A commercial security sales representative walks business sites, finds where doors, cameras, alarms and cabling fall short, and writes a proposal the install team can build. They manage the deal from first meeting to signed contract and stay in touch so the customer adds service and new sites.
By the HireBus team · Updated · Pay data: BLS, May 2025
Median pay, security systems companies · BLS, May 2025
The Sales Representative is responsible for evaluating security needs, proposing tailored low voltage solutions, and closing commercial deals that drive revenue growth and enhance customer safety. This role combines industry expertise with exceptional sales acumen to deliver outstanding results and contribute to the overall success of the organization.
2. Essential Duties and Responsibilities
Evaluate prospective clients’ security requirements and conduct comprehensive needs assessments.
Develop and propose customized security and low-voltage solutions to commercial clients.
Lead the entire sales process from prospecting and initial meetings to contract negotiation and closing.
Maintain strong relationships with customers to ensure satisfaction and foster repeat business.
Collaborate with internal teams to ensure seamless installation and service delivery for deployed solutions.
3. Key Tasks / Daily Activities
Conduct daily prospecting and outreach to potential commercial clients.
Schedule and lead in-person or virtual client meetings to assess security needs.
Prepare and present detailed product demonstrations and proposals.
Follow up with clients post-presentation to address queries and expedite contract sign-off.
Track sales activity and update the CRM system with meeting notes and sales progress.
4. Key Performance Indicators (KPIs)
Revenue per Quarter: Achieve a minimum of $250,000 in closed deals per quarter.
Conversion Rate: Achieve a proposal-to-sale conversion rate of at least 35%.
Customer Satisfaction Rating: Maintain an average customer rating of >4.8 stars.
New Leads Generation: Generate no fewer than 20 qualified leads per month.
5. Required Qualifications and Skills
Bachelor’s degree in Business, Marketing, or a related field.
Minimum of 3 years’ sales experience in the security or low voltage industry.
Proven ability to perform detailed security assessments and solution-based selling.
Excellent communication, negotiation, and presentation skills.
Proficiency in CRM software and Microsoft Office suite.
6. Preferred Experience
Experience working within the home services or commercial security industry.
Prior success in a high-volume sales environment with measurable targets.
Familiarity with industry-specific certifications and regulatory requirements.
Demonstrated record of closing large-scale commercial deals.
7. Physical Requirements
Ability to travel locally to client sites and industry events.
Occasional lifting of product samples and presentation materials (up to 25 lbs).
Exposure to client environments which may involve minor physical navigation around facilities.
Ability to work in various office environments and on-site client locations.
8. Work Environment and Schedule
Standard office hours with additional flexibility based on client meeting times.
Regular travel to client sites and industry-related events.
Fast-paced, target-driven work environment.
Occasional evening or weekend events as required for client engagements.
9. Compensation and Benefits
Base Salary Range: $55,000 to $75,000 per year depending on experience.
Competitive commission structure with uncapped earnings potential.
Health, Dental, and Vision insurance plans provided.
401(k) plan with company match.
Additional fringe benefits such as performance bonuses and paid time off.
10. Company Culture and Overview
At [INSERT COMPANY NAME HERE], we pride ourselves on fostering a collaborative and innovative environment that champions personal and professional growth. We empower our team members to take ownership of their projects, encourage continuous learning, and celebrate successes together. Our culture is built on respect, integrity, and a commitment to delivering exceptional service to our clients, positioning us as leaders in the home services and security solutions industry.
11. How to Apply
If you meet the above criteria and want to be part of a growth-oriented company focused on customer satisfaction, please send your resume to [INSERT EMAIL HERE] or apply online at [INSERT WEBSITE LINK HERE].
Need help filling this role? HireBus posts the ad, Iris interviews every applicant by phone before you do, and you decide who to hire. Start hiring now
A security rep sells systems that have to meet codes, fit the building and run on the customer's network. These four things shape the work.
Texas classrooms need silent panic alerts
Texas law requires each school district and open-enrollment charter school to give every classroom silent panic alert technology that reaches emergency services, police, health departments and fire departments, starting with the 2025-2026 school year. Districts can pay from their school safety allotment and buy through their usual procurement process. A rep calling on Texas schools learns each district's buying steps before pricing. Source: Texas Legislature: SB 838 (2023), Alyssa's Law, Education Code 37.117, enrolled text.
Readers and call buttons within reach
Under the 2010 ADA Standards, operable parts on accessible elements and routes go within the reach ranges of section 308: 48 inches high and 15 inches low above the floor where a forward or side reach is unobstructed. Card readers, keypads and intercom buttons are worked by hand, so note the mounting height for each door in the proposal and flag any spot where a wall or counter is in the way. Source: U.S. Department of Justice: 2010 ADA Standards for Accessible Design (sections 308 and 309, reach ranges and operable parts).
The IT team is a second buyer
Cameras, recorders and access control panels sit on the customer's network, so the IT staff can stop a sale late. Bring them in early. Ask about network separation, remote access, who holds the admin accounts and how firmware gets updated, and write the answers into the proposal so the install doesn't stall at the network switch.
