Director, Sales MDU

This is a fully remote position, open to applicants in Alabama, +7 more states.

📋 Description

• Recruit, onboard, train, and develop MDU Account Executives across both established and emerging markets.

• Foster a positive, competitive, and collaborative culture that emphasizes accountability, development, and retention.

• Directly manage frontline sellers through individual meetings, deal evaluations, strategic sessions, property and developer engagements, and field coaching.

• Coach throughout the entire MDU sales cycle, from market research and prospecting to proposal development, contract negotiation, and closing.

• Create and implement MDU sales plans that align with Strategic Commercial revenue objectives.

• Prioritize territories, property portfolios, and target owners, developers, and builders.

• Guide account strategies for large ownership entities, management companies, and multi-property portfolios.

• Lead initiatives to secure easements, right-of-entry and access agreements, bulk service agreements and renewals, and Exclusive Marketing Agreements.

• Build relationships with property consultants and advisors while managing approved fee arrangements with Finance and Legal.

• Collaborate with property-side legal counsel on the terms of bulk and EMA agreements.

• Spearhead outreach initiatives, events, presentations, and incentive programs.

• Create customer-, builder-, developer-, and partner-facing presentations and proposals for Clearwave Fiber.

• Execute solution sales for Fiber to the unit and Clearwave SmartMDU solutions.

• Establish service delivery and Client Success account management processes throughout the property lifecycle.

• Take responsibility for team quota attainment, revenue growth, agreement acquisition and retention, property penetration, and seller productivity.

• Conduct pipeline and forecast reviews, assign territories and portfolios, develop the annual MDU sales budget, and project revenue and unit counts.

• Ensure the consistent use of CRM, dashboards, sales reporting, and sales playbooks.

• Maintain compliance with property access laws, FCC regulations, inside wiring requirements, and company standards.

• Collaborate with Sales Engineering, Construction, Operations, Service Delivery, and PMO on solutions, launches, and handoffs.

• Work alongside Marketing, Finance, and Legal on campaigns, pricing, contract terms, and cross-functional issues.

• Perform other related duties as assigned.

⛳️ Requirements

• Bachelor’s degree in Business or a related field, or an equivalent combination of education and relevant experience.

• At least seven years of sales experience in telecommunications, Fiber, broadband, or related solutions, including MDU, multifamily, or real estate-focused selling.

• A minimum of three years directly managing quota-carrying sales professionals, including recruiting, training, and developing sellers, as well as leading geographically distributed teams.

• Proven track record of meeting sales targets and increasing revenue through property owners, managers, developers, or builders.

• Experience in drafting and negotiating proposals and contracts, such as bulk service, access, or easement agreements, with property management or real estate development organizations, including consultants and legal counsel.

• A valid driver's license and a clean driving record, as defined by company policy, are required and must be maintained throughout employment.

• Familiarity with property access laws, FCC requirements, and inside wiring rules as they apply to MDU properties.

• Proficiency in territory and account planning, budgeting, revenue forecasting, pipeline management, and CRM discipline.

• Ability to communicate and negotiate effectively with executive decision-makers, property-side legal counsel, and cross-functional partners.

• Solution-selling skills that translate Fiber network, managed Wi-Fi, and IoT capabilities into business value.

• Leadership, coaching, and performance management skills suited for a geographically distributed sales team.

• Sound business and financial judgment, including structuring fee arrangements and contract terms within company guidelines.

• Proficiency with Microsoft Office and Salesforce or a similar CRM and sales reporting platform.

• Capability to drive a personal or company vehicle to property, developer, customer, and market locations throughout assigned areas.

• Willingness to work occasional evenings, weekends, or extended hours as required.

🏝️ Benefits

• Equal Opportunity Employer.

• Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.