Head of Channel Sales & Customer Success

Company Overview

Vibrant Building Technologies is a hardware and software company focused on advancing HVAC and environmental systems. The company develops integrated solutions that combine sensing, ventilation, filtration, remote diagnostics, and intelligent software to improve indoor air quality, energy efficiency, and overall building performance.

The company’s Ridgefield, Connecticut facility supports manufacturing of its core product suite, including energy recovery ventilation systems, air purification technologies, environmental sensors, and connected system controls. Vibrant is currently expanding production and partner networks in preparation for continued growth.

Position Overview

Vibrant is seeking a Head of Channel Sales & Customer Success to lead the development and management of its HVAC contractor and builder partner network. This role reports directly to the Chief Operating Officer and is responsible for both new partner acquisition and ongoing partner performance.

The position requires a hands-on approach, with regular engagement in the field, including job sites, contractor offices, and industry events. The selected candidate will play a key role in establishing channel strategy, supporting partner success, and building a scalable sales and onboarding framework.

Key Responsibilities

Channel Development

• Identify, recruit, and onboard HVAC contractor partners across the Northeast and Tri-state region
• Establish relationships with builders, general contractors, and design-build firms
• Communicate partner programs, including product offerings, pricing structures, and incentives
• Lead partner onboarding and training processes

Customer Success & Partner Management

• Manage relationships with existing partners and conduct regular performance reviews
• Support partners in increasing product adoption, including system upgrades and subscription offerings
• Address partner needs and escalate product or operational feedback internally
• Oversee rollout of new product features and service offerings across the partner network

Operations & Reporting

• Track and report on channel performance metrics, including unit volume, product adoption rates, and customer engagement
• Maintain accurate CRM records and manage sales pipeline activity
• Coordinate with finance on revenue tracking, commissions, and partner payments

Training & Enablement

• Develop and deliver training programs for contractor and builder partners
• Create sales materials, proposal templates, and customer-facing resources
• Contribute to the development of a standardized channel sales playbook

Cross-Functional Collaboration

• Provide field insights to product, engineering, and operations teams
• Support marketing initiatives targeting contractors and builders
• Participate in industry trade events and regional partner engagements

Qualifications

Required

• 5+ years of experience in HVAC channel sales, distribution, or contractor sales leadership, or earlier-career candidates with demonstrated high performance and a track record of exceeding sales targets in a related industry
• Demonstrated success in building and managing contractor or dealer networks
• Strong communication and relationship management skills
• Ability to operate independently in a fast-paced environment
• Willingness to travel regionally and work on-site in Ridgefield, CT

Preferred

• Experience working with HVAC contractors and builders
• Background in indoor air quality, ventilation, or smart HVAC technologies
• Familiarity with subscription-based product models
• Existing relationships within the Northeast or Tri-state market
• Experience in early-stage or growth-stage companies

Compensation

Compensation includes a base salary combined with performance-based incentives tied to sales, partner activation, and recurring revenue growth. Equity participation may be available as part of the overall compensation package.

Performance Expectations (First 12–18 Months)

• Establish and grow a network of active HVAC contractor partners
• Develop builder relationships that generate consistent project opportunities
• Improve partner adoption rates across product and service offerings
• Implement scalable onboarding and training processes
• Contribute to measurable growth in revenue and recurring service adoption