--- title: 'Floe - Strategic Accounts Manager at 43North' canonical: 'https://feeny.ai/job/floe-strategic-accounts-manager-43north-buffalo-h18143vw0j7y' type: 'job' last_seen: '2026-09-05' --- # Floe - Strategic Accounts Manager at 43North - **Company:** 43North - **Location:** Buffalo - **Employment:** full-time - **Work type:** hybrid - **Posted:** 2025-11-24 - **Last confirmed live:** 2026-09-05 - **Apply:** https://jobs.gem.com/43north/am9icG9zdDoESxZ2FvrwcT43ev7MT9n5 ## Job description About Floe: Floe is a rapidly growing startup that has developed the smart, cost-effective, and eco-friendly solution for managing hazardous ice and snow on roofs and around the building envelope. Compared to existing solutions, our automated system safely and effectively addresses dangerous buildup while reducing operating costs by >40% and carbon emissions by >99%. Originally spun out of MIT and Yale and tested with the U.S. Army Corp of Engineers, Floe has been validated at dozens of sites in some of the world’s harshest winter environments. Our technology is trusted by major national retailers, state governments, and large commercial and residential property owners across the US and Canada. As we scale rapidly and expand into new verticals, we are building a team of talented, mission-driven people who value impact, precision, and integrity. Our team thrives in a fast-paced, innovative environment and has an excellent results-oriented track record. We are eager to recruit individuals who are driven, thoughtful problem-solvers and who bring diverse perspectives to our mission. About the Role: Floe is entering an exciting new phase of growth, transitioning from successful initial installations to scaled deployments across North America. We are seeking a Strategic Accounts Manager to drive growth across our commercial, industrial, and institutional channels. You’ll help lead the full sales cycle, from prospecting and qualification through proposal, negotiation, and close, often in collaboration with our CEO. This role interfaces with a diverse set of stakeholders, including facilities leaders, property managers, roofing firms, engineering consultants, architects, construction partners, and insurance carriers. This position blends technical sales, relationship building, and consultative problem-solving. You will work closely with the CEO, engineering team, outside sales reps, and external partners to develop strategic accounts, expand existing relationships, convert inbound interest, and support customers throughout the project lifecycle. The role requires sound judgment, maturity, and the ability to represent Floe credibly with senior stakeholders across facilities, construction, and property operations. The ideal candidate is resourceful, flexible, and driven. You excel at understanding customer pain points, translating technical concepts into clear business value, and helping organizations solve real operational challenges. As Floe's first full-time in-house sales hire, you’ll have the opportunity to shape the frameworks, processes, and structure that will support our commercial motion as we scale. Responsibilities: Sales & Business Development - Drive full-cycle B2B sales, from prospecting and outreach to close, across commercial, industrial, and governmental sectors in the US and Canada. - Identify, engage, and develop relationships with key decision-makers, including facility managers, operations directors, and construction executives. - Understand customer pain points (safety, liability, operations, maintenance costs, and energy efficiency) and position Floe’s technical and financial value clearly. - Manage strategic accounts and foster long-term customer relationships. - Prepare tailored proposals and present recommendations to executive and field stakeholders. - Navigate procurement, compliance, and pilot-to-scale processes to ensure smooth adoption. - Maintain accurate records in CRM (HubSpot) and provide clear, regular updates on pipeline health and forecasts. - Travel regularly to customer sites and target markets. - Collaborate with the CEO to develop scalable internal sales processes and qualification frameworks. - Develop outreach templates and guidelines to standardize prospecting and customer movement. - Independently generate and qualify opportunities without dedicated SDR support. Channel & Partner Collaboration - Work with roofing manufacturer reps, installers, engineering firms, architects, and consultants to identify and advance project opportunities. - Support bid submissions and proposal efforts across property management, roofing, construction, consultant, and construction partners. - Attend relevant trade shows, conferences, and association events to build relationships and expand brand visibility. - Coordinate with engineering and operations to ensure client expectations align with system capabilities and installation timelines. Customer Success & Market Insight - Serve as a trusted advisor to clients through pilot, rollout, expansion, & renewal stages. - Collect and synthesize customer feedback to inform product and process improvements in collaboration with engineering. - Stay up-to-date on facilities, construction, property management, roofing, and