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Copeland

Manufactures energy-efficient HVACR compressors and components

Business Development Manager - SaaS Solutions

Full-TimeUpdated on 10/24/2026
$120.5k - $181.5k+ Bonus target
Senior
Remote in USA
RemoteFully remote; travel up to approximately 50% across customer sites, field sales territories and industry events.
Sales & Account ManagementAccount Executive
No H1B Sponsorship

About the job

Requirements
  • At least five years of quota-carrying software or SaaS sales experience, with proven attainment against a recurring revenue target.
  • A demonstrated new-business hunting track record, with most pipeline self-sourced through outbound prospecting and market research rather than inherited accounts, inbound leads, or renewal-led growth.
  • A proven record of winning net-new business and displacing incumbent solutions in accounts with no prior software relationship, including identifying and developing new markets or segments.
  • Strong capability in pipeline development, opportunity qualification, and forecasting.
  • Experience preparing enterprise proposals, RFPs, RFTs, or tender submissions and coordinating cross-functional input into complex, multi-stakeholder bids.
  • Proven stakeholder mapping and account strategy across complex, multi-site customer organizations, including independently reaching executive, finance, IT, and sustainability stakeholders.
  • Experience managing long-cycle consultative sales processes of six to twelve months with multiple decision-makers.
  • Sufficient technical aptitude to become credible quickly in HVAC-R, building systems, or energy management, and to converse with facilities engineers and translate technical output into commercial value.
  • Demonstrated ability to influence, coach, and enable a sales organization without direct reporting authority.
  • Strong organizational skills, including experience managing CRM systems, forecasting and pipeline reporting, and driving standardization of sales processes and documentation.
  • Resilience, self-direction, and comfort operating without an established playbook.
  • Effective communication across customer, team, and internal stakeholder groups, with credibility among engineers and executives.
  • Legal authorization to work in the United States; sponsorship is not provided.
  • Travel of up to approximately 50% is expected across customer sites, field sales territories, and industry events.
Responsibilities
  • Own SaaS pipeline generation, qualification, and forecast accuracy across assigned accounts, territories, and target market segments, with most pipeline self-sourced.
  • Prospect proactively into new and underdeveloped accounts, including outbound and cold outreach to stakeholders with whom the company has no existing commercial relationship.
  • Manage the full sales cycle from initial engagement through contract execution, aligning customer business needs with product capabilities and the value proposition.
  • Work jointly with account-aligned Sales Managers to identify, prioritize, and pursue software opportunities within their portfolios and agree on shared attach targets for named accounts.
  • Build quantified return-on-investment and total-cost-of-ownership cases covering energy savings, refrigerant loss avoidance, product loss and shrink reduction, maintenance efficiency, and emissions or compliance outcomes.
  • Structure commercial proposals to fit how customers fund SaaS operating expenses.
  • Consult customers on the digital journey through connectivity and remote visibility, energy management, fault detection and diagnostics, and full optimization; design the land-and-expand path from first site to full fleet.
  • Identify and develop internal champions and navigate IT, data, and cybersecurity reviews in partnership with technical teams.
  • Own the end-to-end RFP, RFT, and proposal process for enterprise SaaS opportunities, coordinating with internal subject matter experts to develop tender submissions and commercial proposals.
  • Support account-aligned Sales Managers on large enterprise opportunities through stakeholder mapping, proposal coordination, and sales support activities.
  • Drive continuous improvement and standardization of sales processes, proposal documentation, and tender response practices across the SaaS business.
  • Use CRM tools and a consistent qualification standard to manage pipeline visibility, forecasting, and account activity.
  • Organize and participate in industry events, trade shows, and conferences to promote SaaS and digital solutions.
  • Monitor and analyze market trends, the competitive landscape, and regulatory environments, and feed structured market and competitive intelligence into the product roadmap.
  • Collaborate cross-functionally with product, technical sales, marketing, SaaS operations, and customer success partners.
  • Build and sustain relationships with key customer decision-makers and internal stakeholders, and return after deployment with measured value delivered to drive renewal and expansion.
Desired Qualifications
  • At least seven years of total B2B sales or business development experience, including at least five years in software, analytics, or connected-services subscriptions.
  • Experience in HVACR, heating, refrigeration, building systems, energy, or related technical sales environments, or a demonstrated record of acquiring deep technical domain knowledge quickly in a previous role.
  • Direct experience with building analytics, fault detection and diagnostics, energy management, remote monitoring, or IoT platforms.
  • Experience as the first or an early software seller within a hardware-led organization, converting an installed equipment base into recurring digital revenue.
  • Understanding of decarbonization and compliance drivers, including refrigerant regulation and phase-down, energy reporting, and ESG or rating frameworks.
  • Exposure to contractor and service-partner channels and to overlay, specialist, or partner-sales operating models.
  • Experience owning or contributing to enterprise RFP/RFT response processes and standardizing sales enablement documentation, ideally in a platform, analytics, or SaaS business.
  • Formal training in a modern sales methodology such as MEDDICC, Challenger, or Command of the Message, alongside advanced consultative selling, account strategy, or CRM-based sales management training.

