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.

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.

• 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…