Sales Director

Archtop Fiber is a locally built, fiber-first broadband and communications provider serving communities across the Hudson Valley and beyond. We deliver reliable fiber connectivity and communications solutions to residential and business customers, with a strong commitment to exceptional service, community partnership, and sustainable growth.

Job Summary

Targeted Compensation is $180,000 per year: $120k base salary + $60,000 commission potential

Archtop Fiber is seeking a Director of Sales to build, lead, and scale our multi-channel sales organization across residential and small business customers. This newly created leadership role will have responsibility for Direct Sales, Inbound/Inside Sales, and third-party MDU sales relationships , with a mandate to develop the people, processes, tools, and operating disciplines required to create a high-performing and scalable sales organization.

The Director of Sales will translate company growth objectives into actionable sales plans, establish clear performance expectations across channels, and build repeatable processes that improve productivity, conversion, and customer acquisition. This leader will be equally comfortable developing strategy, analyzing performance, coaching sales teams, and rolling up their sleeves to establish new processes in a growing organization.

The ideal candidate brings experience building or scaling sales functions in telecommunications, broadband, subscription services, or another high-volume customer acquisition environment.

Responsibilities

Sales Leadership & Strategy

• Own sales performance across Direct Sales, Inbound/Inside Sales, and third-party MDU sales channels for residential and SMB customers.
• Translate subscriber, revenue, and market penetration goals into channel-level sales targets and execution plans.
• Develop sales strategies by market, customer segment, product, and channel to maximize customer acquisition and revenue growth.
• Establish clear goals, KPIs, accountability, and operating rhythms across the sales organization.
• Partner with senior leadership on sales forecasts, capacity requirements, market opportunities, and growth initiatives.
• Identify performance gaps and develop actionable plans to improve sales productivity and results.

Direct Sales – Residential & SMB

• Lead and scale field-based direct sales efforts targeting residential and small business customers.
• Develop market-level sales plans based on serviceability, penetration opportunities, competitive dynamics, and construction expansion.
• Establish territory management, lead assignment, prospecting, follow-up, and sales activity standards.
• Build a disciplined approach to field sales productivity, including expectations for activity, conversion, customer acquisition, and market penetration.
• Develop the SMB direct sales motion, including prospecting strategies, pipeline management, qualification, and closing processes.
• Ensure sales teams have the training, messaging, tools, and competitive knowledge necessary to effectively represent Archtop Fiber in the market.

Inbound & Inside Sales

• Build and optimize the Inbound/Inside Sales function to maximize conversion of customer inquiries and sales leads.
• Establish processes for lead routing, speed-to-lead, follow-up cadence, pipeline management, and lead disposition.
• Develop consistent sales practices across phone, digital, and other inbound customer interactions.
• Partner with Marketing to improve lead quality, conversion, campaign follow-up, and visibility into the customer acquisition funnel.
• Create processes to systematically re-engage open opportunities, unconverted leads, and other high-intent prospects.
• Establish performance standards and coaching practices focused on conversion, productivity, quality, and customer experience.

MDU Channel & Third-Party Relationships

• Manage sales execution and performance through third-party MDU sales partners and relationships.
• Establish clear expectations, processes, reporting, and accountability with external sales partners.
• Develop scalable playbooks for driving resident adoption within multi-dwelling properties.
• Coordinate with internal teams to ensure third-party partners have accurate serviceability information, sales materials, offers, and support.
• Monitor partner productivity and conversion and identify opportunities to improve MDU penetration.
• Ensure the customer experience delivered through external partners meets Archtop Fiber standards.

Sales Operations & Scalability

• Build the foundational processes required to scale the sales organization as Archtop Fiber expands into additional markets.
• Establish standardized sales workflows, playbooks, reporting, documentation, and operating procedures across channels.
• Define and continuously improve processes for lead management, territory assignment, pipeline management, order handoff, follow-up, and sales reporting.
• Drive consistent adoption and utilization of CRM and sales technology, ensuring accurate and actionable sales data.
• Identify opportunities for automation and process improvement that increase seller productivity and reduce administrative burden.
• Partner cross-functionally to remove operational barriers that impact the ability to sell or successfully convert customers.
• Create scalable onboarding and training programs that enable new sales team members to become productive quickly.

Performance Management & Analytics

• Develop and maintain sales scorecards across channels, markets, teams, and individual contributors.
• Track and manage key metrics including sales volume, conversion, productivity, pipeline, penetration, customer acquisition, and channel performance.
• Conduct regular sales performance reviews and use data to identify trends, opportunities, and corrective actions.
• Develop reliable sales forecasts and communicate risks and opportunities to leadership.
• Establish a performance-driven culture with clear expectations, regular coaching, recognition, and accountability.
• Partner with Finance and Marketing to evaluate channel economics and ensure sales resources are deployed effectively.

Cross-Functional Leadership

• Partner closely with Marketing to align demand generation, promotions, market launches, lead generation, and sales execution.
• Collaborate with Construction and Operations to ensure sales activity is coordinated with serviceability and market expansion.
• Work with Customer Experience and Installation teams to create effective handoffs from sale through installation and activation.
• Partner with Finance and leadership on forecasting, incentive structures, sales capacity, and channel economics.
• Serve as the voice of the sales organization, bringing customer, competitive, and field insights back into company decision-making.

Qualifications

• 7+ years of progressive sales experience, including experience leading sales teams and managers.
• Demonstrated success building, scaling, or transforming sales organizations or sales channels.
• Experience managing multiple customer acquisition channels, ideally including field/direct sales and inbound/inside sales.
• Telecom, broadband, cable, fiber, subscription services, home services, or similar high-volume sales experience strongly preferred.
• Experience selling to or managing sales motions across both residential and SMB customer segments preferred.
• Strong understanding of sales funnels, pipeline management, conversion, territory management, and sales forecasting.
• Experience developing sales processes, playbooks, KPIs, compensation structures, and performance management practices.
• Strong analytical orientation with the ability to translate sales data into clear actions.
• Experience with CRM and sales enablement platforms; HubSpot experience is a plus.
• Proven ability to operate successfully in a high-growth environment where processes and organizational structures are still being built.
• Strong leadership, communication, coaching, and cross-functional collaboration skills.

Leadership Profile

The successful Director of Sales will be a builder as much as a leader . This individual will recognize where structure is needed, develop practical solutions, and establish processes that can scale without creating unnecessary complexity.

They will bring a strong sense of accountability and urgency while creating an environment in which sales professionals understand what is expected of them, have the tools to succeed, and receive consistent coaching and feedback.

Most importantly, this leader will be able to move comfortably between strategy and execution — understanding the company's broader growth objectives while ensuring that day-to-day sales activity consistently translates into customers and revenue.

Measures of Success

Success in this role will be measured through:

• Achievement of residential and SMB sales targets
• Gross subscriber additions and revenue contribution
• Market and cohort penetration
• Inbound lead-to-sale conversion
• Direct sales productivity and conversion
• SMB pipeline creation and close rates
• MDU partner productivity and resident penetration
• Sales forecast accuracy
• Lead response and follow-up effectiveness
• CRM adoption and data quality
• Successful implementation of scalable sales processes and operating disciplines
• Development and retention of a high-performing sales organization