Head of MDU Growth

gFiber; Oregon; Hybrid; USD 194,000 - 294,000; Full time

Job summary

GFiber seeks a seasoned leader to oversee the MDU Sales Channel, driving growth across multi-dwelling units and residential direct sales. You will shape strategy, manage contracts, and align field and office teams to meet targets.

The role demands strong data-driven decision making, collaboration with marketing, operations and partners, and the ability to travel up to 20%. Base salary is competitive in the US market with bonus eligibility.

Qualifications

• 8+ years of direct leadership experience in sales or operations roles.
• Experience presenting data-driven strategies on channel metrics to executive leadership.
• Strong ability to collaborate with cross-functional teams to drive growth.
• Willingness to travel up to 20%.

Responsibilities

• Oversee MDU Sales Channel performance and strategy.
• Own penetration growth for new and aged MDUs.
• Present data-driven recommendations to leadership and translate them into action.
• Build sales plans using data to measure outcomes.
• Manage contracts with clear communication across field and office.
• Collaborate with network ops to sustain a healthy network.
• Grow relationships with partners in multiple metro areas.
• Oversee residential direct sales strategy with local management.
• Achieve monthly sales targets by staffing and training.
• Develop frontline policies to protect and grow employees and business.
• Oversee and optimize commission plans and incentives.

Skills

Leadership experience

Data-driven strategy

Cross-functional collaboration

Travel up to 20%

Education

Bachelor's degree or equivalent

Job description

At gFiber, we believe that great internet has the power to drive innovation, strengthen communities, enable the impossible, and do all the everyday things that make all of our world go round. And the job of creating better internet is never done - so we're growing! Our team is committed to building a place where people who want to make a difference can grow their careers and find their spot to belong.

Role Description:

This role will oversee the GFiber MDU Sales Channel. While the market sales team reports directly up through regional management, the Central Sales team is responsible for channel performance, strategy, planning, tools, reporting, training, and compensation/incentives. Success in this role is largely determined by MDU penetration growth, employee retention, and customer happiness.

In this role, you'll:

• Drive customer penetration growth by working with market teams to develop and execute effective sales strategies within MDUs.
• Own MDU customer penetration growth, both for new and aged properties.
• Regularly present data-driven strategies and recommendations around sales growth, retention, and penetration to the leadership team then actioning them.
• Build out sales plans that effectively use data to measure sales efforts and outcomes.
• Review and manage all contract agreements, ensuring a high-level of communication and transparency, both in the field and in the office.
• Collaborate with technical operations and network operations partners to build and sustain a healthy network.
• Grow and maintain relationships with key partners, ensuring high levels of customer satisfaction and loyalty, in multiple metro areas.
• Own and improve our residential direct sales strategy, partnering with local management to drive execution and results.
• Achieve monthly sales targets by ensuring staffing levels are met, teams are deployed, training and development is in place, and activities/results are appropriately measured.
• Partner in the build-out of front line policies that will protect, align, and grow our employees and business.
• Oversee and optimize the commission plans and incentive programs that drive rep behavior in the field.

At a minimum, we would like you to have:

• Bachelor's degree or equivalent practical experience.
• 8 years of direct leadership experience in sales or operations roles with core responsibilities of managing teams, growing the business and customer base, managing customer expectations and relationships.
• Experience presenting data and strategy-based recommendations on channel metrics and performance to executive leadership.
• Experience working and communicating, both written and verbally, with internal and external cross-functional teams (e.g., marketing, field maintenance) and stakeholders to execute strategies that deliver business growth and results.
• Ability to travel up to 20% of the time.

It's preferred that you have:

• Master Business Administration degree or equivalent practical work experience.
• 10 years of direct leadership experience in sales or operations roles with core responsibilities of managing teams, building and growing business and customer base, managing customer expectations and relationships.
• Telecom/ISP Background: Experience in multi-dwelling unit (MDU/MXU) telecom operations or property management tech stacks (e.g., Smart Apartment Data, RealPage)
• Business-to-business-to-consumer (B2B2C) sales and/or marketing experience.
• Prior experience in roles that used project management, business judgment, experiment design, analytical and quantitative skills at an internet service provider (ISP) or telecommunications company.
• Experience operating in roles that require both leader and practitioner capacities (e.g., closing deals and helping to identify growth/training opportunities for your dotted-line reports).

The US base salary for this full-time position is $193,600 - $293,700 + bonus + benefits. As pay varies by location, your recruiter will share more about the specific salary range for your targeted location during the hiring process.

#LI-DNIgFiber is committed to equal opportunity employment regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, gender identity, age, citizenship, marital status, disability or Veteran status. Disclosure is voluntary, and this information will be kept confidential in compliance with Google's Candidate Privacy Policy. For more information please refer to our Equal Employment Opportunity Policy and the EEOC's "Know your rights: workplace discrimination is illegal" (PDF).

It's important to us to create an accessible, inclusive workplace for everyone. If you have a need that requires accommodation, please let us know by completing our accommodations for applicants form. Our candidate accommodations team will then connect with you to confidentially discuss your options.