Sales Director

Office

Location:

1715 North Westshore - Tampa, FL

Position: Sales Director – Uniti Fiber Enterprise

As Sales Director, you will lead a team of frontline sales professionals within an assigned market or geographic area. Your role focuses on coaching, developing, and motivating sellers to achieve high performance and accountability while ensuring revenue and productivity goals are met.

• Lead, coach, and develop frontline sales representatives in the assigned market.
• Establish and sustain a high-performance culture grounded in accountability, collaboration, and continuous improvement.
• Conduct regular one‑on‑ones to review deal strategy, activity management, and performance improvement.
• Drive onboarding for new hires and ensure completion of required training, tools, and process knowledge.
• Set and communicate clear expectations for sales activity, performance standards, pipeline management, and KPI achievement.
• Monitor individual and team performance against quota, productivity, funnel conversion, forecast accuracy, and other key metrics.
• Enforce disciplined opportunity management, including stage progression, pipeline hygiene, next‑step quality, and forecast accuracy.
• Review pipeline regularly to ensure proper progression aligned with methodology and expected close dates.
• Coaching representatives on account strategy, prospecting effectiveness, qualification, solution positioning, negotiation, and closing.
• Partner with Sales Engineering and cross‑functional teams to support deal progression, solution alignment, and customer outcomes.
• Identify performance gaps and create action plans to improve seller execution, consistency, and results.
• Champion adoption of CRM, reporting tools, dashboards, and required sales processes.
• Foster a positive, engaged team environment that supports retention, development, recognition, and inclusion.
• Maintain overall accountability for team results, including revenue growth, pipeline generation, forecast reliability, and seller productivity.
• Meet with customers and prospects and participate in business community engagements.
• Observe and coach sales team members during face‑to‑face customer appointments.

• Bachelor’s degree in business, marketing, communications, or related field, or equivalent combination of education and experience.
• 7+ years of sales experience in telecommunications, fiber, network, connectivity, technology, or related B2B solutions environments.
• 3+ years of people‑leadership experience managing quota‑carrying sales professionals.
• Demonstrated success leading frontline sales teams and achieving revenue and performance targets.
• Experience coaching sellers in pipeline management, forecasting, opportunity strategy, and sales execution.
• Strong knowledge of enterprise sales practices, KPI management, CRM discipline, and forecast reporting.
• Proven ability to build accountability while developing team capability and engagement.
• Excellent communication, leadership, and cross‑functional collaboration skills.

• Experience in fiber‑based enterprise sales, strategic connectivity, managed services, or complex solution selling.
• Experience leading market‑based or regional sales teams.
• Familiarity with Salesforce or similar CRM and sales performance dashboards.
• Background working closely with Sales Engineering and operational support teams in a complex sales environment.

• Sales coaching and talent development
• Forecasting and pipeline management
• Performance management
• Accountability and execution discipline
• Leadership presence
• Communication and influence
• Cross‑functional collaboration
• Change management
• Customer focus
• Culture building and team engagement

• Team quota and revenue attainment
• KPI and productivity achievement
• Forecast accuracy
• Pipeline quality, coverage, and progression
• New hire onboarding effectiveness
• Training completion and sales readiness
• Rep development and retention

• Travel within assigned market/region as needed to support customer engagement, field coaching, team meetings, and business priorities.