Account Director

FiberLight, LLC; Virginia (IL); On-site; USD 120,000 - 170,000; Full time

Job summary

FiberLight, LLC is seeking an Account Director to identify, develop, and close new business opportunities across dark fiber, wavelength, and transport solutions. This hunter role focuses on acquiring new customers and revenue growth in wholesale markets, collaborating with engineering, operations, and executives to tailor solutions.

The position requires proven ability to hunt, build executive-level relationships, and drive complex sales cycles with multi-stakeholder organizations.

Qualifications

• 8+ years of successful B2B sales experience in telecom, fiber, or wholesale services.
• 5+ years of consultative sales selling complex technology or telecom solutions.
• Proven track record of meeting or exceeding new business quotas.
• Experience selling to wholesale carriers, ISPs, hyperscalers, and enterprises.
• Bachelor's degree or equivalent industry experience.

Responsibilities

• Identify, prospect, and develop new business opportunities in assigned markets.
• Lead complex sales cycles for dark fiber, wavelength, transport, and wholesale solutions.
• Build executive relationships and develop strategic sales plans to penetrate accounts.
• Develop proposals, pricing strategies, and negotiate contracts.
• Maintain a robust funnel and accurately forecast opportunities.
• Represent FiberLight at industry events and customer meetings.

Skills

B2B sales

Telecommunications

Strategic selling

New logo acquisition

CRM proficiency

Education

Bachelor's degree in Business, Marketing, Management, or related field

Tools

CRM platforms

Sales forecasting

Job description

Description

The Account Director is a strategic sales professional responsible for identifying, developing, and closing new business opportunities for FiberLight's portfolio of dark fiber, wavelength, transport, construction, and other wholesale telecommunications solutions.

The Account Director is a strategic sales professional responsible for identifying, developing, and closing new business opportunities for FiberLight's portfolio of dark fiber, wavelength, transport, construction, and other wholesale telecommunications solutions. This is a pure hunter role focused on acquiring new customers and driving revenue growth within wholesale, carrier, wireless, hyperscale, ISP, and enterprise markets. The Account Director will proactively prospect target accounts, develop sales strategies, build executive-level relationships, and lead the sales process from initial engagement through contract execution. Success in this role is measured by new logo acquisition, sales bookings, revenue generation, pipeline development, and achievement of monthly, quarterly, and annual sales quotas.

Essential Job Functions

• Identify, prospect, and develop new business opportunities within assigned markets and target accounts.
• Generate qualified sales opportunities through strategic outbound prospecting, networking, industry events, referrals, and market intelligence.
• Establish and cultivate relationships with key decision-makers, executives, and influencers within prospective customer organizations.
• Develop and execute strategic sales plans to penetrate targeted accounts and expand FiberLight's market presence.
• Lead complex sales cycles involving dark fiber, wavelength, transport, and wholesale telecommunications solutions.
• Conduct discovery meetings to understand customer business objectives, technical requirements, and growth initiatives.
• Collaborate with internal engineering, operations, legal, and executive teams to develop customized solutions and proposals.
• Create and deliver compelling customer presentations, executive summaries, business cases, and ROI analyses.
• Leverage industry knowledge, market trends, and competitive intelligence to identify and close sales opportunities.
• Develop proposals, pricing strategies, and contract negotiations to secure new business.
• Build, maintain, and manage a robust sales funnel and pipeline sufficient to achieve assigned quota objectives.
• Accurately forecast sales opportunities, bookings, and revenue through CRM and sales reporting tools.
• Represent FiberLight at industry conferences, trade shows, networking events, and customer meetings.
• Maintain a high level of market awareness regarding competitors, emerging technologies, and industry developments.

Requirements

Required Qualifications

• 8+ years of successful B2B sales experience, preferably in telecommunications, fiber infrastructure, or wholesale network services.
• 5+ years of consultative sales experience selling complex technology or telecommunications solutions.
• Demonstrated track record of consistently exceeding new business sales quotas.
• Proven success in new logo acquisition and strategic business development.
• Experience selling into wholesale carriers, ISPs, wireless providers, hyperscalers, data center operators, or enterprise organizations.
• Strong experience managing complex sales cycles involving multiple stakeholders and executive decision-makers.
• Understanding of telecommunications infrastructure, fiber networks, transport services, and connectivity solutions.
• Working knowledge of telecommunications networking concepts from both ISP and carrier/network operator perspectives.
• Excellent prospecting, negotiation, presentation, and closing skills.
• Strong organizational, communication, and relationship-building abilities.
• Experience utilizing CRM platforms and maintaining accurate sales forecasts.
• Bachelor's degree in Business, Marketing, Management, or related field, or equivalent industry experience.
• Valid driver's license and willingness to travel as necessary for customer meetings, industry events, and business development activities.