Sr. Account Executive, National Carrier Sales

Job Description

Job Description

Position Summary

The Senior Account Executive owns the full wholesale circuit portfolio — selling transport, dark fiber, and lit services to carriers, service providers, and enterprise customers of every size. This is a quota-carrying, hunting-and-farming role: you will originate new logos, expand existing NNI and MSA relationships, and manage renewals across a footprint that spans dense metro fiber and underserved rural markets.

Because our network reaches places larger carriers do not, this role sits at the intersection of wholesale and enterprise. You may sell a 10G wave to a national carrier in the morning and a 500M DIA circuit to a regional hospital in the afternoon. Comfort moving between those two conversations is essential.

Key ResponsibilitiesRevenue Ownership

• Carry and exceed an annual quota of [$XX,XXX] in new monthly recurring revenue (MRR) plus non-recurring charges (NRC).
• Own the complete wholesale commercial relationship for assigned accounts, including pricing strategy, margin discipline, and renewal capture.
• Build and maintain a pipeline of at least [3–4x] quota coverage, with accurate stage progression and close-date hygiene in [CRM].
• Ensure proper billing on first invoice.

Selling and Account Development

• Sell the full wholesale product set which may include: dark fiber and IRUs, wavelengths (10G/100G/400G), Ethernet transport (EPL, EVPL, E-LAN), dedicated internet access, IP transit, colocation, tower and small cell backhaul, middle-mile transport, and Type II / off-net solutions.
• Target and develop relationships across all wholesale buyer segments: national and regional carriers, ISPs and WISPs, hyperscalers and content providers, MSOs, wireless operators and tower companies, data center operators, government and E-Rate / RHC-funded entities, and multi-site enterprise accounts.
• Serve as the primary commercial contact for large enterprise circuit customers, and manage the transactional volume of small and mid-market circuit sales without letting either segment go dark.
• Identify and pursue on-net expansion opportunities where existing route mileage can be monetized with minimal capital, and build the business case for near-net laterals and new builds.
• Represent the company at industry events and peering forums (ITW, Metro Connect, PTC, INCOMPAS, regional telecom associations) and convert those relationships into pipeline.

Deal Execution

• Own the quote-to-order process end to end: qualify the request, submit for serviceability and route review, secure engineering feasibility and cost estimates, build the pricing model, and present the proposal.
• Structure ICB (individual case basis) pricing for complex or capital-intensive opportunities, balancing win probability against payback period and IRR thresholds.
• Negotiate master service agreements, service orders, amendments, SLAs, and interconnection agreements in coordination with Legal, Finance, and executive leadership.
• Manage the RFP / RFI / RFQ response process for wholesale and enterprise bids, including pricing matrices, network diagrams, and compliance documentation.
• Coordinate closely with Engineering, OSP / Construction, Network Operations, and Provisioning to set realistic delivery expectations and keep the customer informed through installation and turn-up.

Post-Sale and Retention

• Act as the escalation point for commercial issues on assigned accounts, partnering with the NOC on service-affecting events and with Billing on disputes and credits.
• Manage the contract renewal calendar proactively, addressing churn risk and pricing pressure well ahead of expiration.
• Grow revenue within the installed base through upgrades, additional circuits, diverse routes, and new locations.

Cross-Functional and Market Contribution

• Provide structured market intelligence back to leadership: competitive pricing observed in the field, capacity demand signals, and route or market expansion opportunities.
• Contribute to pricing strategy, product packaging, and go-to-market planning based on direct customer feedback.
• Maintain accurate forecasting and provide clear weekly and monthly commit numbers to leadership.

Required Qualifications

• [5–7]+ years of quota-carrying telecommunications sales experience , with at least [3] years selling wholesale, carrier, or transport services.
• Demonstrated record of consistently meeting or exceeding MRR quota, with documented attainment history.
• Working technical fluency in fiber and transport: OTN / DWDM, wavelength services, Ethernet service definitions (MEF), dark fiber and IRU structures, BGP and IP transit fundamentals, PON and last-mile architectures, and diversity / route protection concepts.
• Ability to read and interpret network maps, KMZ files, route diagrams, and building / lit-list data to qualify opportunities independently.
• Experience negotiating MSAs, service orders, and interconnection agreements with sophisticated counterparties.
• Proven ability to build a territory from a cold start — this role includes greenfield markets without an inherited book of business.
• Proficiency with CRM discipline and comfort operating in [Salesforce / HubSpot / other] as a system of record rather than an afterthought.
• Willingness to travel [30–50%] within the region and to national industry events.
• Bachelor's degree, or equivalent professional experience in lieu of a degree.

Preferred Qualifications

• Existing relationships with carrier and wholesale buying organizations, particularly in the [Gulf South / Southeast] region.
• Experience selling in rural or underserved markets, including familiarity with BEAD, RDOF, USDA ReConnect, E-Rate, or RHC funding mechanisms.
• Background at a competitive fiber provider, regional carrier, or infrastructure / middle-mile operator rather than exclusively at a national incumbent.
• Experience selling to hyperscalers, data center operators, or tower companies.
• Familiarity with OSP construction timelines, permitting, and make-ready realities — enough to set honest customer expectations.

Competencies for Success

• Independent operator.  You can run a territory, prioritize your own week, and produce without daily direction.
• Technically credible.  Engineers respect you because you do not oversell what the network can do, and customers trust you because you can answer questions in the room.
• Commercially disciplined.  You understand that a deal that never pays back is not a win, and you can walk away or restructure.
• Cross-functional.  Delivery depends on Engineering, Construction, and Operations. You bring them in early rather than handing them a signed contract with an impossible date.
• Direct and honest in the field.  Wholesale is a small industry with a long memory. Reputation compounds.

Performance Measures

• New MRR and NRC booked against quota
• Pipeline coverage ratio and forecast accuracy
• Installed-base revenue growth and renewal / retention rate
• Average deal margin and blended payback period on won opportunities
• Quote turnaround time and order accuracy
• New logo acquisition count by segment

Benefits

• Competitive salary based on experience
• Health, dental, and vision insurance
• Paid time off and holidays
• Retirement plan options with employer matching
• Professional development opportunities
• Stable and growing regional company environment

Work Schedule

• Full-time position, typically Monday through Friday, 40 hours per week
• Schedules may vary based on business needs 
• Occasional early mornings, evenings, or weekends may be required to support operational demands, special projects, or peak periods 
• Flexibility is required to support departmental needs, including high-volume or critical service periods 

Physical and Work Requirements

Primarily office and remote work with regular travel by car and air. Occasional site visits to customer premises, colocation facilities, data centers, and active construction areas may require walking uneven terrain and wearing personal protective equipment. While performing the duties of this job, the employee is regularly required to use hands to finger, handle, or feel; reach with hands and arms; talk or hear. The employee frequently is required to stand, walk, and sit; climb, balance, stoop, kneel, crouch or crawl. The employee must occasionally lift and/or move up to 25 pounds. Specific vision abilities required by this job include close vision depth perception, and ability to focus.

The conditions listed are representative of those that must be met by an employee to perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential job functions.

The company has reviewed this job description to ensure that essential functions and basic duties have been included. It is not intended to be construed as an exhaustive list of all functions, responsibilities, skills, and abilities. Additional functions and requirements may be assigned by managers as deemed appropriate.