Account Executive – Firefighting Foams (B2B Sales)

Vorbeck is a leader in advanced materials and high-performance, PFAS-free firefighting foams. Backed by more than 100 patents and working with both civilian and military customers, we are scaling our UL-162-listed foam product line to meet growing demand for safe, environmentally compliant Class B firefighting solutions.

Our mission is to provide fire departments, industrial facilities, airports, and critical infrastructure operators with best-in-class alternatives to legacy AFFF products—without compromising performance. 

Job Type: Full-time, 40 hours per week

Classification: Exempt

Physical Setting/work location: Our physical office locations are in Grand Forks, North Dakota and Columbia, Maryland. In-office work is preferred for sales professionals located near these offices. Remote work may be considered for highly qualified candidates based on experience and role alignment.

Base Pay Range: $100,000 - $130,000, based on experience

Commission: Unlimited commission potential, with target earnings aligned with industry standards.

Vorbeck is seeking an experienced, results-driven Account Executive to expand our municipal, industrial, and commercial market presence for UL-162 firefighting foams. The ideal candidate brings extensive experience in B2B or technical sales, preferably within fire protection, emergency response, industrial chemicals, or municipal procurement.

This is a hunter–closer role responsible for penetrating new markets, developing key customer relationships, supporting technical evaluations, and leading full-cycle sales efforts. As one of the foundational hires for a fast-growing product line, this position plays a critical role in shaping Vorbeck’s long-term market strategy.

Sales & Market Development

• Drive revenue growth for UL-162-listed PFAS-free firefighting foams across municipal and commercial markets.

• Generate pipeline through proactive outreach, territory planning, and channel-building.

• Conduct on-site and virtual presentations, technical product demos, and support burn-test activities.

Customer Engagement

• Build long-term relationships with fire departments, airports, terminals, industrial facilities, and regional distributors.

• Navigate complex buying processes including city councils, procurement boards, and cooperative purchasing pathways.

• Serve as a trusted advisor on foam performance, transition planning, and environmental or compliance considerations.

Strategic Execution

• Partner cross-functionally with product management, engineering, and executive leadership to translate customer insights into product improvements.
• Contribute to market intelligence on competitors, pricing, certification requirements, and industry trends.
• Represent Vorbeck at trade shows, burn demos, training events, and industry conferences.

Pipeline & CRM Discipline

• Maintain accurate opportunity, quote, forecast, and account data in CRM systems.

• Document account strategies, contact plans, and territory activities.

• Provide timely communication to operations on order demand, shipment expectations, and customer needs.

Additional Duties

• Perform additional responsibilities and support special initiatives as assigned.

• Travel required 30–50%.

Education (Required):

• Bachelor’s degree preferred; equivalent experience considered.

Education & Certifications (Preferred):

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

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

Experience

• 7+  years of successful B2B or technical sales experience (fire protection, emergency response, industrial chemicals, or related fields preferred).

• Strong understanding of municipal procurement processes, budget cycles, and distributor networks.

• Proven experience selling to fire chiefs, industrial safety managers, government agencies, and multi-stakeholder decision groups.

• Demonstrated ability to penetrate new markets and grow a new product line.

• Comfortable managing long sales cycles involving multiple technical and administrative stakeholders.

Skills & Abilities 

• Excellent communication, negotiation, and relationship-building skills.

• Strong technical aptitude and ability to articulate UL-162 performance and foam transition considerations.

• Ability to conduct professional demos, presentations, and burn-test support.

• Highly organized with strong territory, pipeline, and time-management abilities.

• Comfortable advising customers on procurement pathways, cooperative contracts, and transition processes.

• Self-directed, persistent, and skilled at building trust with municipal and industrial decision-makers.

• Proficiency with CRM platforms (HubSpot, Salesforce) and digital communication tools.

• Ability to travel 30–50% based on territory needs.

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.*