Account Executive - State & Municipal | West &… at Vorbeck · Columbia

Company Description

For more than 20 years, Vorbeck Materials has been pushing the boundaries of what advanced materials can do. Today, that foundation is powering technologies built for some of the world’s most demanding environments, from PFAS-free firefighting foams to advanced signal technologies for defense, communications, and industry.

Innovation is at the core of Vorbeck. With more than 100 patents, we’ve spent two decades transforming breakthrough materials science into technologies designed to solve complex, real-world challenges.

Twenty years in, Vorbeck is accelerating. We’re scaling technologies, expanding into new markets, and building the team that will shape what comes next.

Job Description

Job Type: Full-time
Classification: Exempt
Pay: $70,000 - $90,000, based on experience
Commission: Unlimited commission potential, with target earnings aligned with industry standards.
Physical Setting/work location: Remote position. Candidates should reside within or near the assigned territory to effectively support customer relationships, travel, demonstrations, and sales activities. Vorbeck’s physical offices are located in Grand Forks, ND and Columbia, MD.
Territory: California, Oregon, Washington, Nevada, Idaho, Utah, Arizona, Colorado, New Mexico, Alaska, and Hawaii

Vorbeck is seeking a motivated, results-driven Account Executive to drive revenue growth and expand market adoption of our PFAS-free firefighting solutions within the assigned territory. This is a hands-on sales role focused on developing new business, building strong customer relationships, and managing opportunities throughout the full sales cycle.

The ideal candidate has experience in B2B or technical sales and enjoys opening doors, learning complex products, and turning new opportunities into long-term customers. Experience in firefighting foam, fire protection, industrial safety, public safety, or related industries is preferred.

• Sales & Market Development: Develop and grow business opportunities with state and local government agencies, municipal fire departments, airports, public safety organizations, and distributor networks throughout the assigned territory. Generate new business through prospecting, customer visits, networking, demonstrations, industry events, and referrals while managing opportunities throughout the sales cycle.

• Customer Engagement & Relationship Management: Build strong relationships with fire departments, procurement officials, safety managers, distributors, and commercial customers. Educate customers on Vorbeck O3™ fluorine-free firefighting foam and support them throughout the evaluation, purchasing, and implementation process.

• Government & Procurement Support: Assist customers in navigating public-sector procurement processes, cooperative purchasing programs, and budget cycles. Work with senior sales leadership to identify purchasing pathways that support customer adoption.

• Strategic Execution & Market Intelligence: Collaborate with Sales Leadership, Marketing, Product Development, and Operations to share customer feedback, competitive insights, and market trends. Represent Vorbeck at conferences, trade shows, demonstrations, burn tests, and training events while supporting territory growth.

• Pipeline & CRM Management: Maintain accurate customer records, forecasts, and sales activity within the CRM. Coordinate with internal teams to support customer onboarding, product delivery, and ongoing account success.

• Additional Duties: Perform additional responsibilities and support special projects as assigned. Travel approximately 25–50% to support customer meetings, demonstrations, and industry events.

Qualifications

Education & Certifications:

• Bachelor’s degree preferred; equivalent experience considered.

• Coursework or certifications related to sales, marketing, emergency services, or industrial products.

• Training or certification in CRM systems (HubSpot, Salesforce).

Experience:

• 3–10 years of successful B2B, technical sales, business development, or account management experience.

• Background in fire protection, industrial chemicals, industrial safety, emergency response, public safety, or similar technical industries preferred.

• Proven success managing the full sales cycle, including prospecting, demonstrations, quoting, negotiation, and closing.

• Ability to communicate technical concepts to municipal, industrial, and commercial stakeholders.

• Experience utilizing CRM platforms such as HubSpot, Salesforce, or similar systems.

Skills & Abilities:

• Exceptional drive and work ethic.

• Strong communication, presentation, negotiation, and relationship-building skills.

• Ability to communicate technical product information to technical and non-technical audiences.

• Strong business development, territory management, and pipeline management skills.

• Experience utilizing CRM systems such as HubSpot, Salesforce, or similar platforms.

• Strong organizational and time management skills with the ability to manage multiple priorities.

• Self-motivated with the ability to work independently while collaborating across cross-functional teams.

• Demonstrated ability to identify opportunities, drive revenue growth, and achieve sales objectives.

Additional Information

Benefits include:

• Medical, Dental, and Vision Insurance
• 401(k) Program
• Vacation, Personal Time, and 10 Paid Holidays
• Company-sponsored Short-Term Disability, Long-Term Disability, and Life Insurance
• Opportunity for Relocation Assistance

*Vorbeck is an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, ethnicity, national origin, religion, sex (including pregnancy, childbirth, lactation, or related medical conditions), marital status, sexual orientation, gender identity and expression, disability, veteran status, military or uniformed service member status, or any other status protected by applicable federal, state, local, or international law. This position will involve work on government contracts and the government requires that qualified candidates must be United States citizens. All personal information will be kept confidential according to EEO guidelines.*