Director, Sales MDU

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.