Head of Commercial Sales

Last Lock Inc.; Madison (WI); Hybrid; USD 150,000 - 190,000; Full time

Job summary

Last Lock Inc. is seeking a Head of Commercial Sales to drive revenue growth and build a scalable sales function for its access control solutions.

This senior individual contributor will advance opportunities, develop new business, and expand channel relationships, reporting to executive leadership. You will work closely with the Chief Solutions Officer and technical teams to translate customer requirements into compelling access control solutions while maintaining disciplined forecasting and

Qualifications

• 5+ years in commercial sales, with a track record in access control or security.
• Experience managing complex opportunities from qualification to close.
• Strong consultative and solution-selling capabilities.
• Ability to forecast, manage pipeline, and use CRM effectively.

Responsibilities

• Drive revenue growth and build scalable commercial sales function.
• Advance opportunities through qualification to contract and close.
• Develop new business with Last Lock’s target markets and expand channel relationships.
• Collaborate with executives and technical teams to translate requirements into commercial solutions.
• Build repeatable sales processes, tools, and best practices.
• Represent Last Lock at industry events and with partners.

Skills

Sales leadership

Access control knowledge

Channel partnerships

CRM & forecasting

Negotiation & closing

Tools

CRM software

Job description

Location

Madison, WI, Milwaukee, WI, Chicago, IL (Hybrid)

About Last Lock

Last Lock is building the next generation of commercial access control. Our self-powering smart locks retrofit into existing commercial doors and integrate with leading access control systems, helping customers extend electronic access without replacing existing infrastructure.

Position Summary

Last Lock is seeking a Head of Commercial Sales to drive revenue growth and help build a scalable commercial sales function.

This is a senior individual contributor role responsible for advancing existing opportunities through the pipeline to closure, developing new business within Last Lock’s target markets, expanding channel relationships, and maintaining disciplined sales forecasting and CRM data.

The Head of Commercial Sales will work closely with executive and technical leadership—including Chief Solutions Officer Nelson Henry—to understand customer requirements, develop compelling access control solutions, and translate those solutions into commercial opportunities.

This role requires someone who can operate independently, create structure in an evolving environment, and take ownership of results. As Last Lock grows, this position has the potential to develop into a sales leadership role.

Key Responsibilities

Sales Execution & Pipeline Management

• Own and actively progress identified opportunities from qualification through contract and close.
• Maintain clear next steps, accountability, and momentum across the sales pipeline.
• Maintain accurate CRM data, pipeline stages, forecasts, and customer activity.
• Follow and help strengthen sales processes, stage requirements, pricing policies, and commercial guidelines.
• Navigate multi-stakeholder buying processes, develop proposals, negotiate terms, and convert pilots and evaluations into commercial deployments.
• Deliver against quarterly and annual revenue objectives.

New Business & Channel Development

• Identify and pursue new opportunities aligned with Last Lock’s target markets and sellable portfolio of products and solutions.
• Prospect into strategic accounts and develop new customer relationships.
• Build outbound, referral, partner, and channel-based sources of opportunity.
• Develop relationships with security integrators, resellers, distributors, consultants, and technology partners.
• Work with existing and future partners, including organizations such as InstaKey and Windy City Wire, to generate and close opportunities.
• Represent Last Lock at relevant industry events, conferences, and customer meetings.

Solution Selling

• Work closely with Last Lock’s technical teams to understand customer environments and develop appropriate access control solutions.
• Translate customer requirements into practical solutions using Last Lock’s product portfolio.
• Position Last Lock within existing access control, credential, door hardware, and security environments.
• Communicate technical and business value to end users, integrators, consultants, and executive stakeholders.
• Balance customer needs with product capabilities and commercial priorities.

Build the Sales Function

• Help develop repeatable sales processes, tools, and best practices.
• Bring discipline to forecasting, pipeline management, CRM usage, and sales execution.
• Provide market and customer feedback to product, marketing, and leadership.
• Help identify scalable direct and channel sales motions.
• Contribute to the future structure and development of Last Lock’s commercial organization.

Qualifications

• 5+ years of relevant commercial sales experience in access control, electronic security, physical security, smart buildings, commercial door hardware, or a closely related industry.
• Candidates with fewer years but significant access control expertise, industry relationships, and demonstrated sales success are encouraged to apply.
• Demonstrated success managing complex commercial opportunities from qualification through close.
• Working knowledge of commercial access control systems and the broader physical security ecosystem.
• Experience working with integrators, resellers, distributors, or other channel partners.
• Strong consultative and solution-selling capabilities.
• Demonstrated CRM, pipeline management, forecasting, and sales process discipline.
• Strong negotiation, presentation, communication, and relationship-management skills.
• Ability to operate independently, manage multiple priorities, and consistently follow through.
• Willingness to travel as required.

SALTO, iLOQ, Allegion, dormakaba, HID, Genetec, LenelS2, Software House/C CURE, Wavelynx, Convergint, MC Dean, or similar organizations are highly relevant. Experience selling through both direct and channel-based models is preferred.

Who Will Thrive Here

The successful Head of Commercial Sales will:

• Thrive in a startup environment where not every process or playbook has already been defined.
• Operate with a high degree of independence, urgency, ownership, and accountability.
• Create structure where needed rather than wait for it to be provided.
• Be equally comfortable prospecting, managing pipeline, developing solutions, working with partners, negotiating, and closing.
• Collaborate effectively with technical teams while remaining focused on measurable commercial outcomes.
• Want to help build a sales organization, with the potential to grow into a broader commercial leadership role as Last Lock scales.

Why Last Lock?

This is an opportunity to join an emerging commercial access control company at an early stage. You will have direct responsibility for revenue while helping shape how Last Lock sells, develops channels, works with customers, and builds its commercial team.

For someone who knows the access control industry, is comfortable operating independently, and wants to build rather than inherit a mature sales function, this is an opportunity to have a meaningful impact on the company’s growth.