Senior Account Executive

Account Executive - Commercial Real Estate sector

About Fortis

Fortis provides warranty-backed roof reconditioning solutions that help commercial real estate portfolio owners avoid 60-70% of roof replacement CapEx while maintaining performance. Backed by Lloyd's of London, we've helped portfolios defer millions in capital expenditure across multifamily, retail, office and industrial properties nationwide.

We're not a roofing contractor—we're a strategic CapEx alternative that most portfolio owners don't know exists. Our clients include major REITs, PE-backed portfolios, and institutional property owners who are rethinking how they approach roof asset management.

The Opportunity

We're seeking an experienced Account Executive with deep roots in the commercial real estate community (reits, private real estate owners, PE firms, etc) to expand our presence with large portfolio owners and institutional investors.

This is not a traditional roofing sales role. You'll be selling a strategic capital planning alternative to CFOs, VPs of Real Estate, asset managers, and portfolio managers—challenging their assumptions about roof replacement and helping them optimize capital allocation across their portfolios.

The ideal candidate:

• Has spent years building relationships in the CRE community (REITs, PE firms, institutional investors, property management companies)
• Sells conceptually, not transactionally (consultative approach, not bid-based)
• Speaks fluently about ROI, CapEx, NOI impact, and portfolio-level financial decisions
• Can walk into a CFO's office and present a multi-million dollar capital deferral opportunity with confidence

You don't need roofing expertise—we'll teach you the technical side. What we can't teach is your network, your credibility in CRE, and your ability to sell strategic outcomes.

Responsibilities

Build and manage strategic relationships with large portfolio owners:

• Target REITs, PE firms, institutional investors, corporate real estate portfolios ($100M+ AUM, 20+ properties)
• Develop multi-threaded relationships (VP Real Estate, CFO, Facilities Directors)
• Navigate complex stakeholder organizations (procurement, legal, operations, finance)

Challenge conventional thinking about roof asset management:

• Educate portfolio owners on reconditioning as alternative to replacement
• Quantify financial impact: CapEx deferral, ROI, NOI improvement
• Present portfolio-wide capital optimization analyses
• Position Fortis as strategic partner, not vendor

Execute consultative, long-cycle sales:

• Conduct discovery to understand portfolio strategy, capital planning cycles, pain points
• Build customized business cases showing potential savings for specific portfolios
• Propose pilots (5-10 properties) to prove concept before enterprise-wide adoption
• Navigate 6-18 month sales cycles from initial contact to MSA

Leverage your CRE network:

• Generate pipeline through existing relationships and warm introductions
• Attend industry events (BOMA, NAREIT, ICSC, NAIOP) to build awareness
• Secure speaking opportunities and thought leadership platforms
• Partner with CRE consultants and advisors (CBRE, JLL, Cushman) who influence clients

Manage full sales cycle:

• Target account selection and research
• Outbound prospecting (email, phone, LinkedIn, events)
• Discovery and needs analysis
• Business case development and presentation
• Pilot execution and proof of concept
• Enterprise negotiation and close
• Account expansion and referrals

Benefits:

• Health insurance
• 401(k) with company match
• PTO
• Professional development budget (CRE conferences, memberships)
• Remote work with travel to client sites as needed

Required Qualifications

Must Have:

• 5-10+ years in CRE-related sales (services, technology, consulting, lending, or facility management)
• Proven consultative sales track record: $1M+ annual quota attainment, complex B2B sales, multi-stakeholder navigation
• Existing CRE network: Can name 20+ portfolio managers, VPs of Real Estate, CFOs in target market that you could reach out to in first 30 days
• Financial acumen: Comfortable discussing ROI, CapEx, NOI, IRR with CFOs; can build and present financial business cases
• Executive presence: Experience selling to VP/C-suite level; comfortable in boardroom presentations
• Hunter mentality: Track record of building own pipeline, not dependent on inbound leads
• Industry credibility: Active in CRE community (BOMA, NAREIT, NAIOP, ICSC membership or attendance)

Preferred (Nice to Have):

• Previous experience selling capital-intensive solutions where deferral of CapEx was part of value prop
• PropTech or facility management platform sales background
• Experience selling warranty, insurance, or risk transfer products
• Background in CRE consulting or advisory (CBRE, JLL, Cushman, etc.)
• Speaking experience at CRE industry events
• Existing relationships with target portfolio types (multifamily REITs, retail, office, industrial, self-storage)

Not Required (We'll Train You):

• Roofing technical expertise
• Construction background
• Engineering knowledge
• Facilities management experience

We're looking for CRE sales expertise and network, not roofing expertise. We have technical teams to support you on product details.

Pay: $120,000.00 - $150,000.00 per year

Benefits:

• 401(k) matching
• Health insurance
• Paid time off

Work Location: Remote