Account Executive

Thomas Brooke International; California; On-site; USD 90,000 - 140,000; Full time

Job summary

Thomas Brooke International in Southern California seeks an execution-focused field sales professional to grow a premium architectural wood products territory from San Diego to San Luis Obispo. You will build relationships with architects, builders, and design-build firms, report to the Sales Director, and supervise one Account Manager while expanding the book of business.

This role requires comfort with long sales cycles, technical product fluency, and a self-directed, entrepreneurial mindset.

Qualifications

• Proven success in customer-facing sales within construction, architectural products, building products, wood products, or other premium specification-driven environments is required.
• Experience selling into the luxury residential or high-end project market, with multiple stakeholders influencing decisions, is required.
• Technical curiosity and product fluency are important; comfortable with learning nuanced, premium offerings rather than commodities.
• Relationship-driven, self-directed, and entrepreneurial mindset with the ability to operate without heavy day-to-day structure while staying organized and accountable.
• Hungry, humble, and smart approach with strong interpersonal instincts and credibility with discerning clients.
• Ability to work across long sales cycles and maintain momentum over time.

Responsibilities

• Execute field sales, build relationships, and convert opportunities in a premium, customized product environment.
• Develop and grow the SoCal territory by strengthening relationships with architects, builders, general contractors, installers, and other stakeholders. Territory covers San Diego, Imperial, Riverside, Orange, LA, Ventura, Kern, Santa Barbara, and San Luis Obispo counties.
• Manage a long-cycle project pipeline from early specification activity through quoting, order placement, and ongoing relationship management across custom exterior wood applications.
• Take over and advance existing opportunities currently being handled internally while building your own book of business.
• Serve as a trusted product resource by learning materials, finishes, capabilities, and technical distinctions to speak credibly with sophisticated customers.
• Work closely with internal teams including account management, client support, samples, and production to move projects forward and support a strong customer experience.
• Attend client meetings, job site meetings, and market visits across the territory, with periodic travel to Austin for onboarding and collaboration.
• Help lay the groundwork for long-term regional expansion by building durable market relationships and contributing to the future scale of the territory.

Skills

Proven success in customer-facingSales

Experience selling into luxury market

Technical curiosity and product fluen​

Relationship-driven entrepreneurial

Hungry, humble, and smart

Ability to work across long sales Cyc​

Education

Bachelor's degree helpful

Job description

• Join a fast-growing, family-owned architectural wood products supplier known for premium, design-led products, craftsmanship, and a strong focus on sustainability
• Step into an established territory spanning the Southern California design community, from San Diego to San Luis Obispo, with significant room to grow market
• Become part of a company in expansion mode, including a new factory and office space coming online, as the business continues to scale its national reach
• Take ownership of a role with meaningful runway: you will inherit active leads, relationships, and ongoing opportunities while helping shape the future structure of the territory
• Exceptional opportunity for career growth within an entrepreneurial, relationship-driven environment where strong performers can help build a market, expand a team, and grow alongside the company

What You'll Do

• This is an execution-focused sales role; you will represent the company in the field, build relationships, and convert opportunities in a premium, highly customized product environment
• Develop and grow the SoCal territory by strengthening relationships with architects, builders, general contractors, installers, and other relevant project stakeholders. You’ll report to the Sales Director and supervise one Account Manager. Territory covers San Diego, Imperial, Riverside, Orange, San Bernardino, LA, Ventura, Kern, Santa Barbara, and San Luis Obispo counties
• Manage a long-cycle project pipeline from early specification activity through quoting, order placement, and ongoing relationship management across custom exterior wood applications
• Take over and advance existing opportunities currently being handled internally, while continuing to build your own book of business over time
• Serve as a trusted product resource by learning the company’s materials, finishes, capabilities, and technical distinctions well enough to speak credibly with sophisticated customers
• Work closely with internal teams including account management, client support, samples, and production to help move projects forward and support a strong customer experience
• Attend client meetings, job site meetings, and market visits throughout the territory, with periodic travel to Austin for training, company events, and team collaboration
• Help lay the groundwork for long-term regional expansion by building durable market relationships and contributing to the future scale of the territory

The Profile

• Bachelor’s degree is helpful but not required; the company is open to candidates whose relevant experience, market knowledge, and commercial judgment demonstrate strong fit for the role
• Proven success in customer-facing sales within construction, architectural products, building products, wood products, or other premium specification-driven environments is required
• Experience selling into the luxury residential or high-end project market is required, especially where multiple stakeholders influence specification and purchase decisions
• Technical curiosity and product fluency are important; you should be comfortable learning a nuanced, custom, premium offering rather than selling a commodity product
• Relationship-driven, self-directed, and entrepreneurial mindset with the ability to operate effectively without heavy day-to-day structure while still staying organized and accountable
• Hungry, humble, and smart approach with strong interpersonal instincts, credibility with discerning clients, and the maturity to represent the brand well in the field
• Ability to work across long sales cycles and maintain momentum over time, balancing active project follow-up with thoughtful territory development
• Must be based in Southern California and able to travel throughout the region, visit clients and job sites as needed, and come to Austin periodically for onboarding and collaboration

What Success Looks Like

• Develops into a credible product resource quickly, able to speak to materials, finishes, and technical distinctions with sophisticated clients.
• Builds a healthy, well-managed pipeline across the full territory, with steady movement from early specification through quoting and orders. Gains growing specification activity among architects, designers, and design build firms.
• Becomes the recognized go-to name for high-end architectural wood in the SoCal design and building community, with repeat business and referrals from key firms.
• Embraces the quality, consistency, and sustainable messaging associated with the Company’s brand.