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Cambium is a modern American wood manufacturer, distributor, and technology company modernizing the wood economy by connecting architects, builders, and leading brands across the built environment. The company works with clients including Amazon, Room & Board, and Equinox, and has been recognized by Time's Best Inventions and Fast Company's Innovation by Design Awards.
You will be Cambium's first architectural sales representative in Northern California, opening and building the territory from the ground up. You will establish the model that the company will replicate in New York, Chicago, and beyond. Your primary responsibility is getting Cambium specified into architectural projects across hospitality, multifamily, higher education, healthcare, corporate interiors, and high-end residential segments.
You will manage a portfolio of 15–20 Bay Area architecture and design firms, mapping decision-makers within each and maintaining regular cadence. Your work includes getting Cambium into the basis of design during schematic and design development phases, registering all specs in HubSpot, and holding specifications through value engineering when substitutes are proposed. You will deliver CEU presentations and lunch-and-learns within your portfolio firms, manage materials libraries, and coordinate with California dealers to ensure specified products flow through the correct channels.
You will carry a pipeline coverage number (quota divided by win rate), report against it weekly, and communicate market intelligence back to leadership. You will also own direct accounts and residential referrals above a set threshold, and work with the VP of Sales to write Cambium's architectural sales playbook—the foundational playbook for all future regions.
The role is field-based, requiring three to four days per week in architecture firms, materials libraries, dealer locations, and job sites, with regular in-person working sessions with the executive team in San Francisco. Home-based the remainder of the time. Target start is January 5, 2027; earlier starts possible for the right candidate. You will report to Sydney Tanaka, VP of Sales.
REQUIREMENTS:
- Five or more years selling specified building products to architects and designers in Northern California (ten or more years preferred)
- Experience with ceilings, acoustic and wall systems, surfaces, tile and stone, flooring, cladding, envelope, glass, or architectural millwork; showroom and design consulting years count if they put you in front of specifiers
- Existing working relationships with Bay Area architecture and design firms, with specific firm and contact names you can reference
- Documented specifications you have personally held through value engineering, with project names and details
- Knowledge of how materials libraries work, how spec sections are written, and how submittals are approved
- Comfort selling through dealers and distributors as well as direct channels
- Patience for long sales cycles (12–24 months from first conversation to PO) and discipline to track pipeline
- Demonstrated track record with named projects, named firms, and clear reasons each chose you
- Daily proficiency with HubSpot or equivalent CRM
- Must live in the San Francisco Bay Area; candidates outside the region will not be considered