sustainability trends to refine messaging and identify new verticals. - Contribute to the development of sales collateral, case studies, and ROI tools in collaboration with marketing and operations. Qualifications: - Minimum of 6-10+ years of B2B sales experience, ideally with physical, complex, and/or technical products. - Demonstrated success selling into commercial real estate, construction, facilities management, industrial, and/or government sectors. - Ideally has experience selling into enterprise accounts such as Fortune 500 companies, large retailers, major property operators, and public-sector organizations. - Proven track record engaging Director-, VP-, and C-suite-level stakeholders and managing long-cycle sales. - Strong understanding of sales cycles involving multiple stakeholders, such as engineering, operations, safety, EHS, procurement, and finance teams. - Excellent verbal and written communication skills; comfortable presenting technical products to both executives and field personnel. - Strong pipeline management, prioritization, and forecasting abilities with a consistent record of meeting or exceeding revenue targets. - Self-motivated, disciplined, accountable, and comfortable operating in a dynamic early-stage environment. - Willingness to travel to customer sites, installations, trade shows, and field visits. - Experience shaping early-stage sales structures or GTM frameworks is preferred. - Comfortable with cold outreach via phone, email, digital tools, and in-field site visits. - Familiarity with roofing systems, building envelope fundamentals, and basic construction concepts, with the ability to hold informed conversations and make credible recommendations with roofers, consultants, architects, and facilities professionals, is strongly preferred. - Understanding of SaaS, IoT, or related technology-enabled solutions is preferred. - Experience using HubSpot or similar CRM platforms. - Ability to read basic basic construction drawings or schematics. - Comfort with fieldwork, including rooftop and on-site visits. - Familiarity with roofing systems, building envelope fundamentals, and basic construction concepts, with the ability to hold informed conversations and make credible recommendations with roofers, consultants, architects, and facilities professionals, is strongly preferred. - Understanding of technology-enabled solutions is preferred. - Experience using HubSpot or similar CRM platforms. - Ability to read basic construction drawings or schematics. - Comfort with fieldwork, including rooftop and on-site visits. Location: - There is a strong preference for this to be a hybrid position based in Buffalo, NY. However, we are also open to exploring candidates who are based in the Northeast (NY, MA, CT), Midwest (IL, IN, IA, KS, MI, MN, MO, NE, ND, OH, SD, WI), and Rocky Mountain regions (CO, ID, MT, NM, UT, WY). How to Apply: (Important) - Please send a resume and a short note describing your interest and relevant experiences to recruiting@floesafe.com. Compensation Details: The base pay range for this role is $70,000 – $110,000 per year. Potential for additional commission, benefits, and other long-term incentives. Actual compensation will be determined based on experience, qualifications, geographic location, and other relevant factors. Additional Information: Applicants must be authorized to work for any employer in the United States. We are unable to sponsor or assume sponsorship of an employment visa at this time. Applicants must be willing to submit to, and pass, a background check. Floe Inc is an Equal Opportunity / Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity and expression, national origin, disability, or protected veteran status. The company is an equal opportunity employer. The company shall not discriminate against any employee or applicant because of race, color, religion, creed, sex, sexual orientation, gender, or gender identity (except where gender is a bona fide occupational qualification), national origin, age, disability, military/veteran status, marital status, genetic information, or any other factor protected by law. We are committed to equal employment opportunity in all decisions related to employment, promotion, wages, benefits and all other privileges, terms, and conditions of employment. ## About 43North ## Company Overview - **One-liner**: 43North is a nonprofit organization that runs an annual startup competition and accelerator in Buffalo, NY, investing $5 million each year in high-growth companies to build the local tech ecosystem. - **Entity Type**: Private (Nonprofit) - **Headquarters**: Buffalo, New York, United States - **Founded**: 2014 - **Founders**: Not publicly available ## Core Business - **Primary industry**: Startup ecosystem development, venture capital / accelerator, talent placement - **Target customers**: Seed-stage startups (B2B), investors, job seekers looking to work at startups in Buffalo - **Mission or purpose**: To help founders grow their companies, create jobs, attract capital, and contribute to Buffalo’s growing startup ecosystem ## Products & Services - **43North Competition**: Annual startup competition awarding $5 million in funding to high-growth companies selected