Strategic Sales Leader — HVAC Solutions

Capstone Mechanical, LP.; Centennial (CO); On-site; USD 120,000 - 230,000; Full time

Job summary

Capstone Mechanical, LP. seeks a Manager of Sales to lead owner-direct commercial sales, build a high-performing team, and drive disciplined pipeline management.

You will guide Account Managers, New Business Development Managers, and Inside Sales reps through complex opportunities, while coordinating with estimating, engineering, and operations to win capital projects. Ideal candidates have 7+ years in B2B sales in HVAC/mechanical services, with 2–5 years in sales leadership.

Qualifications

• 7+ years in B2B sales in commercial HVAC, mechanical contracting, or related technical/building services.
• 2–5 years in a sales leadership or management role with direct responsibility for team performance.
• Experience implementing structured sales processes, CRM adoption, or commercial routines within a team that previously lacked them.

Responsibilities

• Lead weekly pipeline reviews for owner-direct sales activity with accurate qualification, stage progression, close dates, and forecast visibility.
• Drive disciplined pipeline management by identifying approval processes, removing blockers, and holding team members accountable.
• Partner with service operations to identify and convert capital project opportunities within the existing customer base.
• Enforce sales process discipline across the team, including CRM data integrity, pricing compliance, renewal management, and proposal follow-through.
• Recruit, onboard, coach, and retain a high-performing sales team across Account Managers, New Business Development Managers, and Inside Sales reps.
• Establish clear performance expectations, set annual sales goals, and manage team performance through coaching and development planning.
• Support sellers in advancing opportunities from initial ID through close, including customer meetings and negotiations.
• Coordinate internal resources (estimating, engineering, operations, leadership) to support strategic account pursuits.
• Direct account planning, customer segmentation, and cross-sell/upsell strategies to grow revenue across service, PMA, retrofit, and replacement opportunities.
• Coach on consultative selling and development of business-case-driven proposals showing customer value beyond price.
• Collaborate on pricing strategy, account growth planning, and resource allocation.

Skills

Sales leadership

Pipeline management

CRM discipline

Forecasting

Multi-stakeholder selling

Coaching sellers

Pricing strategy

Presentation skills

Education

Bachelor’s degree in Business/Engineering or related field

Tools

Microsoft Dynamics 365

Microsoft Office

Job description

Capstone Mechanical, LP. seeks a Manager of Sales to lead owner-direct commercial sales, build a high-performing team, and drive disciplined pipeline management.

You will guide Account Managers, New Business Development Managers, and Inside Sales reps through complex opportunities, while coordinating with estimating, engineering, and operations to win capital projects. Ideal candidates have 7+ years in B2B sales in HVAC/mechanical services, with 2–5 years in sales leadership.