Inside Sales Account Manager, Comfort

Department Description

Palmetto's HVAC channel team builds and grows a national network of HVAC contractor and dealer partners who offer Palmetto comfort plans to homeowners. The team operates across five field CAM territories and an inside sales channel, driving partner activation, financing volume, and new-to-program (NTP) counts through hands-on relationship management and a performance coaching model. Inside sales is the primary channel for partner markets outside the five field territories, managing a national book of accounts remotely. Our goal is to make it simple for HVAC contractors to offer best-in-class financing that helps homeowners upgrade their systems, improve comfort, and lower energy costs.

Location

This position will be based in Charlotte, NC.

Reporting

This position will report to the SVP, Head of HVAC & Heat Pump.

Summary of Role 

The Inside Sales Account Manager, Comfort manages and grows an assigned portfolio of HVAC contractor and dealer partner accounts. Reporting to SVP, Head of HVAC & Heat Pump, this role drives partner engagement, activates new accounts, grows financing volume, and generates NTPs (New to Program) the first funded projects that confirm a newly onboarded partner is actively selling. This is the inside channel complement to Palmetto's five field CAM territories, covering partner markets without a dedicated field rep.

Strategic & Tactical

• Own a portfolio of HVAC contractor and dealer partner accounts across geographic markets not covered by a field CAM territory.
• Build strong relationships with business owners, sales managers, and key decision-makers through regular outbound calls, emails, and virtual meetings.
• Serve as the primary point of contact for Palmetto's comfort plans, financing programs, and partner support.
• Follow up with newly onboarded partners to drive activation 
• Identify barriers to adoption and build action plans to increase utilization.
• Develop strategies to grow comfort plan financing penetration within existing accounts.
• Identify upsell and cross-sell opportunities across Palmetto's product and program portfolio.
• Monitor account health and proactively re-engage dormant or underperforming partners.
• Achieve monthly and quarterly goals for NTP count, partner activation rate, application volume, funded projects, and active partner rate.
• Maintain accurate forecasting and pipeline management in Salesforce.
• Conduct virtual partner training on the Palmetto Comfort Plan financing products, and current promotional programs.
• Provide partner feedback to improve products, processes, and the overall partner experience.

Qualifications

• 3+ years of inside sales, account management, customer success, or business development experience.
• Experience managing a book of business or customer portfolio.
• Strong consultative selling and relationship-building skills.
• Excellent verbal and written communication.
• Self-motivated with strong organizational and time-management skills.
• Experience using Salesforce or a comparable CRM platform.
• Experience in HVAC, home services, or a related trades contractor channel is a plus.
• Familiarity with comfort plans, subscription-based home services, or recurring revenue models is a plus.
• Experience working within a dealer or contractor certification program (e.g., LightReach Certified or similar) is a plus.
• Experience selling financing, fintech, or embedded financial products to SMBs is a plus.