Director, Sales MDU

Clearwave Fiber LLC•Pooler, GA

6d•Remote

About The Position

The Director, Sales MDU builds and leads a growing team of frontline multi-dwelling unit (MDU) sales professionals within Clearwave’s Strategic Commercial Sales organization. The role drives new property wins, bulk service agreements and Exclusive Marketing Agreements (EMAs) across apartments, condominiums, townhomes, private neighborhoods with homeowner associations, senior living and other multi-unit private communities. It also owns developer and builder relationships throughout Clearwave’s footprint and expansion markets. This hands-on leadership position is responsible for recruiting, training, coaching and team sales performance. The Director sets MDU sales strategy, works alongside MDU Account Executives and Sales Engineers on complex property negotiations, and partners across the business to deliver solutions that meet property-owner needs and align with Clearwave’s network and construction capabilities. The role operates with broad independence under the general direction of the Vice President, Strategic Commercial Sales, and remains personally engaged in the largest and most complex property negotiations. The position is remote, with up to 50% travel. The successful candidate must be located in Alabama, Florida, Georgia, Illinois, Kansas, Maryland, North Carolina, South Carolina or Virginia. Work takes place in office, home-office and field settings, including property sites, construction areas, developer and owner offices, and community events. Regular vehicle and overnight travel throughout assigned markets and Clearwave’s footprint and expansion markets is required.

Requirements

Bachelor’s degree in Business or a related field, or an equivalent combination of education and relevant experience.
Seven or more years of sales experience in telecommunications, Fiber, broadband or related solutions, including MDU, multifamily or real estate-focused selling.
Three or more years directly managing quota-carrying sales professionals, including recruiting, training and developing sellers and leading geographically distributed teams.
Demonstrated success meeting sales targets and growing revenue through property owners, managers, developers or builders.
Experience drafting and negotiating proposals and contracts, such as bulk service, access or easement agreements, with property management or real estate development organizations, including their consultants and legal counsel.
Valid driver’s license and a clean driving record, as defined by company policy, maintained throughout employment; the role requires driving a personal or company vehicle to property, developer, customer and market locations.
Working knowledge of property access laws, FCC requirements and inside wiring rules as they apply to MDU properties.
Strong skills 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 and ability to translate Fiber network, managed Wi-Fi and IoT capabilities into business value for property owners, managers, developers and residents.
Strong leadership, coaching and performance-management skills, with the ability to build and sustain a high-performing, geographically distributed sales team.
Sound business and financial judgment, including the ability to structure fee arrangements and contract terms within company guidelines.
Proficiency with Microsoft Office and Salesforce or a comparable CRM and sales reporting platform.

Nice To Haves

Experience building or scaling an MDU or community solutions sales team across multiple markets.
Background selling Fiber-based broadband, managed Wi-Fi or IoT solutions to multifamily properties, HOAs, senior living or other multi-unit private communities.
Established relationships with multifamily owners, operators, developers or builders.
Experience working with construction and operations teams on new-build and retrofit property launches.

Responsibilities

Recruit, onboard, train and develop MDU Account Executives across existing and expanding markets, and build a positive, competitive and collaborative team culture.
Directly manage frontline sellers through one-on-ones, deal reviews, strategy sessions, property and developer meetings, and field coaching; coach the sales cycle from prospecting through negotiation and close.
Set performance expectations, address performance gaps and recognize achievement.
Develop and execute MDU sales plans aligned with Strategic Commercial revenue goals, prioritizing territories, property portfolios, owners, developers and builders, including competitor-served properties.
Guide account strategies for large ownership groups, management companies and multi-property portfolios; engage executives, developers and builders in major proposals, presentations and negotiations.
Secure easements, right-of-entry and access agreements; win bulk service agreements and renewals; and execute EMAs in non-bulk environments.
Build relationships with property consultants and advisors, and negotiate and administer one-time or residual fee arrangements within company-approved guidelines in partnership with Finance and Legal.
Work with property-side legal counsel on bulk and EMA agreement terms, balancing owner requirements with Clearwave’s contract standards.
Oversee outreach initiatives, events, presentations and incentive programs; use market insights and property feedback to identify growth opportunities and refine sales strategy.
Develop and deliver presentations and proposals for customers, builders, developers and partners that explain the business case for Clearwave Fiber at the property level.
Execute a solution-sales strategy for Fiber to the unit and Clearwave SmartMDU solutions, including tenant-secure managed networks, connectivity across properties and common areas, Wi-Fi calling in challenging cellular environments, and IoT solutions.
Establish a service-delivery approach and Client Success account-management process covering the property lifecycle from contract and launch through ongoing service and renewal.
Own team quota attainment, revenue growth, bulk agreement acquisition and retention, property penetration and seller productivity; conduct disciplined pipeline and forecast reviews.
Assign territories and property portfolios, resolve territory or account overlaps, build the annual MDU sales budget, and accurately forecast revenue and unit counts.
Ensure consistent use of CRM, dashboards and sales reporting, and help develop and implement sales playbooks for prospecting, property planning, contract negotiation and sales execution.
Ensure sales practices and contracts comply with applicable property access laws, FCC rules, inside wiring requirements and company standards.
Partner with Sales Engineering to align solutions with property requirements and network capabilities; coordinate with Construction, Operations, Service Delivery and the PMO on expectations, property launches, handoffs and implementations.
Work with Marketing on resident-facing campaigns and MDU market development; collaborate with Finance, Legal and other partners on pricing, contract terms and business decisions; resolve cross-functional issues affecting sales execution or the property and resident experience.
Perform other related duties as assigned.