MDU Account Executive

Role Overview

As an MDU Account Executive
, you will drive new revenue growth through proactive sales efforts while managing relationships with Developers, homebuilders, utility companies, property owners, builders’ associations, realtors, and governmental/municipal agencies related to telecommunication infrastructure and service needs.

• Proactively prospect for new business opportunities through face-to-face meetings, cold calling, networking, referrals, email outreach, and industry events.
• Build and maintain a robust sales pipeline by identifying, qualifying, and advancing opportunities with developers, property owners, and key decision-makers.
• Conduct in-person sales calls and site visits to uncover project timelines, decision criteria, and infrastructure needs.
• Deliver compelling sales presentations and proposals tailored to each prospect’s business and community needs.
• Follow a disciplined sales process including follow-up, objection handling, and closing techniques to win new agreements.
• Negotiate and close bulk, exclusive marketing agreements (EMA), non-exclusive marketing agreements (NEMA), and Access Only/ROE agreements as necessary.
• Meet or exceed monthly, quarterly, and annual sales quotas for units, revenue, and contracts signed.
• Maintain accurate and up-to-date CRM records, forecasts, and pipeline reporting.
• Develop strategic territory and account plans to maximize market penetration.

• Serve as the primary point of contact for all negotiated contracts.
• Build and maintain strong, long-term relationships with developers and key stakeholders.
• Identify and execute upsell and expansion opportunities within existing communities.
• Ensure customer satisfaction and retention through consistent communication and follow-up.

• Develop and present plans and negotiate terms for partnering with communities.
• Ensure all agreements are executed in alignment with company objectives and profitability standards.
• Ensure the company maximizes all benefits within agreements and meets obligations.
• Complete and present financial analysis and business cases for each opportunity.

• Track, monitor, and analyze service penetration levels with MDU Sales Manager and local Account Manager.
• Stay informed on local market conditions, competitor activity, and new development projects.
• Attend builder meetings, municipal meetings, and industry events to uncover new opportunities.

• Partner with internal teams (sales, engineering, construction, installation, and support) to ensure successful project execution.
• Coordinate timelines with developers to ensure services are delivered as communities are completed.
• Support and participate in community events, marketing activations, and launch initiatives.

• Maintain strong organization of accounts, contracts, and follow-ups.
• Consistently perform post‑meeting follow‑ups and next‑step communication.
• Provide regular reporting on sales performance, forecasts, and activity metrics (calls, meetings, proposals, closes).
• Perform other duties as assigned to support departmental success.

• Bachelor’s degree or equivalent work experience.
• Minimum 2+ years of outside sales or B2B sales experience (telecommunications experience preferred).
• Proven track record of prospecting, pipeline management, and closing new business.
• Experience in development/construction industry preferred.
• Strong ability to generate leads through cold calling, in‑person visits, and networking.
• Demonstrated success in meeting or exceeding sales quotas and performance metrics.
• Highly self‑motivated, competitive, and results‑driven with strong follow‑up discipline.
• Excellent relationship‑building, negotiation, and consultative selling skills.
• Strong time management and organizational skills with the ability to manage a high‑volume sales pipeline.
• Effective presentation and communication skills (verbal and written).
• Ability to work independently and manage multiple opportunities simultaneously.
• Proficient in Microsoft Office (Word, Excel, PowerPoint) and CRM…