About the company

Copeland designs and manufactures compressors, controls, and other components for HVACR systems used in heating, cooling, and refrigeration. Its products pressurize refrigerant and, with smart controls, enable efficient heat transfer to run climate systems with less energy. The company differentiates itself by focusing on energy efficiency and environmental sustainability across a wide range of HVACR parts for a global customer base of OEMs, distributors, contractors, and end users. Its goal is to help customers lower energy use and reduce carbon emissions through sustainable climate solutions.

Company Size

5,001-10,000

Company Stage

Grant

Total Funding

$2.5M

Headquarters

St. Louis, Missouri

Founded

1921

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Simplify Jobs

Simplify's Take

What believers are saying

  • Copeland closed Dickson on September 23, 2026, expanding healthcare and life-sciences cold-chain sales.
  • Alps Controls added Copeland products on August 1, 2026, widening contractor distribution.
  • Chillventa 2026 and INNOVA partnerships position Copeland for heat pumps, data centers, and low-GWP demand.

What critics are saying

  • Dickson and Bueno integration distracts management through 2027 and delays product roadmaps.
  • Danfoss, Daikin, and Carrier compress margins by bundling controls with equipment and service contracts.
  • EU and U.S. refrigerant rules punish slow transitions; legacy compressor designs become stranded inventory.

What makes Copeland unique

  • Copeland controls 200 million installations worldwide across compressors, controls, and software.
  • Dickson adds cloud-native compliance monitoring to Copeland's cold-chain stack on September 23, 2026.
  • Verdant, Bueno, and heat-pump partnerships tie hardware to recurring software and services.

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Benefits

  • Health Insurance
  • Dental Insurance
  • Vision Insurance
  • 401(k) Retirement Plan
  • Parental Leave
  • Paid Vacation
  • Paid Holidays
  • Flexible Work Hours
  • Wellness Program

Growth & Insights and Company News

6 month growth

6%

1 year growth

24%

2 year growth

24%
The Times of India
Oct 14th, 2026
700 supermarkets hit, millions lost: France warns cyberattacks on refrigeration systems may still be ongoing.

