San Dimas, CA | Full Time | Onsite | $75,000 to $95,000 annually +commission
TierFive is seeking an experienced Outside Sales Business Development professional to develop new commercial, government, higher education, and enterprise opportunities for our document scanning, microfilm, microfiche, large format, and information conversion services. This is B2B and institutional sales only. TierFive does not sell document scanning services to consumers or the general public. Sales conversations typically take place with business owners, C level executives, administrators, City Clerks, department directors, records managers, IT leadership, facilities executives, procurement teams, and other decision makers. This is not a catalog sale or a commodity price per page sale. It is a simple math based ROI sale our services are easily justifiable it up to you to find opportunity's and educate prospects focused on reducing operating costs, improving employee efficiency, reclaiming office space, eliminating perpetual storage expense, reducing records liability, improving disaster recovery, and unlocking historical information. TierFive maintains a national service footprint, allowing this role to pursue qualified opportunities throughout the United States.
About TierFive
TierFive has 20+ years of experience converting paper records and legacy media into secure, searchable digital information. Our capabilities include high volume document scanning, OCR, indexing and metadata capture, microfilm and microfiche conversion, large format drawings and plans, records inventory and reconciliation, secure chain of custody, quality control, electronic delivery, and specialized legacy records conversion. We support corporations, cities and government agencies, colleges and universities, healthcare organizations, financial institutions, legal organizations, and other records intensive customers nationwide. TierFive differentiates itself through security, specialized production capabilities, professional project management, national reach, and experience with complex and regulated records environments. Our credentials include SOC 2 Type II and ISO/IEC 27001:2022, along with operating practices designed to support HIPAA, CJIS, FISMA, FERPA, HITECH, PCI DSS, FINRA, FADGI, FDA 21 CFR Part 11, CLETS, and other regulated environments.
Learn What You’ll Be Selling
Applicants are encouraged to learn more about TierFive and the problems our services solve:
The better you understand why any successful organization should stop paying to store and manage paper records and focus on what they do best, the more effectively you can sell TierFives document scanning services.
What You’re Really Selling
Organizations rarely digitize millions of pages simply because they want PDFs. They do it because physical records consume money, labor, office space, storage expense, management time, and create unnecessary risk. Your job is to identify those costs, quantify them, and compare the customer's recurring expense against the cost of solving the problem once. The discussion may include office lease expense, commercial records storage, employee retrieval time, transportation, relocation costs, records administration, compliance exposure, disaster recovery, and inaccessible historical information. The basic question that closes new business is: What is keeping paper costing your organization today, what will it cost over the next five or ten years, and what does it cost to solve the problem once?
Sell the Cost of Keeping Paper
- Using a conservative planning figure of $25+ per square foot annually for quality office space, a typical filing cabinet can effectively consume 5 to 8 square feet after allowing for access and circulation.
- Using 6 square feet at $25 per square foot equals approximately $150 per filing cabinet per year for office space alone. A records room containing 100 cabinets can represent roughly 600 square feet and $15,000 annually in occupancy cost, before labor, supplies, retrieval, security, and other records management expenses.
- The sales question is simple: “Why are you paying office space rates to store paper?”
- Digitization can allow organizations to reclaim that space or reduce the amount of real estate they require.
Office Moves Create an Immediate ROI Opportunity
Businesses relocating, consolidating, downsizing, closing facilities, or moving out of state are strong prospects. A company may suddenly face hundreds of filing cabinets and thousands of boxes accumulated over decades. Who wants to pay to pack, transport, unload, reinstall, and continue storing filing cabinets full of paper from Point A to Point B? Digitizing records before a move can reduce transportation expense, reduce space required at the new facility, and provide immediate electronic access to historical information. Office relocations, lease expirations, mergers, acquisitions, headquarters moves, facility closures, and real estate reduction initiatives are strong sales triggers.
Replace Perpetual Storage With a One Time Project
Commercial records storage is another major target market. Many organizations have boxes in third party storage that were placed there before the employees now responsible for them were even hired. Nobody knows exactly what is stored, nobody wants to authorize destruction without understanding the contents, and the invoices continue indefinitely. Customers may be paying storage, retrieval, delivery, refiling, permanent withdrawal, destruction, and administrative fees month after month. The sales question becomes: “Why keep paying forever to store records you cannot easily see or use?” A one time conversion project can inventory, digitize, index, and make records searchable while supporting retention review and authorized destruction of eligible originals. Instead of perpetual storage expense, the customer gains practical access to information it already owns.
Sell Risk Reduction and Disaster Recovery
Paper creates business continuity and disaster recovery exposure. Critical records may exist in one file room, warehouse, basement, or storage facility. Fire, water damage, theft, environmental deterioration, building failure, or loss of access can make those records unavailable or permanently destroy them. Properly managed digital records can support controlled access, encryption, searchable indexing, audit logging, backup, disaster recovery, geographic redundancy, retention controls, legal response, and continued access when a physical location is unavailable. The executive question that consistently closes new business is not “What does scanning cost?” It is “What is it costing you to keep this paper, and what could your organization do with the money, time, space, and information if you did not have to physically manage it anymore?”
The Dark Data and AI Opportunity
Another growing opportunity involves dark data: valuable historical information that organizations already possess but cannot practically search or use because it remains trapped in paper files, microfilm, and other analog records. TierFive is increasingly working with large organizations that want decades of their historical paper documents converted into searchable digital information to support their own AI, Large Language Model, CRM, analytics, knowledge management, and business intelligence initiatives. Historical records may contain former customers, dormant accounts, past sales contacts, previously quoted opportunities, closed or shelved business, contracts, proposals, correspondence, project histories, product information, and institutional knowledge. The business case is simple: Physical Archive → Searchable Digital Information → AI, LLM, CRM and Analytics → Rediscovered Business Value For some enterprise customers, document scanning is no longer just about eliminating paper. It is about recovering decades of business intelligence that became inaccessible when the records were committed to storage.
