Sales Executive

City Wide Facility Solutions · Belmont, CA

Base: Not disclosed
OTE: Not disclosed
Quota attainment: Not disclosed
Posted: 8mo ago

Why it matters: OTE tells you what you could earn. Attainment tells you how realistic it is.

Ask: “What percentage of fully ramped reps hit quota last year?”

Still open · checked 2h agoon City Wide Facility Solutions's careers page

Apply on City Wide Facility Solutions →

The job

What you'd do: You'll sell building maintenance and facility services to businesses through new business development, owning the full cycle from prospecting to close. The role requires at least 20 hours of prospecting per week.
Who you'd sell to: Still reading the posting. Check back within the hour.
Where deals come from: Mostly you. Expect a lot of outbound: cold calls, emails and LinkedIn.

The Braun Read

Ask hard questions

Too much is left unsaid. Make them answer before you invest.

Pay: No pay listed at all.
Transparency: Shares 1 of 5: quota, attainment, deal size, territory, sales cycle.
Time on market: Open 256 days. Ask why it's been hard to fill.
Company hiring: 113 sales roles open, hiring at a steady pace. Ask how many reps they hired last year and how many are still there.

Red lights

None spotted.

Yellow lights

Open 90+ days. This role has been posted for three months or more. Ask why it's been hard to fill, and whether anyone left it.
Same role posted many times. The company has 8 or more open postings with this exact title. Could be a big build-out, could be a revolving door. Ask how many reps they hired last year and how many are still there.

Green lights

None spotted.

Based only on what the posting says. Lights are a starting point for your first call, not a final judgment.

Questions to ask on the first call

Built from what this posting leaves out. How they answer tells you as much as what they say.

1.
How many reps are you hiring for this, and how many from last year's class are still here?
Hiring a lot can mean growth, or people leaving.
2.
This role has been open a while. What's made it hard to fill?
The answer tells you what candidates saw that made them walk.
3.
What percentage of fully ramped reps hit quota last year?
OTE is what you could earn. This is how likely you are to earn it.
4.
What percentage of reps on the team have been here more than 18 months?
Tenure shows whether people stay long enough to get paid.
5.
Has the comp plan changed in the last 12 to 18 months? What changed?
A plan that changes every year means the goalposts keep moving.
6.
Why is this role open? Did someone leave, or is it new?
New headcount is growth. A replacement means someone left. Ask why.

› When the offer comes

Save these for later. They land better once they've said yes to you.

1.
Can I see the full comp plan in writing, including clawbacks and accelerators?
What's in writing is what gets paid. Read it before you sign.
2.
Can I see the actual comp distribution for the team last year, not just the OTE?
The spread shows what most reps really take home. OTE is just the target.
3.
I'd be walking away from earned commission to join. Is there room for a sign-on bonus to help cover that?
Leaving money behind is a fair reason to ask. The worst answer is no.

Josh's top five questions for any sales interview →

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Full posting

City Wide Facility Solutions is seeking a tenacious closer to join our Sales Team! If you aggressively prospect for business, sell with confidence and integrity, and have a deep understanding of your clients' needs, our team and bonus structure is waiting for you! As a Sales Executive, you will be responsible for new business development in a highly productive, sales-driven environment. You will be responsible for the full sales cycle, from lead generation to close. Working closely with account managers and your sales team, you will establish and nurture mutually profitable business relationships with clients. If you are on the right track you should easily be able to bring home $100k+ in your first year! In this position you will: - Identify and qualify potential clients. - Initiate the sales process by scheduling appointments, understand account requirements, and make initial presentations. - Closes sales by building rapport with potential accounts, explaining our service capabilities, overcoming objections, and preparing contacts. - Conduct a minimum of 20 hours prospecting each week. - Utilize and manage your customer relationship management system (CRM) to maintain all customer information. - Maintain and manage your Hot 25 list in CRM. - Maintain a positive work atmosphere by behaving and communicating in a manner so that you get along with Clients, co-workers, and supervisors. - Other duties as assigned by management. Requirements Minimum 3-7 years sales experience. Minimum 3 years B2B combined inside and outside sales experience with a demonstrated ability to close Last 2 years B2B sales with demonstrated track record of success Strong knowledge of CRM systems Prior sales training certificate, e.g., Sandler, President’s Club, Dale Carnegie, etc., preferred. Outgoing, dynamic personality. Can-do attitude that loves to be challenged. Organized within a defined sales process with an ability to move clients from prospect to close. Experience closing short-cycle B2B sales. An excellent communicator with the ability to facilitate a presentation or a one-to-one meeting. Demonstrated ability to coordinate team activities and work effectively with operations and marketing teams. Strong communication and presentation skills. Strong MS Office. City Wide Facility Solutions is a leader in the building maintenance industry serving clients for over 60 years! Our mission includes a dedication to serving others with excellence in all we do. Here you will find a high-energy work environment that balances high expectations with coaching, group support, and fun. Benefits City Wide offers a competitive compensation and benefits package to include medical, dental, and vision benefits; 401k with match; PTO and paid holidays.

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