Account Director

Fiberlight; Virginia; Hybrid; USD 150,000 - 210,000; Full time

Job summary

FiberLight seeks an Account Director to drive new business in Virginia, focusing on wholesale fiber, wavelength, transport, and related solutions. This hunter role requires building executive relationships, guiding complex multi-stakeholder deals, and closing new logos to meet quotas.

The successful candidate will develop targeted sales strategies, lead opportunities from discovery through contract, and represent FiberLight at industry events and customer meetings.

Qualifications

• 8+ years B2B sales experience in telecommunications or fiber/wireless sectors.
• 5+ years consultative sales selling complex technology solutions.
• Demonstrated success in new logo acquisition and quota attainment.
• Experience selling to wholesale carriers, ISPs, hyperscalers, data centers, or enterprises.
• Strong ability to manage complex multi-stakeholder sales cycles and travel as needed.

Responsibilities

• Identify, prospect, and develop new business opportunities in assigned markets and target accounts.
• Generate qualified opportunities through outbound prospecting, industry events, referrals, and intel.
• Build relationships with executives and other decision-makers in prospective customers.
• Develop strategic sales plans to penetrate accounts and expand FiberLight's presence.
• Lead complex sales cycles for dark fiber, wavelength, transport, and wholesale services.
• Conduct discovery to understand objectives and technical requirements.

Skills

New logo acquisition

Strategic prospecting

Executive relationship building

Deal closing

Forecasting & CRM

Market & competitive intel

Presentation & ROI analysis

Cross-functional collaboration

Negotiation

Public speaking

Education

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

Tools

CRM systems (Salesforce)

Job description

*Candidates must currently live within the state of Virginia*

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.

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.