Director, Sales MDU

Description

This position is remote with up to 50% travel. Successful candidate will be located in one of the following states: Alabama, Florida, Georgia, Illinois, Kansas, Maryland, North Carolina, South Carolina, Virginia.

POSITION SUMMARY

The Director, Sales MDU builds and directly 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 across apartments, condominiums, townhomes, private neighborhoods with homeowner associations, senior living and other multi-unit private communities, and owns developer and builder relationships throughout Clearwave’s footprint and expansion markets. This is a hands-on leadership role with responsibility for recruiting, training, coaching and team sales performance. The Director sets MDU sales strategy, works alongside MDU Account Executives and Sales Engineers to advance 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.

ESSENTIAL DUTIES AND RESPONSIBILITIES

Essential duties and responsibilities include, but are not limited to, the following:

• Recruit, onboard, train and develop MDU Account Executives across existing and expanding markets, and build a positive, competitive, collaborative culture that supports accountability, development and retention.
• Directly manage frontline sellers through regular one-on-ones, deal reviews and strategy sessions, property and developer meetings, and field coaching, and coach the full MDU sales cycle from market research and prospecting through proposal, contract negotiation and closing.
• Set clear performance expectations, address performance gaps promptly and recognize achievement.
• Develop and execute MDU sales plans aligned with Strategic Commercial revenue goals, and prioritize territories, property portfolios and target owners, developers and builders, including properties currently served by competitors.
• Guide account strategies for large ownership groups, management companies and multi-property portfolios with multiple decision-makers, and engage property executives, developers and builders directly in support of major proposals, presentations and negotiations.
• Lead efforts to secure easements, right-of-entry and access agreements, win bulk service agreements and renewals, and execute Exclusive Marketing Agreements (EMAs) in non-bulk environments.
• Build and manage relationships with property consultants and advisors who bring properties to Clearwave, 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 the terms of bulk and EMA agreements, balancing owner requirements with Clearwave’s contract standards.
• Oversee outreach initiatives, including events, presentations and incentive programs, that build relationships with builders, developers and the broader community, and use market insights and property feedback to identify growth opportunities and refine sales strategy.
• Develop and deliver customer-, builder-, developer- and partner-facing presentations and proposals that make the business case for Clearwave Fiber at the property level.
• Execute a solution sales strategy that demonstrates the future-proof value of Fiber to the unit and Clearwave SmartMDU solutions, including tenant-secure managed networks, connectivity that moves with residents across the property and common areas, Wi-Fi calling in challenging cellular environments, and IoT solutions that meet the advancing technology needs of property managers, owners and developers.
• Establish a best-in-class service delivery approach and a Client Success account management process that covers the full 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, and conduct disciplined pipeline and forecast reviews that emphasize opportunity qualification, stage progression, clear next steps and close-date accuracy.
• Assign territories and property portfolios, resolve territory or account overlaps, build the annual MDU sales budget, and forecast revenue and unit counts accurately.
• Ensure consistent use of CRM, dashboards and sales reporting, and help develop and implement sales playbooks that standardize effective 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, and coordinate with Construction, Operations, Service Delivery and the Project Management Office (PMO) to set clear expectations, support property launches and handoffs, and enable successful 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, and resolve cross-functional issues affecting sales execution or the property and resident experience.
• Perform other related duties as assigned.

LEVEL DISTINCTIONS

• Operates with broad independence under the general direction of the Vice President, Strategic Commercial Sales, setting MDU sales strategy, territory design and operating standards rather than executing within them.
• Leads a team of quota-carrying MDU Account Executives directly, including recruiting, performance management and field coaching, while remaining personally engaged in the largest and most complex property negotiations.
• Carries accountability for team-level quota attainment, MDU revenue growth, bulk agreement and EMA wins and renewals, property penetration, forecast accuracy, seller productivity and team retention.
• Distinguished from a Manager-level sales role by ownership of the MDU strategy, budget and contract economics across the full footprint, by executive-level owner, developer and builder relationships, and by authority over fee arrangements and contract terms within delegated limits.

Requirements

QUALIFICATIONS

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements below are representative of the knowledge, skill and ability required.

EDUCATION AND EXPERIENCE

• 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 experience 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.
• Preferred: 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; and experience working with construction and operations teams on new-build and retrofit property launches.
• Valid driver’s license and a clean driving record, as defined by company policy, are required and must be maintained throughout employment. This position requires driving a personal or company vehicle to property, developer, customer and market locations throughout the assigned markets.

KNOWLEDGE, SKILLS AND ABILITIES

• 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, with the 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.

PHYSICAL DEMANDS AND WORKING CONDITIONS

The physical demands and working conditions described here are representative of those an employee must meet to perform the essential functions of this job.

• Work is performed in a combination of office, home office and field settings, including property sites, construction areas, developer and owner offices, and community events.
• Regular travel by vehicle throughout assigned markets is required, including driving in varying weather and traffic conditions.
• Regular overnight travel throughout Clearwave’s footprint and expansion markets for property and developer meetings, field coaching, recruiting and team development.
• Regularly required to sit for extended periods, talk, hear and communicate effectively in person, by phone, by video and in writing.
• Required to use hands and fingers to operate a computer, mobile devices and routine office equipment.
• Occasionally required to walk property grounds, stand for extended periods at events, and lift and carry up to 25 pounds, such as sales materials or event displays.
• Ability to work occasional evenings, weekends or extended hours as community events, owner or builder engagements and business needs require.

This job description describes the general nature and level of work performed. It is not an exhaustive list of all duties, responsibilities and qualifications, and duties may change as business needs require. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Clearwave is an Equal Opportunity Employer. All qualified applicants and employees receive consideration without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, protected veteran status or any other characteristic protected by law.