Floe - Strategic Accounts Manager

43north; Buffalo (NY); Hybrid; USD 70,000 - 110,000; Full time

Job summary

Floe Inc is seeking a Strategic Accounts Manager in Buffalo, NY to drive growth across commercial, industrial, and governmental sectors in the US and Canada. You’ll own the full sales cycle from prospecting to close, often partnering with the CEO.

This role blends technical sales with relationship-building and consultative problem-solving. You will translate complex roof and building envelope concepts into clear business value for senior stakeholders.

Qualifications

• 6–10+ years of B2B sales experience with technical products.
• Experience selling to commercial real estate, facilities, or government sectors.
• Proven track record engaging C-suite stakeholders and managing long sales cycles.
• Ability to read multi-stakeholder procurement processes and forecast pipelines.
• Excellent communication and presentation skills for executives and field teams.

Responsibilities

• Drive full-cycle B2B sales for commercial, industrial, and government sectors in the US and Canada.
• Identify and develop relationships with facility managers, operations directors, and executives.
• Translate customer pain points into clear business value and Floe solutions.
• Manage strategic accounts and foster long-term relationships.
• Prepare tailored proposals and present recommendations to executives and field stakeholders.
• Navigate procurement, compliance, and pilot-to-scale processes; maintain CRM records and pipelines.

Skills

B2B sales

Enterprise accounts

C-suite engagement

HubSpot CRM

Negotiation

Travel readiness

Tools

HubSpot CRM

Job description

About Floe:

Floe is a rapidly growing startup that has developed the smart, cost-effective, and eco-friendly solution for managing hazardous ice and snow on roofs and around the building envelope. Compared to existing solutions, our automated system safely and effectively addresses dangerous buildup while reducing operating costs by >40% and carbon emissions by >99%.

Originally spun out of MIT and Yale and tested with the U.S. Army Corp of Engineers, Floe has been validated at dozens of sites in some of the world’s harshest winter environments. Our technology is trusted by major national retailers, state governments, and large commercial and residential property owners across the US and Canada.

As we scale rapidly and expand into new verticals, we are building a team of talented, mission-driven people who value impact, precision, and integrity. Our team thrives in a fast-paced, innovative environment and has an excellent results-oriented track record. We are eager to recruit individuals who are driven, thoughtful problem-solvers and who bring diverse perspectives to our mission.

About the Role:

Floe is entering an exciting new phase of growth, transitioning from successful initial installations to scaled deployments across North America.

We are seeking a Strategic Accounts Manager to drive growth across our commercial, industrial, and institutional channels. You’ll help lead the full sales cycle, from prospecting and qualification through proposal, negotiation, and close, often in collaboration with our CEO. This role interfaces with a diverse set of stakeholders, including facilities leaders, property managers, roofing firms, engineering consultants, architects, construction partners, and insurance carriers.

This position blends technical sales, relationship building, and consultative problem-solving. You will work closely with the CEO, engineering team, outside sales reps, and external partners to develop strategic accounts, expand existing relationships, convert inbound interest, and support customers throughout the project lifecycle. The role requires sound judgment, maturity, and the ability to represent Floe credibly with senior stakeholders across facilities, construction, and property operations.

The ideal candidate is resourceful, flexible, and driven. You excel at understanding customer pain points, translating technical concepts into clear business value, and helping organizations solve real operational challenges.

As Floe's first full-time in-house sales hire, you’ll have the opportunity to shape the frameworks, processes, and structure that will support our commercial motion as we scale.

Responsibilities:

Sales & Business Development

• Drive full-cycle B2B sales, from prospecting and outreach to close, across commercial, industrial, and governmental sectors in the US and Canada.
• Identify, engage, and develop relationships with key decision-makers, including facility managers, operations directors, and construction executives.
• Understand customer pain points (safety, liability, operations, maintenance costs, and energy efficiency) and position Floe’s technical and financial value clearly.
• Manage strategic accounts and foster long-term customer relationships.
• Prepare tailored proposals and present recommendations to executive and field stakeholders.
• Navigate procurement, compliance, and pilot-to-scale processes to ensure smooth adoption.
• Maintain accurate records in CRM (HubSpot) and provide clear, regular updates on pipeline health and forecasts.
• Travel regularly to customer sites and target markets.
• Collaborate with the CEO to develop scalable internal sales processes and qualification frameworks.
• Develop outreach templates and guidelines to standardize prospecting and customer movement.
• Independently generate and qualify opportunities without dedicated SDR support.

