National Account Executive, Colocation

Job Summary

The National Account Executive, Wholesale Colocation is a quota-carrying seller who wins and expands large-format colocation and build-to-suit opportunities across Ark’s national footprint. You target edge scaler, large enterprise, AI / HPC, and wholesale customers with capacity requirements from several hundred kilowatts to multi-megawatt, multi-site commitments.

This is a strategic, complex-deal role for a seller who has closed large data center transactions before, is fluent in the commercial and technical language of wholesale colocation, and can navigate sophisticated procurement, real estate, legal, and executive processes over long sales cycles.

Please note this role is hybrid remote and located in one of Ark Data Centers states.

What you’ll do:

• Own a named-account and vertical-based territory of hyperscale, edge scaler, large enterprise, AI / HPC, and wholesale prospects; develop a written account plan and multi-year pursuit strategy for each.
• Identify, qualify, and close large-format colocation opportunities: multi-hundred-kilowatt to multi-megawatt, single- and multi-site, powered-shell, and build-to-suit engagements.
• Build executive-level relationships across IT, cloud, real estate, procurement, sustainability, and the C-suite within each target account.
• Maintain an active named-account pipeline of at least 3–4x annual quota with rigorous stage discipline and forecast accuracy in Salesforce.

• Lead multi-month to multi-year sales cycles involving RFI / RFP / RFQ, capacity reservations, and phased delivery commitments.
• Partner with Sales Engineers & Solutions Architects, critical facilities engineering, product, finance, and legal to shape economics, commercial terms, and contract structure (MSAs, service orders, LOIs, capacity agreements).
• Model deal economics: pricing, ramp, escalators, power commitments, SLA structure, and capital implications; defend the recommendation to Ark leadership and to the customer.
• Coordinate with construction, capacity planning, and operations on delivery commitments; hold the line on standards and margin while structuring deals customers will actually sign.

• Represent Ark at national and industry-level events (data center, cloud, AI infrastructure, and vertical conferences); host executive briefings and multi-facility tours.
• Build and maintain relationships across the wholesale ecosystem: hyperscaler real estate and infrastructure teams, brokers, consultants, EPCs, network carriers, and cloud on-ramp providers.
• Serve as a market voice back into Ark product, capacity, and strategy: surface competitive intelligence, customer requirements, and pricing dynamics.

• Own the long-term customer relationship for named wholesale accounts; run executive QBRs and multi-year capacity planning conversations.
• Drive expansion into additional sites, additional power blocks, and adjacent services (interconnection, managed services, hybrid cloud) once the initial anchor is in place.

• 8+ years of quota-carrying enterprise sales experience, with at least 5 years selling wholesale colocation, hyperscale data center capacity, or large-format critical infrastructure.
• A track record of closing multi-megawatt and / or multi-site colocation transactions, or comparable large-format infrastructure deals.
• Deep working knowledge of the wholesale ecosystem: hyperscaler procurement patterns, data center REITs, brokers, EPCs, and the commercial constructs used in large capacity deals.
• Fluency in the commercial and technical vocabulary of critical facilities: power (kW, MW, PUE), cooling, resiliency (N, N+1, 2N), interconnection, and delivery timelines.
• Executive-level presence with C-suite, real estate, and infrastructure buyers; ability to defend commercial and technical positions under sophisticated procurement pressure.
• Rigorous use of Salesforce and a modern sales methodology (MEDDPICC or equivalent) for named-account planning, pipeline management, and forecast accuracy.

• Bachelor’s degree in Business, Engineering, or a related…