Sales Representative

Location: Raleigh, NC (Hybrid) Travel: Local site walks & client meetings

About CSS

Be part of a team delivering modern security and AV, where cloud, hybrid, and on-prem solutions meet practical, AI-assisted tools that help us work smarter. We’re Custom Security Systems (CSS), a locally owned security & life-safety integrator serving the Central Carolinas. We design, install, and support access control, video surveillance, intrusion, fire/life safety, mass notification, audio-visual, and low-voltage solutions with full lifecycle services. We move quickly, partner with industry-leading technology, and focus on reliable outcomes for our clients.

Role Summary

Own the sales cycle end-to-end: discovery, site walks, solution design, bill of materials (BOM) development (hardware + software/licensing), proposal, close, and clean handoff to Operations. Develop opportunities with end users and through relationships with GCs, ECs, property groups, specifiers, and channel partners. Own a territory plan and deliver on quota with 2–3× pipeline coverage and accurate monthly/quarterly forecasts.

What You’ll Do

• Opportunity development: Build pipeline with end users and GCs/ECs; engage early in pre-con/design-assist to get CSS specified/approved.
• Discovery & design: Survey sites; translate risks/use cases into cloud/on-prem/hybrid architectures (doors/readers/locks, cameras/retention, networking/power, AHJ constraints).
• BOM & proposals: Produce complete BOMs (hardware, licensing/SaaS, accessories, mounting, client-provided items) with clear assumptions/exclusions; include managed/hosted services and maintenance agreements.
• Present & close: Deliver demos and TCO/ROI narratives; negotiate terms; maintain accurate forecasts and strong CRM hygiene.
• Handoff & expansion: Execute clean project handoffs; support change orders/kickoff; drive upgrades, add-ons, and renewals.
• Market & compliance: Stay current on platforms, device standards (e.g., OSDP/BLE), permitting/AHJ nuances, and vendor updates.

Required Qualifications

• 2+ years B2B solution sales in electronic security/low-voltage/AV or adjacent technical systems.
• Proven ability to build/review BOMs for access, video, and intrusion (hardware + licensing).
• Working knowledge of access control, VMS, intrusion; understanding of cloud vs. premise trade-offs.
• Able to read plans/door schedules/risers; strong consultative discovery and communication.
• CRM discipline (HubSpot/Salesforce); Microsoft/Google productivity suites; valid driver’s license.
• Eligible for NC Alarm Systems Licensing Board registration.

Preferred

• Experience selling SaaS-based and on-prem licensing, plus managed service contracts (SLAs, multi-year).
• Familiarity with security technologies across access control, video management, and intrusion (including wireless locking, mobile credentials, and device/power fundamentals).
• Experience with edge/video analytics (e.g., LPR, object/vehicle analytics) and sizing for retention/bitrate/FPS.
• Working knowledge of network fundamentals (switching, VLANs, PoE/PoE+, bandwidth planning).
• Relevant manufacturer trainings/certifications and/or NICET.

Success Metrics

• Quota attainment; pipeline coverage (2–3×); forecast accuracy (±15%).
• New logos; total revenue & gross margin; RMR/ARR attach rate to hardware deals.
• Proposal accuracy (low scope variance at handoff); customer retention/expansion.

Compensation

Competitive base salary + uncapped commission, with accelerators for margin, quota over-achievement, and RMR attach. Company laptop/phone stipend, mileage reimbursement, paid training/certifications, and generous PTO/holidays.

Job Type: Full-time

Pay: $50,000.00 - $200,000.00 per year

Benefits:

• Cell phone reimbursement
• Expense account
• Flexible schedule
• Mileage reimbursement
• Paid time off
• Paid training
• Professional development assistance
• Travel reimbursement
• Work from home

Application Question(s):

• Are you eligible to obtain NC Alarm Systems Licensing Board (ASLB) employee registration within 30 days of hire (including fingerprints/background)

Experience:

• sales: 1 year (Preferred)

License/Certification:

• Drivers License (Required)

Work Location: Remote