Channel & Partner Collaboration

• Work with roofing manufacturer reps, installers, engineering firms, architects, and consultants to identify and advance project opportunities.
• Support bid submissions and proposal efforts across property management, roofing, construction, consultant, and construction partners.
• Attend relevant trade shows, conferences, and association events to build relationships and expand brand visibility.
• Coordinate with engineering and operations to ensure client expectations align with system capabilities and installation timelines.

Customer Success & Market Insight

• Serve as a trusted advisor to clients through pilot, rollout, expansion, & renewal stages.
• Collect and synthesize customer feedback to inform product and process improvements in collaboration with engineering.
• Stay up-to-date on facilities, construction, property management, roofing, and sustainability trends to refine messaging and identify new verticals.
• Contribute to the development of sales collateral, case studies, and ROI tools in collaboration with marketing and operations.

Qualifications:

• Minimum of 6-10+ years of B2B sales experience, ideally with physical, complex, and/or technical products.
• Demonstrated success selling into commercial real estate, construction, facilities management, industrial, and/or government sectors.
• Ideally has experience selling into enterprise accounts such as Fortune 500 companies, large retailers, major property operators, and public-sector organizations.
• Proven track record engaging Director-, VP-, and C-suite-level stakeholders and managing long-cycle sales.
• Strong understanding of sales cycles involving multiple stakeholders, such as engineering, operations, safety, EHS, procurement, and finance teams.
• Excellent verbal and written communication skills; comfortable presenting technical products to both executives and field personnel.
• Strong pipeline management, prioritization, and forecasting abilities with a consistent record of meeting or exceeding revenue targets.
• Self-motivated, disciplined, accountable, and comfortable operating in a dynamic early-stage environment.
• Willingness to travel to customer sites, installations, trade shows, and field visits.
• Experience shaping early-stage sales structures or GTM frameworks is preferred.
• Comfortable with cold outreach via phone, email, digital tools, and in-field site visits.
• Familiarity with roofing systems, building envelope fundamentals, and basic construction concepts, with the ability to hold informed conversations and make credible recommendations with roofers, consultants, architects, and facilities professionals, is strongly preferred.
• Understanding of SaaS, IoT, or related technology-enabled solutions is preferred.
• Experience using HubSpot or similar CRM platforms.
• Ability to read basic basic construction drawings or schematics.
• Comfort with fieldwork, including rooftop and on-site visits.
• Familiarity with roofing systems, building envelope fundamentals, and basic construction concepts, with the ability to hold informed conversations and make credible recommendations with roofers, consultants, architects, and facilities professionals, is strongly preferred.
• Understanding of technology-enabled solutions is preferred.
• Experience using HubSpot or similar CRM platforms.
• Ability to read basic construction drawings or schematics.
• Comfort with fieldwork, including rooftop and on-site visits.

Location:

• There is a strong preference for this to be a hybrid position based in Buffalo, NY. However, we are also open to exploring candidates who are based in the Northeast (NY, MA, CT), Midwest (IL, IN, IA, KS, MI, MN, MO, NE, ND, OH, SD, WI), and Rocky Mountain regions (CO, ID, MT, NM, UT, WY).

Compensation Details:

The base pay range for this role is $70,000 – $110,000 per year.

Potential for additional commission, benefits, and other long-term incentives. Actual compensation will be determined based on experience, qualifications, geographic location, and other relevant factors.

Additional Information:

Applicants must be authorized to work for any employer in the United States. We are unable to sponsor or assume sponsorship of an employment visa at this time. Applicants must be willing to submit to, and pass, a background check.

Floe Inc is an Equal Opportunity /Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity and expression, national origin, disability, or protected veteran status.

The company is an equal opportunity employer. The company shall not discriminate against any employee or applicant because of race, color, religion, creed, sex, sexual orientation, gender, or gender identity (except where gender is a bona fide occupational qualification), national origin, age, disability, military/veteran status, marital status, genetic information, or any other factor protected by law. We are committed to equal employment opportunity in all decisions related to employment, promotion, wages, benefits and all other privileges, terms, and conditions of employment.