Hyperscaler Sales Lead

• Location:
  
  9 W 57th St 45th floor, New York, NY 10019, USA

Tikehau Star Infra, an integrated subsidiary of Tikehau Capital is seeking a Hyperscale Sales Lead for its portfolio company PBI Fiber.

PBI Fiber is a joint venture between Tikehau Star Infra and Plenary Americas.

PBI Fiber provides protected, resilient and direct long-haul dark fiber and duct access infrastructure along the interstate highways operated by the Georgia DOT, North Carolina DOT, and Pennsylvania Turnpike Commission.

PBI Fiber a consortium backed by Plenary Americas and Tikehau Star Infra and supported through a strategic partnership with Tilson.

PBI Fiber is seeking a dynamic, results-driven business development executive to lead sales initiatives focused on long-haul dark fiber and duct access solutions. This role focuses solutions for hyperscale data center operators and other high capacity dark fiber and duct users. The ideal candidate will have deep industry knowledge, an established network, and experience managing complex technical and high value sales cycles.

This position also includes leadership responsibilities, with the opportunity to grow and manage a high-performing sales team.

• Identify, qualify, and close new business opportunities with hyperscale data center operators and related clients.
• Develop and execute strategic sales plans to meet and exceed revenue targets.
• Cultivate relationships with key decision-makers across engineering, procurement, and executive levels.
• Provide technical and commercial guidance throughout the sales cycle, from initial inquiry to contract execution.
• Collaborate with internal teams (engineering, operations, legal) to tailor solutions that meet client needs.
• Attend industry trade shows and client meetings to maintain market visibility and gather intelligence.
• Lead, mentor, and manage a growing team of sales representatives, ensuring consistent messaging and performance.
• Monitor market trends, competitor activity, and customer feedback to inform strategy and positioning.

• 7+ years of sales or business development experience in the telecom, fiber infrastructure, or data center industry.
• Proven track record of success selling dark fiber, duct access, or similar network infrastructure to hyperscale or enterprise customers.
• Strong understanding of long-haul fiber networks, route planning, and infrastructure deployment.
• Demonstrated experience in managing or mentoring sales teams.
• Exceptional communication, negotiation, and presentation skills.
• Ability to work independently in a remote environment, with a high degree of accountability.
• Willingness to travel regionally and nationally as required for Client Meetings & Trade shows (25–50%).

• Existing relationships with hyperscale operators or major cloud service providers.
• Technical background in telecommunications or network engineering.
• Experience working with infrastructure on interstate rights-of-way.

• Competitive compensation and commission structure
• Flexible, remote-first work environment
• Opportunity to shape a fast-growing infrastructure provider
• Direct access to executive leadership and decision-making
• Chance to work with cutting-edge digital infrastructure supporting the cloud economy