700 supermarkets hit, millions lost: France warns cyberattacks on refrigeration systems may still be ongoing. Edited by Yashasvi Vasistha / TIMESOFINDIA.COM / Oct 14, 2026, 20:31 IST A worker restocking products in a refrigerated section of a supermarket two days after the cyberattack on several French supermarkets in Montreuil, France (AP photo) France's cybersecurity authority has warned that a cyberattack targeting refrigeration systems at supermarkets may still be underway, as stores restock fresh and frozen goods discarded after temperatures inside refrigerators and freezers surged. The agency said on Tuesday night that the attacks were "likely still underway" and urged retailers to reconnect refrigeration systems to the internet only through secure virtual private network (VPN) connections or protected networks. It also advised stores to install firmware updates and change passwords, according to the news agency Associated Press (AP). Attackers remotely took control of refrigeration systems at hundreds of supermarkets and independent stores across France in the early hours of Monday. Temperatures reportedly reached 50 degrees Celsius for around six hours, forcing retailers to dispose of fresh and frozen products. The Intermarché supermarket chain reported losses of "tens of millions of euros" in a single day. French finance minister Roland Lescure said around 700 of the country's 10,000 supermarkets had been affected, describing the incident as a "wake-up call for everyone". The attack has also raised concerns about the security of connected refrigeration equipment and the potential impact of cyber incidents on food supply chains. You May Like Older refrigeration systems under scrutiny. France's cybersecurity agency said it was aware of numerous compromises involving remote-control modules used in refrigeration systems manufactured by Danish company Danfoss and US-based Copeland. Danfoss said many of the affected systems were older products that no longer received software or security updates. Copeland said a vulnerability had been identified in "a discontinued, end-of-life generation of controllers" and that it was working with affected customers. A report published in August by US cybersecurity firm Claroty identified vulnerabilities in the Danfoss AK-SM 800A and Copeland XWeb Pro platforms, which are used to manage refrigeration infrastructure in supermarkets, warehouses and other facilities. Claroty said some Danfoss controllers were directly accessible through the public internet, potentially exposing them to attacks. The vulnerabilities identified in the report have since been fixed. Reuters quoted cybersecurity experts as saying the French attack appeared to have exploited weaknesses in older systems and inadequate security practices. The precise method used to gain control of the refrigeration equipment has not been publicly disclosed. Ken Munro, a partner at British cybersecurity firm Pen Test Partners, described the issue as one of basic cyber hygiene. "This is about basic cyber hygiene," he said. "Get it wrong and you get a smelly mess of defrosted food." A scan using the internet search service Shodan found at least 4,500 Danfoss interfaces still visible online on Tuesday. It was not independently established how many were running vulnerable software. Dutch supermarket chain resumes systems after separate incident. Meanwhile, Dutch supermarket chain Albert Heijn was restocking shelves on Wednesday as its parent company, Ahold Delhaize, began restarting systems that had been shut down as a precaution following a separate cybersecurity incident. The incident, which began on Sunday evening, disrupted online services, halted home deliveries and affected some supplies to the retailer's extensive network of stores in the Netherlands. The Dutch National Cybersecurity Centre said several cyber incidents had affected Europe's food sector but saw "no reason at this time to believe that these incidents are linked". The disruption highlighted the dependence of supermarkets on digital systems and frequent deliveries. Pieter Zwaan, a senior researcher at the Clingendael Institute, told AP that Dutch supermarkets relied on "just in time" deliveries several times a day to keep shelves stocked. "Without IT and electricity it is impossible to order and deliver product to supermarkets" so frequently, he said. Investigations underway, no perpetrators identified. Authorities in France and the Netherlands are investigating the incidents. Europol confirmed to AP that it was in contact with authorities in the affected countries but declined to provide further details because the investigation was ongoing. No perpetrators have been publicly identified, and no group has claimed responsibility for the French attack. François Deruty, a former operations director at the French Cybersecurity Agency who now works as chief intelligence officer at cybersecurity company Sekoia, said it remained unclear whether the attack was directed by an organised actor or carried out by an individual. "I still can't determine whether it's being directed by someone or whether it's an individual trying to take advantage of the prevailing chaos to show off their skills or send a message," Deruty said. He added that the timing was notable, as French politicians were already dealing with several issues and the disruption had a direct impact on everyday life. The French government has said the attack did not threaten the country's overall food supplies, although Lescure acknowledged that it "touches the heart of our food security". End of Article Five-star memories in Punta Cana.Not all memories feel the same. 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The Walt Disney Company
Oct 14th, 2026
Giant, Stop & Shop, Food Lion websites, apps down after cybersecurity incident, company says.

