Account Director, Community Solutions (Bulk Acquisitions)

Ripple Fiber•Charlotte, NC

32d

About The Position

At Ripple Fiber, we deliver more than high-speed internet. We’re creating a ripple effect by producing opportunities and brighter futures for the residents of the communities we serve. Join America’s most innovative, industry-leading fiber internet company, and help shape the future. We believe the biggest wave starts as a ripple. We are a dynamic, fast-growing, and innovative company driven by ambitious self-starters with entrepreneurial mindsets. Our fast-paced environment fosters creativity, collaboration, and initiative. We are people-centric, placing strong emphasis on employee experience, career growth, and professional development. You’ll spearhead Ripple Fiber’s growth in multi-dwelling unit (MDU) communities by identifying, developing, and closing bulk agreements with builders, property managers, ownership groups, and HOA/board stakeholders. This is a strategic, field-heavy role requiring strong business development skills, contract negotiation expertise, and technical fluency. You will navigate Right of Entry (ROE) and Bulk Internet Master Services Agreements (MSAs), coordinate with internal build teams, and ensure successful community launches.

Requirements

3–5+ years of field sales or account acquisition experience with complex, multi-stakeholder deals (telecom, multifamily, community sales, or related).
Documented success exceeding quotas and closing contracts with property owners/PMs; comfort with long sales cycles.
Proven negotiation and contract proficiency (proposals, ROE terms, pricing constructs); detail orientation for forecasting.
Working knowledge of fiber networks, managed Wi-Fi; able to translate technical concepts into business outcomes for non-technical audiences.
Strong communication (in-person presentations, phone/email/Teams) and executive presence with boards and C-suite stakeholders.
Proficiency with MS Office (Excel, Word, PowerPoint) and CRM tools.
Bachelor’s degree or equivalent experience.

Nice To Haves

Experience selling bulk MDU agreements; familiarity with HOA governance and legal review cycles (redlines, exhibits, SLAs).
Prior work with new construction timelines and coordination across Engineering/Construction/Sales Ops.

Responsibilities

Develop territory plans to source and progress MDU bulk opportunities (new build and brownfield), owning the funnel from first touch to signed ROE.
Build and maintain influential relationships with key decision-makers and consultants across the MDU ecosystem, including property owners, HOA boards, developers, VP of Construction, building operations leaders, asset managers, multifamily brokers, property managers, and specialized consultants (legal, finance, IT managed services).
Engage these stakeholders to influence complex, multi-party decisions and drive bulk agreements through long sales cycles.
Generate leads through proactive networking, referrals, and on-site engagement, as well as participation in industry trade shows, multifamily conferences, and association events.
Build visibility through memberships in key real estate and property management organizations, and leverage relationships with consultants (legal, finance, IT managed services) to uncover opportunities.
Utilize CRM systems and market intelligence tools to identify and prioritize high-value accounts, including national and regional builders, developers, and ownership groups.
Drive outreach campaigns targeting decision-makers and influencers across the MDU ecosystem to consistently feed the top of the funnel.
Create and deliver compelling value presentations that position Ripple Fiber as a trusted advisor to national and regional developer teams.
Highlight fiber’s long-term reliability and future-proof performance, its impact on property resale value, and the strategic advantage of locked-in revenue streams through bulk agreements.
Connect technical benefits to financial outcomes to influence key stakeholders.
Diagnose property needs (construction timelines, riser/fiber paths, Wi-Fi architecture, TV/streaming preferences, billing models) and propose tailored solutions.
Partner with Construction, Engineering, and Sales Ops to produce compelling proposals that include detailed scope, pricing, SLAs, launch plans, and network designs optimized for futureproofing and IoT readiness.
Ensure proposals clearly communicate technical advantages and long-term scalability to meet evolving smart-building and connected community needs.
Lead negotiations for bulk service agreements and ROE; manage the legal redline process with internal counsel and stakeholders.
Secure long-term agreements that optimize product penetration (managed Wi-Fi, HSI, video/streaming) and protect exclusivity where appropriate.
Orchestrate a frictionless handoff to delivery teams; stay engaged through install/launch to ensure resident activation and property satisfaction.
Track results and course-correct to hit unit goals; assist in early lifecycle upsell/cross-sell (premium speed tiers, add-on services).
Maintain accurate pipeline, forecasts, and activity in CRM; prepare weekly territory updates and quarterly account reviews.
Monitor competition and market dynamics; feed insights to leadership to refine offers and playbooks.