Position Overview

Acelab is building the material intelligence platform for the AEC industry. Material Hub is becoming the standard for how architecture firms, owners, and developers manage every material decision from product selection through coordinated documentation. We are looking for a Director of AECO Sales with direct experience selling into large architecture firms or owner and developer organizations to lead new business growth in this segment.

This is a senior quota-carrying role for a closer who understands how design and construction teams actually work, can speak credibly to principals, project architects, BIM managers, and owner-side project executives, and wants to be early at a company defining a new product category in AEC.

Primary Responsibilities

New Business Development

• Own a quota for new logo acquisition across large architecture firms, owners, and developers
• Build and manage pipeline through outbound prospecting, inbound qualification, and account-based selling
• Run a consultative sales process from discovery through close, navigating multi-stakeholder buying committees
• Develop account plans for target firms and owner organizations, including executive engagement strategy

Discovery and Consultative Selling

• Lead discovery conversations that surface the real cost of fragmented material documentation across specs, schedules, keynotes, Revit, and submittals
• Translate Material Hub capabilities into specific outcomes for each buyer: coordination accuracy for project architects, firm standards enforcement for BIM and knowledge managers, portfolio documentation for owners
• Position Material Hub as the single source of truth for material decisions, drawing the parallel to how Revit became the single source of truth for geometry
• Customize demonstrations and proposals to each firm's workflow, project types, and documentation pain points

Account Strategy and Expansion

• Identify expansion paths within multi-office firms and multi-project owner organizations
• Partner with the CX team on white-glove implementations that drive adoption and reference-quality outcomes
• Develop named-account reference relationships that strengthen Acelab's position in the market
• Feed competitive intelligence, product gaps, and buyer objections back into product and marketing

Forecasting and Pipeline Discipline

• Maintain accurate pipeline data and forecasts in the CRM
• Hit weekly, monthly, and quarterly activity, pipeline, and revenue commitments

Requirements

• 5+ years of quota-carrying B2B SaaS sales experience with a documented track record of consistently meeting or exceeding quota
• Direct experience selling into large architecture firms, owner organizations, or developers, managing multi-stakeholder enterprise sales cycles with project architects, principals, BIM and knowledge managers, and owner-side executives
• Working knowledge of design and construction workflows including specifications, schedules, drawings, and BIM; familiarity with MasterFormat, LEED, and AIA Materials Pledge a plus
• Strong presentation skills, including the ability to build polished decks and demos and present with confidence to principals, executives, and large project teams in person and on video
• Strong consultative selling skills and credibility to engage technical buyers without sounding like a typical software vendor
• Self-starter and strong relationship builder who operates well in a high-growth environment with evolving playbooks

Why Join Acelab

• Sell a category-defining product. Material Hub is becoming the industry standard for how materials are managed across design and construction, the same way Revit became the standard for geometry coordination.
• Reference customers already in place. Stantec, SOM, AECOM, Ross Barney Architects, Kieran Timberlake, JLL Design, and Gilead are among the firms and owners building their material workflows on Material Hub.
• Sell into an industry that is actively looking for a better answer. Architects and owners know the current process is broken. There is no incumbent occupying this space.
• Competitive base salary, uncapped commission, equity, and full benefits