Government and Higher Education
TierFive works extensively with public sector records, making state and local government a significant growth market. These are professional organization to organization sales relationships; there are no consumer or general public sales. City Clerks and municipal departments may maintain decades of council records, resolutions, ordinances, contracts, minutes, permits, planning records, public works files, maps, drawings, historical archives, microfilm, and microfiche. Opportunities may involve cities, counties, special districts, City Clerks, public works, planning and building departments, law enforcement agencies, and other public sector organizations. Government sales may involve budgeting cycles, RFQs, RFPs, cooperative purchasing, formal procurement, and multiple stakeholders. Higher education is another major growth vertical. Colleges and universities frequently maintain student records, registrar files, admissions records, financial aid documents, HR files, accounting records, contracts, facilities documentation, building plans, and institutional archives. The business case combines space recovery, faster access, FERPA related controls, records protection, disaster recovery, continuity, and modernization.
Who You’ll Sell To
This is a decision maker level B2B sales position. Typical contacts include business owners, CEOs, CFOs, COOs, CIOs, General Counsel, corporate administrators, City Clerks, department directors, records managers, controllers, HR executives, facilities leaders, corporate real estate executives, procurement professionals, and university administrators. You must be comfortable contacting and then openly and honestly discussing cost, ROI, efficiency, risk, compliance, real estate, business continuity, and information access with senior decision makers.
What You’ll Do
- Prospect and develop commercial, enterprise, government, and higher education accounts
- Build your own pipeline through telephone outreach, email, networking, referrals, research, associations, events, and direct prospecting
- Identify organizations with substantial paper, microfilm, microfiche, large format, or commercially stored records
- Develop relationships with owners, C level executives, administrators, City Clerks, department heads, IT leaders, records managers, facilities executives, and procurement teams
- Conduct discovery meetings focused on financial and operational problems
- Build math based ROI models using office space, storage, labor, retrieval, transportation, relocation, and records management costs
- Compare one time conversion costs against multi year physical records costs
- Identify office relocation, consolidation, storage, disaster recovery, and dark data opportunities
- Conduct onsite surveys of filing rooms, boxes, cabinets, storage inventories, microfilm libraries, and large format collections
- Prepare and present proposals, ROI findings, RFQs, RFPs, and procurement responses
- Work with TierFive estimating, project management, operations, and production teams
- Maintain accurate CRM activity, pipeline, forecasts, and follow up
- Manage opportunities from prospecting through contract award
- Expand successful customers into additional departments, facilities, and projects
This Is Consultative B2B Sales
There are no consumer or general public sales in this position. We want someone who can walk into a file room or records warehouse and see more than boxes and filing cabinets. You should see office space cost; storage cost; labor cost; retrieval cost; moving cost; administrative cost; compliance liability; disaster recovery exposure; physical records risk; hidden information; and business opportunity. The customer may initially believe paper costs very little because it already exists. Your job is to show them what continuing to manage it costs, what future liability it creates, and what value may still be trapped inside it.
What We’re Looking For
Successful candidates should have experience in outside B2B sales, business development, consultative selling, professional services sales, technology sales, government sales, or another complex solution sales environment. You should be very comfortable networking, prospecting from scratch, cold calling, conducting executive level meetings, visiting customer locations, working with financial calculations, presenting ROI, developing proposals, negotiating, following up consistently, and closing business. Experience selling into government, higher education, enterprise organizations, document imaging, records management, ECM/DMS, IT services, managed print, office technology, commercial real estate, commercial records storage, or other records intensive markets is particularly valuable. Government procurement, public sector RFP, cooperative purchasing, or higher education experience is a plus. What matters most is your ability to find the problem; quantify the cost; present the business case; build confidence; close the project; and expand the account.
What Success Looks Like
Prospect → Executive Conversation → Discovery → Quantified Business Problem → ROI Case → Proposal → Project → Expanded Account A salesperson may begin with one file room and uncover hundreds of stored boxes, additional departments, another facility, a microfilm archive, an upcoming relocation, a university wide initiative, a citywide records conversion, or millions of historical records that can be transformed into usable digital information. The objective is to understand the customer's larger records problem and become the company they call when physical information needs to become digital.
Why Work at TierFive?
You will be selling a service with a clear and measurable business case. Organizations are already spending money on physical records through office rent, employee labor, commercial storage, retrieval, transportation, relocation, administration, operational inefficiency, disaster recovery exposure, and risk. You will have access to 20+ years of industry experience, a national service footprint, specialized paper, microfilm, microfiche, and large format capabilities, established security credentials, experienced estimating and project management resources, and a production organization capable of supporting everything from commercial projects to complex government, university, and enterprise conversions. TierFive offers flexible scheduling options based on business needs, healthcare benefits for eligible employees, 401(k) retirement benefits for eligible employees, training on our services and project scoping processes, and occasional company activities including potlucks, pizza lunches, ice cream tastings, and other team events. TierFive maintains a security focused workplace, and employees with access to client, prospect, or confidential business information are subject to consistent post offer background screening and applicable security requirements.
Job Code
Because attention to detail, following written instructions, and careful review are important parts of this position, and web bits cant read applicants must enter OS2651 in the Job Code field below to continue the application. TierFive is an equal opportunity employer and considers qualified applicants without regard to protected characteristics under applicable law. Reasonable accommodation is available for qualified individuals during the application and employment process.
