Sales Manager

Overview A nonprofit, open-access, middle-mile broadband provider is seeking a
* Sales Manager - Broadband Services
* to lead outbound and strategic sales efforts. The organization is committed to expanding economic development, promoting digital equity, and delivering resilient, high-capacity fiber connectivity across Maryland and the Mid-Atlantic region. Its robust fiber network serves carriers, federal and state agencies, private enterprises, data centers, educational institutions, healthcare providers, and local governments.
Role Summary The Sales Manager will focus on:

* Driving revenue growth

* Strengthening relationships with carriers and enterprise clients

* Developing partnerships with private, public, and nonprofit organizations aligned with the organization's mission

Key Responsibilities Sales & Revenue Growth

* Lead direct sales of middle-mile services to carriers, ISPs, enterprises, and public sector organizations

* Manage a structured sales pipeline using Salesforce, ensuring accurate forecasting and opportunity tracking

* Respond to RFPs, RFQs, partner inquiries, and inbound service requests

* Collaborate with internal teams to develop pricing proposals

* Meet or exceed annual sales targets for revenue, IRUs, and wholesale services
Strategic Partnerships & Market Expansion

* Build and maintain relationships with carriers, cloud/content providers, local governments, and regional partners

* Identify partnership opportunities that align with state initiatives and digital equity goals

* Engage with federal, state, and county agencies involved in broadband funding programs

* Monitor industry trends, pricing strategies, and emerging technologies to inform sales strategy
Account & Relationship Management

* Manage existing accounts to ensure retention, renewal, and expansion

* Serve as the primary contact for clients seeking network expansions, upgrades, or colocation services

* Support operational coordination for route planning, fiber allocation, and implementation
Internal Collaboration

* Work with engineering on feasibility studies, network design, and planning

* Coordinate with finance on pricing models, IRU structures, and revenue forecasting

* Partner with executive leadership on negotiations, legislative engagement, and strategic messaging

* Contribute to the annual business development strategy and service portfolio evolution

Required Qualifications

* 5+ years of experience in broadband, telecommunications, fiber, or network infrastructure sales (B2B/Enterprise)

* Strong knowledge of middle-mile networks, dark fiber, transport, colocation, IRUs, and wholesale carrier services

* Proficiency in Salesforce CRM for opportunity management, forecasting, and reporting

* Experience in solution-based selling to ISPs, carriers, data centers, and public sector agencies

* Ability to collaborate cross-functionally with engineering, operations, and finance teams

* Familiarity with public funding, economic development initiatives, and public-private partnerships

Preferred Qualifications

* Experience selling to cloud providers, content networks, hyperscalers, or regional data centers

* Knowledge of broadband funding programs such as BEAD, NTIA, DHCD, USDA, and ARC

* Understanding of IRU structures, Master Service Agreements, and long-term carrier contracts

* Background in cooperative, nonprofit broadband, economic development, or utility environments

* Sales engineering experience (preferred but not required)

* Experience with Department of Defense or national broadband consortia (a plus)
Work Environment

* Hybrid role with initial in-office onboarding (2-4 weeks)

* Transition to a hybrid schedule with occasional in-office presence

* Potential for fully remote work based on performance

* Must be comfortable in a customer-facing role

* Job Type & Location
* This is a Contract to Hire position based out of Salisbury, MD.

* Pay and Benefits
* The pay range for this position is $48.00 - $72.00/hr.
Eligibility requirements apply to some benefits and may depend on your job
classification and length of employment. Benefits are subject to change and may be
subject to specific elections, plan, or program terms. If eligible, the benefits
available…