Territory Sales Manager - Mid-Atlantic

ArcTern Ventures; Atlantic (IA); Hybrid; USD 90,000 - 130,000; Full time

Benefits offered by this job

Competitive compensation + equity

Comprehensive health benefits

Office near transit

Team culture and events

Flexible hours and time off

Job summary

SPAN is seeking a driven Territory Sales Manager to grow our installer and distribution network in the mid-Atlantic region. You will own strategic account development, onboarding, and field activations, guiding partners from interest to revenue while employing data-driven insights.

The role emphasizes relationship building, in-market events, and collaboration with leadership to shape a resilient electrification ecosystem. Must reside in the territory and drive with a valid license.

Qualifications

• 5+ years of experience in B2B sales, account development, product management, sales engineering, or sales operations.
• Analytic skills: Proficient in analytic software tools (e.g. Google Sheets), ability to filter and analyze Salesforce reports, and use insights to prioritize activity and develop business plans.
• Demonstrated ability to prioritize and plan in a complex and ever changing sales environment.
• Proficient with CRM tools (Salesforce preferred) and high learning agility for new sales tools.
• Must reside in territory to facilitate in-market events and activities.
• Must have valid driver’s license.

Responsibilities

• Strategic Sales Success: Manage inbound interest from installer & distribution partners—engaging leads, qualifying fit, and guiding them through early-stage sales conversations, leveraging your strong influence and persuasion skills.
• Deliver tailored pitches that highlight SPAN’s product value and program benefits, adapting discussions based on customer needs and opportunities.
• Lead onboarding and activation calls for newly authorized partners with strong communication and business acumen.
• Enable existing installer & distribution partners to deepen engagement and increase SPAN sales volume.
• Participate in market visits (~8–15 days/month) to support field events, trade shows, trainings, sales calls, partner ride-alongs, or site visits.
• Data-Driven Decision Making: Use Salesforce to track engagement, funnel conversion, and activation status in your territory.
• Regularly analyze pipeline and territory-level metrics to identify top opportunities and bottlenecks, applying strategic thinking and keen business acumen.
• Maintain clean, accurate CRM data and contribute to team-level forecasting, showcasing excellent planning and priority setting.
• Measure ongoing performance and use sales data to course correct as needed.
• Business Planning and Execution: Develop territory and channel business plans, collaborating with leadership to align on strategic targets and local priorities.
• Contribute to team enablement efforts—sharing feedback, identifying blockers, and supporting continuous improvement.
• Manage inventory turns in market to ensure territory business plan success.
• Partner with Channel Program Leads to leverage expertise and optimize sales impact of channel programs.

Skills

B2B sales

Account development

Product management

Sales engineering

Sales operations

Analytic skills

CRM tools

Tools

Salesforce

Google Sheets

Job description

Our Mission

We are a mission-driven company designing, building, and deploying products that electrify the built environment, reduce carbon emissions, and slow the effects of climate change.

SPAN is enabling electrification for all

• Decarbonization is the process to reduce or remove greenhouse gas emissions, especially carbon dioxide, from entering our atmosphere.
• Electrification is the process of replacing fossil fuel appliances that run on gas or oil with all-electric upgrades for a cleaner way to power our lives.

At SPAN, We Believe In

• Enabling homes and vehicles powered by clean energy
• Making electrification upgrades possible
• Building more resilient homes with reliable backup
• Designing a flexible and distributed electrical grid

The Role

We are looking for a driven and adaptable Territory Sales Manager in the mid-Atlantic Region to spur the growth and activation of our installer & distribution network. This role blends business development, in-market relationship building, and territory-level strategic planning. You will play a critical part in engaging high-potential partners, guiding them through onboarding, and helping ensure they are set up for success.

This is an exciting opportunity for an individual eager to build partnerships with installers, understand their businesses and buying preferences, and help them unlock a new, profitable category within their portfolio. Join SPAN and become a vital force in shaping a sustainable future, enabling electrification across diverse industries and applications.

Responsibilities

• Strategic Sales Success
  • Manage inbound interest from prospective installer & distribution partners—engaging leads, qualifying fit, and guiding them through early-stage sales conversations, leveraging your strong influence and persuasion skills.
  • Deliver clear, tailored pitches that highlight SPAN’s product value and program benefits, adapting your discussions based on the customer’s needs and business opportunities.
  • Lead onboarding and activation calls for newly authorized partners with your strong communication skills and business acumen.
  • Enable existing installer & distribution partners to deepen their engagement and increase their SPAN sales volume.
  • Participate in key market visits (~8-15 days/month) to support field events, trade shows, trainings, sales calls, partner ride-a-longs, or site visits.
• Data-Driven Decision Making
  • Use Salesforce to track engagement, funnel conversion, and activation status in your territory.
  • Regularly analyze pipeline and territory-level metrics to identify top opportunities and bottlenecks, applying strategic thinking and keen business acumen.
  • Maintain clean, accurate CRM data and contribute to team-level forecasting, showcasing excellent planning and priority setting.
  • Measure on-going performance and use sales data, to course correct as needed.
• Business Planning and Execution
  • Develop territory and channel business plans, collaborating closely with leadership to align on strategic targets and local priorities, that drive increased demand for SPAN products.
  • Contribute to team enablement efforts—sharing feedback, identifying blockers, and supporting continuous improvement.
  • Manage inventory turns in market to ensure territory business plan success.
  • Partner with Channel Program Leads to leverage expertise and optimize sales impact of channel programs.

About You

Required Qualifications

• 5+ years of experience in B2B sales, account development, product management, sales engineering, or sales operations
• Analytic skills: Proficient in analytic software tools (e.g. Google Sheets), ability to filter and analyze Salesforce reports, and use insights to prioritize activity and develop business plans
• Demonstrated ability to prioritize and plan in a complex and ever changing sales environment
• Proficient with CRM tools (Salesforce preferred) and high learning agility for new sales tools
• Must reside in territory to facilitate in-market events and activities
• Must have valid driver’s license

Life at SPAN

Headquartered in San Francisco’s vibrant SoMa neighborhood, we are an eclectic group of creative thinkers who value open communication, teamwork, and a ‘make it happen’ approach to addressing complex challenges.

SPAN embraces diversity and equal opportunity in a serious way. We are committed to building a team that represents a variety of backgrounds, perspectives, and skills.

The Perks

• Competitive compensation + equity grants at a well-funded, venture-backed company
• Comprehensive benefits: 100% employee premiums for base plans on medical, dental, vision with options for additional coverage. Parental leave up to twenty four (24) weeks depending on eligibility
• Comfortable, sunny office space located near BART and Caltrain public transit
• Strong focus on team building and company culture: Employee Resource Groups, monthly social events, SPANcakes recognition breakfast, lunch, and learns
• Flexible hours, one holiday per month, and flexible time off