Vice President of Sales

Responsibilities

• Sales Strategy & Leadership
• Develop and own the overall sales strategy, game plan, and roadmap to take Kelso Building Services from $50M to $100M in 12 months and $250M within three years.
• Set annual and multi-year revenue targets, pipeline goals, and KPIs by segment, market, and team.
• Build, mentor, and retain a high-performing sales leadership team; drive a culture of accountability, coaching, and results.
• Partner with the SVP of Service on strategic initiatives, capital allocation discussions, and cross-company growth opportunities.
• Own deal governance for the sales organization - pricing authority, approval thresholds, escalation paths, and deal desk discipline.
• The Kelso Flywheel: Sister-Company Project-to-PMA Conversion
• Own the strategic motion of converting projects sold by Kelso Industries sister companies into long-term preventative maintenance agreements under Kelso Building Services.
• Build the handoff process from sister-company project closeout to KBS Account Management or National Accounts, including system-of-record handoff, customer introduction, and timing of the PMA conversation.
• Establish a target conversion rate - percent of completed sister-company projects converted to KBS PMAs within a defined window - and report on it monthly to Kelso Industries leadership.
• Make the flywheel visible: build reporting that shows sister companies the downstream PMA revenue their projects generate, so the motion compounds on itself.
• Business Development (New Business)
• Lead the Director of Business Development and the broader BD team in winning new customers, preventative maintenance agreements, and long-term service relationships.
• Define target segments, pursuit strategies, and pricing approaches that maximize win rates and margin.
• Ensure a healthy, well-managed pipeline with disciplin

Benefits

Additional Information

Reports To: Senior Vice President of Service, Kelso Industries Direct Reports: Director of Business Development, Director of Account Management, Director of National Accounts, Director of Critical Environments (TBD), BAS Sales Leader (TBD) Location: Hybrid - open to candidates nationwide. Preference for Utah, Phoenix, or Atlanta. Travel: Approximately 40-50% across Kelso Building Services markets, customer sites, and Kelso Industries sister companies. Position Summary This is a builder's role. The Vice President of Sales owns the full sales engine for Kelso Building Services - new business, existing account growth, national accounts, critical environments, and building automation - and is responsible for turning a collection of strong regional sales efforts into a disciplined, scalable, high-performing organization. Kelso Building Services is the service division of Kelso Industries. We sit at roughly $50M in service revenue today, and we're planning to be at $100M within 12 months and $250M within three years - primarily through organic growth, with M&A as a future possibility rather than an active assumption. We're looking for a sales leader who can set the strategy, build the bench, and drive the numbers without losing the relationship-first, plainspoken culture that makes Kelso different. A central piece of this strategy is the Kelso flywheel: converting projects sold by our sister companies into long-term preventative maintenance agreements (PMAs) under Kelso Building Services. Every install our sister brands complete is a future PMA opportunity, and the VP of Sales is the leader who turns that mechanic into a repeatable, measurable engine. Reporting to the Senior Vice President of Service, Kelso Industries, this leader is a core member of the Kelso Building Services leadership team. The right person is equal parts strategist, operator, and coach - someone who can talk to a CFO about margin and a service tech about a customer, in the same hour, without missing a beat. Scope & Scale Today: approximately $50M in annual service revenue with a sales organization of around 28 people across the nation. 12-month target: $100M in service revenue, scaling the sales organization to roughly 40-60 total headcount, with the majority quota-carrying. 3-year target: $250M in service revenue, scaling the sales organization to roughly 90-140 total headcount across BD, Account Management, National Accounts, Critical Environments, BAS, and Sales Operations. Revenue mix weighted toward recurring service and preventative maintenance agreements (PMAs), supplemented by project, retrofit, national account, and critical environment revenue. Growth is planned to come primarily through organic expansion - new logo acquisition, sister-company flywheel conversion, and same-customer growth. M&A is a possibility down the road and this leader should be capable of integrating acquired sales teams if and when that materializes. Inside Sales and estimating report through Operations; this role partners closely with that function to ensure speed and accuracy on small projects, repairs, and service quotes.

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