Enterprise Sales Account Executive

About Lightpath

Lightpath is building the fiber infrastructure the digital economy depends on - owning, operating, and expanding dense, high-performance networks for enterprises, public institutions, carriers, and cloud innovators. Our all-fiber network supports mission-critical environments, from financial markets and healthcare systems to AI platforms and next-generation cloud architectures. As we expand across the Northeast and into high-growth markets nationwide, we invest ahead of demand - building infrastructure with precision, resilience, and accountability.

To support that growth, we’re building a team of people who take ownership, think long-term, and take pride in tackling complex work with care and integrity. At Lightpath, every role contributes to infrastructure that powers critical systems and real-world outcomes. We look for individuals who value precision, accountability, and collaboration and who want to help build networks, processes, and partnerships that are engineered to last.

The Enterprise Sales Account Executive is responsible for developing advanced relationships with Lightpath named target companies and existing assigned Customer accounts.

The Enterprise Sales Account Executive will generate new customer relationships working with accounts and prospects. These accounts are defined by the sales team in each region and approved by Senior Management.

This position requires little direct supervision and has the discretion to engage in negotiations and solution development in support of the needs of our largest most complex accounts.

The Enterprise Sales Account Executive will be responsible for increasing the net revenue and share of business in those assigned accounts according to a Yield Plan.

• Complete all required training and certification within the first 30 days of employment.
• Demonstrate continued knowledge of Lightpath products, services, funnel management methodology, processes, policies, and strategy.
• Using prescribed methodology, develop strong relationships with decision makers in target prospect and customer accounts, leading to the sale of OLP products and services to solve identified business problems.
• Using prescribed methodology, develop and effectively manage a funnel of active opportunities suffice to meet future quota objectives as defined.
• Meet quota objectives on a periodic basis as assigned and accurately forecast projected sales and comply with all company processes and policies.

• Working with the Director of Sales, develop a strategic account plan for all assigned prospects and customer accounts.
• Execute the plan using an understanding of our prescribed methodology and prior sales experience to develop relationships and navigate a complex customer hierarchy to reach the highest decision-making level possible.
• Secure appointments with mid-level and “C” level execs and conduct a well-defined, consultative sales process consistent with our approved sales approach.
• Effectively engage Sales Support, Operations, Contracts Management, Engineering and other relevant technical personnel from Lightpath Business operational groups to bring the appropriate knowledge and skill set to the customer in order to develop appropriate solutions that fits the customer needs.
• Effectively manage all complex RFI / RFP processes initiated by assigned customers to ensure that Lightpath Businesshas the best possible response.
• Attend and successfully complete all required sales, product and process training sessions, and take personal responsibility for professional development in order to increase your skills as a Salesperson.
• Develop, package, and present comprehensive custom-tailored solutions in concert with Operational and Engineering Teams to the customer in a complete and professional manner.
• Effectively manage all aspects of solution, pricing, and contractual negotiations to ensure the customer needs are balanced with favorable terms for Lightpath.
• Be pro‑active and keep up with our ever‑changing industry with regards to new product offerings, industry changes, emerging technology and competitor actions.
• Attend all meetings as directed by your…