Survey every opening, not just the front door
Access control is priced door by door. For each opening, the rep notes the door type, frame, existing lock, whether the door carries a fire rating label, where power is, and how cable will reach it. Missing one stairwell or rear door on the walk is how a fixed price turns into a change order.
How much commercial security sales representatives make
The closest BLS group for commercial security sales representatives is sales representatives of services. Sales representatives of services who work for security systems companies earned a median of $37.12 an hour ($77,200 a year) in May 2025, according to the Bureau of Labor Statistics. That’s above the $69,990 median for sales representatives of services in all industries. About 12,270 of the 1,256,010 sales representatives of services in that survey work for security systems companies.
Base salary plus uncapped commission. Decide before you hire whether commission pays on the install price, the monthly service the rep signs, or both, and put it in writing.
Security systems companies
$77,200$77,200 median Middle half $52,850–$87,610 10th–90th $38,450–$111,770
All industries
$69,990$69,990 median Middle half $47,670–$100,480 10th–90th $37,980–$148,840
$25k$50k$75k$100k$125k$150k$175k
10th–90th percentileMiddle halfMedianAnnual pay, May 2025. Source: BLS Occupational Employment and Wage Statistics.
Annual pay by percentile
Group
10th
25th
Median
75th
90th
Security systems companies
$38,450
$52,850
$77,200
$87,610
$111,770
All industries
$37,980
$47,670
$69,990
$100,480
$148,840
BLS doesn’t publish pay for low-voltage contractors on their own. These figures cover security systems services, which include them. Post a real range for your market in the ad.
The pay line in the template above is an example from our Role Blueprint. Set yours from these figures and what local companies pay.
Skills to hire for, and what you can teach
Hire for these
Has sold commercial security, IT or building systems against a quota
Reads floor plans and walks a building without missing openings
Explains cameras, access control and alarms to an owner in plain words
Writes proposals with a scope the install team can follow
Follows up on time and keeps the CRM current
Teach these on the job
Your product lines and how they connect to each other
Your survey app and proposal format
Basic networking terms for talking with IT staff
Accessibility and school safety rules where you sell
What your service agreements cover
Reps carry a tablet with a site survey app such as System Surveyor, the building's floor plans, a tape measure and a small demo kit. Proposals come out of the CRM or a low-voltage estimating tool.
Two of the 6 questions we'd ask, and what a strong answer sounds like. Ask every candidate the same questions, and rate each answer on your own before you compare notes.
Situational · Audio and privacy rules
A business owner wants cameras that record audio in the break room and at the front desk. How do you respond?
A strong answer: Explains that audio recording laws vary by state and may require consent and notice, suggests checking with counsel, and keeps cameras out of private areas like restrooms.
Behavioral · Selling to several decision makers
Tell me about a commercial security deal you won where IT, facilities and the owner all had a say.
A strong answer: Learned each person's concern, such as network security for IT, doors and hardware for facilities and cost for the owner, answered each, and kept one plan moving.
The template's numbers are examples of the kind of goal to set. Build yours from deal size, sales cycle and territory, and adjust as the rep's pipeline fills.
Revenue per Quarter
Sum signed contract value each quarter, with installs and the yearly value of new monitoring or service shown apart, and compare it with the pipeline the rep forecast.
Conversion Rate
Divide signed proposals by proposals presented in the period. Count revised proposals for the same site once, and review lost deals by reason.
Customer Satisfaction Rating
Ask the customer's contact to rate the sale after the system is turned over, and compare the scope they expected with what the crew installed.
New Leads Generation
Count new businesses that agree to a survey or a first meeting from the rep's own prospecting, referrals and events. Leave out leads that marketing handed over.
Should a rep offer remote video monitoring along with cameras?
Offer it where the risk fits, such as car lots, construction yards and sites that sit empty at night. Explain what the operator does when they see someone, when police get called and what the customer pays each month. Cameras the customer watches alone cost less but mostly help after the fact.
How much does a commercial security sales representative make?
Sales representatives of services who work for security systems companies earned a median of $37.12 an hour ($77,200 a year) in May 2025, according to the Bureau of Labor Statistics. The middle half earned between $52,850 and $87,610 a year. Pay also depends on your local market, experience and overtime.
Who should a rep meet at a multi-tenant office building?
Usually two buyers. The property manager controls the lobby, garage, elevators and shared doors, and each tenant controls its own suite. Find out early whose card system runs the building, since a tenant's readers may need to work with it, and who pays for which doors.
Should a proposal reuse a building's existing cable and cameras?
Only after a technician tests them. Older cameras and cable may carry over with the right adapters, but a guess on a fixed-price bid comes out of the margin. List reused items as reuse-if-tested, with a price for replacing each one if the test fails.
What do the 25-pound and site-walk lines mean for a security sales rep?
They describe site visits. The rep carries a demo case or sample devices from the car, walks the building with the customer, and looks into ceilings, closets and equipment rooms. Say in the ad whether ladders are part of the walk or a technician handles that part.