through a rigorous application process. Includes an immersive accelerator program. - **43North Compass**: A job board and talent network that connects candidates with open roles at 43North portfolio companies and other Buffalo startups. Also allows recruiters to search a database of thousands of pre-vetted startup candidates. - **Investor Network**: A network connecting portfolio companies with venture capital firms and angel investors, including co-investors like Bessemer, Iconiq Capital, and Rise of the Rest. ## Market Standing - **Valuation/Market Cap**: Not applicable (nonprofit) - **Key Metric**: Annual revenue of ~$2.8M (per LinkedIn). Total funding awarded to portfolio companies since 2014: $51.5M. Portfolio companies have raised over $1B in total investment and created 3,000+ jobs globally (over 1,000 in Buffalo). 12 exits (11 acquisitions, 1 IPO). (Source: LinkedIn) - **Notable Investors/Partners**: Empire State Development (primary funder), Bessemer Venture Partners, Iconiq Capital, Rise of the Rest. Community partners include Larkin Square and various Buffalo-based organizations. - **Growth Signals**: Despite the accelerator concluding in 2027 (final competition year 2026), the newly formed 43North Foundation plans to invest $100 million over the next 10 years to continue strengthening Buffalo’s startup ecosystem. 60% of portfolio companies maintain a presence in Western New York. (Source: LinkedIn) ## Competitive Advantages - Unique as a nonprofit that combines a grant/equity competition with an accelerator, talent marketplace, and investor network. - Deeply rooted in Buffalo, leveraging state funding and community partnerships to create a self-reinforcing ecosystem. - Proven track record: 79 companies funded, $1B+ raised, 12 exits, and established salary premium (average portfolio company salary ~$90k, $30k above regional average). - Access to a curated talent pool (4,000+ candidates in Compass network) that understands startup culture. ## Strategic Focus - 2026 is the final year of the 43North competition. The organization is now transitioning to the 43North Foundation, which will deploy $100M over the next decade to support Buffalo’s startup ecosystem through grants, programming, and ecosystem building. - Continued emphasis on filling high-impact roles at portfolio companies via Compass and growing the local talent pipeline. ## Why Work Here - **Mission**: Directly contribute to building a thriving startup hub in Buffalo, with visible community impact. - **Culture**: Small, passionate team of ~26 employees. Strong sense of purpose and collaboration. Team members include former founders, investors, and ecosystem builders. - **Work Environment**: Based in downtown Buffalo at 1 W Seneca St. Hybrid/remote policy is not specified, but the team appears to be largely in-office or Buffalo-based. LinkedIn shows 26 employees all in the U.S. - **Compensation**: Portfolio company roles average ~$90k salary, significantly above the regional average. For the 43North team itself, specific perks are not publicly detailed. - **Growth**: Opportunity to work across investments, platform, talent, and marketing while directly influencing the success of dozens of startups. - **Job Seekers**: The Compass job board lists openings at portfolio companies (e.g., Customer Experience Analyst, Director of Data Engineering, Account Manager, Electrical Engineer). These roles give access to high-growth startups with established traction and funding. ## Sources 1. [43north.org](https://43north.org/who-we-are/careers/) – Career page describing 43North Compass and talent network 2. [linkedin.com](https://linkedin.com/company/43north) – Company overview, financials, recent news, impact metrics, and team size 3. [43north.org](https://43north.org/who-we-are/team-and-board/) – Leadership team and roles (Nicole Camarre, Colleen Heidinger, etc.) 4. [jobs.43north.org](https://jobs.43north.org/jobs) – Job board for portfolio companies (featured roles, hiring rounds) ## Other roles at 43North - [Kangarootime - Customer Support](https://feeny.ai/job/kangarootime-customer-support-43north-buffalo-15emdwwbbhhq) — Buffalo - [Financial Controller](https://feeny.ai/job/financial-controller-43north-buffalo-33y51db84qxq) — Buffalo - [CoachMePlus - Senior Software Engineer (AI/ML)](https://feeny.ai/job/coachmeplus-senior-software-engineer-ai-ml-43north-buffalo-dbmwzjm9tgw6) — Buffalo, NY - [Floe - Business Operations Lead (BizOps)](https://feeny.ai/job/floe-business-operations-lead-bizops-43north-new-york-bw2jgg5bf13a) — New York, NY - [CoachMePlus - DevOps Engineer](https://feeny.ai/job/coachmeplus-devops-engineer-43north-buffalo-gy5n8fp60ttg) — Buffalo, NY - [CoachMePlus - Senior Frontend Engineer](https://feeny.ai/job/coachmeplus-senior-frontend-engineer-43north-buffalo-m9cehpkmyk66) — Buffalo, NY - [Floe - Associate Product Engineer](https://feeny.ai/job/floe-associate-product-engineer-43north-buffalo-fg07ahqeeksj) — Buffalo - [Floe - Founding Field Operations Lead](https://feeny.ai/job/floe-founding-field-operations-lead-43north-buffalo-zrccmcsjw8r0) — Buffalo - [Cellsense - Materials Scientist](https://feeny.ai/job/cellsense-materials-scientist-43north-new-york-j3pn91zsxwkh) — New York, NY