Giant, Stop & Shop, Food Lion websites, apps down after cybersecurity incident, company says. Dutch supermarket giant Ahold Delhaize said it was working to restore systems following what it described as a security issue Wednesday, October 14, 2026 6:30AM If you are trying to do some online grocery shopping with Giant, Stop & Shop or Food Lion, you may notice that their websites and apps are currently unavailable. Dutch supermarket giant Ahold Delhaize said Tuesday it was working to restore systems it had shut down following what it described as a security issue. The company said its stores - including Albert Heijn in the Netherlands, Delhaize in Belgium and Stop & Shop, Food Lion and Giant in the United States - remained open, but the websites for those brands remained offline. There are published reports of a cybersecurity incident at the company that owns the chains. Each chains' website says they are "working to restore service as quickly as possible," adding that customers can still place delivery orders through Instacart, DoorDash and Uber Eats. Any unfulfilled web and app orders will be refunded. The chains' pharmacies and fueling stations are also still open. Ahold Delhaize said it had no evidence that customer or employee data had been stolen. This comes as cyberattacks disrupted European supermarket chains, affecting refrigeration systems at hundreds of stores in France and forcing a major grocer to shut down websites serving customers in Europe and the United States. French Finance Minister Roland Lescure told Parliament on Tuesday that about 700 of the country's 10,000 supermarkets were affected. He said there was no risk to France's food supplies but acknowledged that the attack "touches the heart of our food security." "It was a wake-up call for everyone," he said. Suppliers say French systems may have been outdated. The French government's cybersecurity agency said Tuesday it was "aware of numerous compromises" involving refrigeration system remote control modules made by Danish company Danfoss as well as U.S.-based Copeland. Danfoss said Monday that most affected systems were older products that no longer received software or security updates, and that it was working with affected customers to limit the damage. "Danfoss has long advised customers to keep supported systems updated with the latest firmware, as well as to operate behind a firewall," the company said. In an August report, U.S. cybersecurity firm Claroty identified vulnerabilities in the Danfoss AK-SM 800A and Copeland XWeb Pro platforms, which are used to manage refrigeration infrastructure in supermarkets, warehouses and other facilities. For example, Claroty said "numerous controllers" using the Danfoss system were directly accessible from the public internet, leaving them wide open for cyberattacks. But it noted that Danfoss and Copeland had since fixed the vulnerabilities. Copeland said Tuesday that a vulnerability had been identified in "a discontinued, end-of-life generation of controllers," and that it was working with impacted customers. Christopher Whyte, an associate professor of homeland security and emergency preparedness at Virginia Commonwealth University, said it's "not too difficult" to carry out such an attack. "It looks like almost certainly what happened here was these controls were left open to the broader network being used by the supermarket," Whyte said. Similar attacks on water systems, power infrastructure and other kinds of physical operations have been fairly common for years, often coming from Iran and other state actors, Whyte said. Over the summer, Minnesota and Michigan reported cyberattacks on their states' water systems. Whyte said attacks on refrigerator systems are not unprecedented. Last month, Stars and Stripes reported that three military agencies were investigating refrigeration outages at U.S. military commissaries that occurred within days of each other. The Associated Press left a message Tuesday seeking comment on that case with the U.S. Army's Criminal Investigation Division Cyber Field Office. But Whyte said the scale of the French attack, and the fact that there appeared to be no ransom demand or stealing of information, made this situation unusual. AI could make cyberattacks more frequent, experts say. It was unclear Tuesday whether the French cyberattack involved artificial intelligence. But advances in AI have contributed to an increase in cybersecurity incidents, said Varun Chandrasekaran, an assistant professor of electrical and computer engineering at the University of Illinois' Grainger College of Engineering. Chandrasekaran said there's also a possibility that the attack happened because of an experiment an AI lab was doing - like what happened with OpenAI's breach of an Australian health department website last month. He said people should absolutely expect an increase in such cyberattacks in the future thanks to AI. But Chandrasekaran said AI could also be useful in preventing such hacks. "Right now it seems like a lot of the defensive countermeasures people have are quite passive," Chandrasekaran said. "What we need is a proactive defender, like another AI model sitting on the defender side that's trying to counter whatever the attacker AI is doing." Associated Press contributed to this report.

PE Hub
Sep 25th, 2026
Phoenix, Quad-C, Thoma Bravo target occupational health; Pharmaceutical growth drives May River's sale of Dickson to Blackstone and Copeland

Phoenix, Quad-C, Thoma Bravo target occupational health; Pharmaceutical growth drives May River's sale of Dickson to Blackstone and Copeland 1 hour ago

Associated Press
Sep 23rd, 2026
Copeland acquires Dickson to advance cold chain intelligence for healthcare and life sciences

Copeland has completed its acquisition of Dickson, a Chicago-based provider of environmental monitoring and compliance technology for life sciences and healthcare environments. The deal combines Dickson's cloud-native monitoring platform with Copeland's controls and enterprise software solutions to enhance cold chain visibility and compliance. The acquisition strengthens Copeland's position across the healthcare and life sciences cold chain, from pharmaceutical manufacturing through distribution and patient care. Together, the companies will offer integrated environmental monitoring and compliance capabilities for highly regulated environments including biotechnology manufacturing, pharmaceutical distribution, and healthcare facilities. The combined technologies aim to reduce risk and product loss by providing actionable insights throughout temperature-sensitive supply chains. Financial terms were not disclosed. Copeland is a global leader in compression technologies and controls solutions with over 200 million installations worldwide.

Mechanical Business
Sep 15th, 2026
Copeland celebrates apprentices with free event.

Copeland celebrates apprentices with free event. By MechBiz On Sep 15, 2026 Copeland Canada is hosting its 8th Annual Apprentice Day for HVAC/R apprentices and students on October 24, 2026 at the company's Integrated Learning Centre in Brantford, ON. The event will include three training sessions led by instructors: Copeland Compressor Troubleshooting, Building & Refrigeration Management Systems, and Vilter Industrial Compressors. Participants will gain troubleshooting experience, and learn about Copeland's electronics, controls and Vilter technology. The day will also include raffles for tools and other prizes, and a mini trade show where attendees can network with industry experts while learning about new HVAC/R technology. A free breakfast and lunch will also be provided.