Sr. Account Executive, National Carrier Sales

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Full Time Sales Sulphur, LA, US

Salary: $ Annually

The Senior Account Executive owns the full wholesale circuit portfolio — selling transport, dark fiber, and lit services to carriers, service providers, and enterprise customers of every size. This is a quota-carrying, hunting-and-farming role: you will originate new logos, expand existing NNI and MSA relationships, and manage renewals across a footprint that spans dense metro fiber and underserved rural markets.

Because our network reaches places larger carriers do not, this role sits at the intersection of wholesale and enterprise. You may sell a 10G wave to a national carrier in the morning and a 500M DIA circuit to a regional hospital in the afternoon. Comfort moving between those two conversations is essential.

• Carry and exceed an annual quota of [$XX,XXX] in new monthly recurring revenue (MRR) plus non-recurring charges (NRC).
• Own the complete wholesale commercial relationship for assigned accounts, including pricing strategy, margin discipline, and renewal capture.
• Build and maintain a pipeline of at least [3-4x] quota coverage, with accurate stage progression and close-date hygiene in [CRM].
• Ensure proper billing on first invoice.

• Sell the full wholesale product set which may include: dark fiber and IRUs, wavelengths (10G/100G/400G), Ethernet transport (EPL, EVPL, E-LAN), dedicated internet access, IP transit, colocation, tower and small cell backhaul, middle-mile transport, and Type II / off-net solutions.
• Target and develop relationships across all wholesale buyer segments: national and regional carriers, ISPs and WISPs, hyperscalers and content providers, MSOs, wireless operators and tower companies, data center operators, government and E-Rate / RHC-funded entities, and multi-site enterprise accounts.
• Serve as the primary commercial contact for large enterprise circuit customers, and manage the transactional volume of small and mid-market circuit sales without letting either segment go dark.
• Identify and pursue on-net expansion opportunities where existing route mileage can be monetized with minimal capital, and build the business case for near-net laterals and new builds.
• Represent the company at industry events and peering forums (ITW, Metro Connect, PTC, INCOMPAS, regional telecom associations) and convert those relationships into pipeline.

• Own the quote-to-order process end to end: qualify the request, submit for serviceability and route review, secure engineering feasibility and cost estimates, build the pricing model, and present the proposal.
• Structure ICB (individual case basis) pricing for complex or capital-intensive opportunities, balancing win probability against payback period and IRR thresholds.
• Negotiate master service agreements, service orders, amendments, SLAs, and interconnection agreements in coordination with Legal, Finance, and executive leadership.
• Manage the RFP / RFI / RFQ response process for wholesale and enterprise bids, including pricing matrices, network diagrams, and compliance documentation.
• Coordinate closely with Engineering, OSP / Construction, Network Operations, and Provisioning to set realistic delivery expectations and keep the customer informed through installation and turn-up.

• Act as the escalation point for commercial issues on assigned accounts, partnering with the NOC on service-affecting events and with Billing on disputes and credits.
• Manage the contract renewal calendar proactively, addressing churn risk and pricing pressure well ahead of expiration.
• Grow revenue within the installed base through upgrades, additional circuits, diverse routes, and new locations.

• Provide structured market intelligence back to leadership: competitive pricing observed in the field, capacity demand signals, and route or market expansion opportunities.
• Contribute to pricing strategy, product packaging, and go-to-market planning based on direct customer feedback.
• Maintain accurate forecasting and provide clear weekly and monthly commit numbers to leadership.

• [5-7]+ years of quota-carrying telecommunications sales experience
  , with at least [3] years selling wholesale, carrier, or transport services.
• Demonstrated record of consistently meeting or exceeding MRR quota, with documented attainment history.
• Working technical fluency in fiber and transport: OTN / DWDM, wavelength services, Ethernet service definitions (MEF), dark fiber and IRU structures, BGP and IP transit fundamentals, PON and last-mile architectures, and diversity / route protection concepts.
• Ability to read and interpret network maps, KMZ files, route diagrams, and building / lit-list data to qualify…