations and estimating, ensuring accurate scope, appropriate pricing and target profitability.
• Present the company's value in terms of equipment reliability, operational continuity, asset life and budget predictability.
• Win business from incumbent providers by understanding service gaps, contract timing, purchasing requirements and customer concerns.
• Maintain consistent follow-up, resolve objections and actively advance proposals toward a decision.
• Expand customer relationships through additional properties, maintenance coverage, service needs and equipment improvements.
• Supplement company-generated opportunities with referrals, professional relationships and targeted prospecting.
• Coordinate complete handoffs to operations, documenting equipment, scope, exclusions, customer expectations and commitments.

Technology & Sales Process

• Own the sales pipeline in HubSpot: stages, activity standards, data quality and forecast accuracy.
• Use BuildOps within established workflows to maintain customer, site, equipment, proposal and service information.
• Keep information accurate and consistent across HubSpot and BuildOps for sales visibility and a smooth transition to service delivery.
• Use Microsoft 365 to prepare proposals, communicate professionally and collaborate with the team.
• Partner with the business intelligence team to define the reporting and automation the sales process needs.

Qualifications

• 10 or more years of commercial HVAC sales experience, with demonstrated success selling service and preventative maintenance agreements.
• A track record of building something: a maintenance agreement book, a service sales team or a sales program, with measurable before-and-after results.
• A verifiable record of personally closing new business and achieving sales goals.
• Experience selling directly to building owners, property managers, facility directors and other commercial decision-makers.
• Working knowledge of commercial HVAC equipment and maintenance requirements, including rooftop units, split systems and other systems common in commercial facilities.
• Ability to evaluate customer needs, gather accurate site information and recognize when additional technical expertise is required.
• Understanding of maintenance agreement scope, labor assumptions, exclusions, pricing and gross margin.
• Strong discovery, presentation, negotiation and closing skills.
• Experience implementing or improving a CRM-driven sales process; direct experience with HubSpot and BuildOps strongly preferred.
• Experience leading, coaching or developing sellers preferred.
• Valid driver's license and ability to travel throughout the DFW market for customer meetings and site visits.

Personal Attributes

• A builder: brings ideas, puts systems in place and takes ownership of outcomes.
• Competitive, self-motivated and driven by results.
• Persistent and proactive, with a strong sense of urgency.
• Organized, accountable and consistent in following through.
• Technically credible and able to explain complex issues clearly.
• Coachable and collaborative with technicians, estimators, dispatch and leadership.
• Committed to honest selling, realistic commitments and lasting customer relationships.

How Success Is Measured

Year one: at least $600,000 in new annual preventative maintenance agreement value, plus profitable pull-through from those customers.

Ongoing: new annual PM agreement revenue; profitable service, repair and replacement sales from maintenance customers (pull-through) at target margin; conversion of qualified opportunities into signed business; timely lead response, proposal delivery and follow-up; accurate pipeline reporting and forecasting; a documented, repeatable sales process captured in the company's training system; complete operational handoffs and successful customer onboarding; and a sales team built and ramped.

Why This Opportunity

• A seat on the DFW market leadership team alongside the Director of Service and Director of Construction.
• An owner-led company in a growth phase, investing in new markets. The playbook you build here goes with it.
• Room to shape and scale the sales organization.

Compensation Opportunity

Base salary of $150,000 to $160,000, with a target first-year total of $250,000 to $275,000 through performance-based incentives aligned with profitable new business growth. This role offers meaningful earning potential and an opportunity to build the sales organization as the company expands.

Confidential Search

This search is managed by Raymond Search Group. All inquiries are confidential.
Jeff Raymond | Raymond Search Group | jeff@raymondsearchgroup.com | (904) 618-3460