National Account Executive, Colocation

Ark; Cedar Rapids (IA); Hybrid; USD 180,000 - 260,000; Full time

Benefits offered by this job

Full benefits

401(k) match

Long-term incentive participation

Job summary

Ark Data Centers seeks a National Account Executive, Wholesale Colocation to own named accounts and drive multi-megawatt, multi-site opportunities across Ark’s national footprint. You will lead strategic pursuit, complex deal leadership, and market presence while building executive relationships with IT, real estate, procurement, and C-suite stakeholders.

This hybrid remote role requires 50%+ travel and a proven record in large-format infra deals.

Qualifications

• 8+ years of quota-carrying enterprise sales experience, with 5+ years in wholesale colocation or large-format infra.
• Proven track record closing multi-megawatt, multi-site colocation transactions.
• Deep understanding of wholesale ecosystem and procurement patterns.
• Fluency in commercial and technical vocabulary of data center delivery.

Responsibilities

• Own named accounts and develop multi-year pursuit strategies for hyperscale and enterprise prospects.
• Lead multi-month to multi-year sales cycles with RFIs/RFPs and capacity commitments.
• Collaborate with Sales Engineers, legal, finance, and real estate on contract terms.
• Maintain executive relationships and drive expansion into additional sites and services.

Skills

Quota-carrying sales

Wholesale colocation

Executive presence

MEDDPICC

Salesforce

Account planning

Pipeline management

Deal framing

Education

Bachelor’s degree in Business or Engineering

MBA a plus

Tools

Salesforce

Excel (pricing models)

PowerPoint

Visio

Job description

Job Summary

The National Account Executive, Wholesale Colocation is a quota-carrying seller who wins and expands large-format colocation and build-to-suit opportunities across Ark’s national footprint. You target edge scaler, large enterprise, AI / HPC, and wholesale customers with capacity requirements from several hundred kilowatts to multi-megawatt, multi-site commitments.

Description

This is a strategic, complex-deal role for a seller who has closed large data center transactions before, is fluent in the commercial and technical language of wholesale colocation, and can navigate sophisticated procurement, real estate, legal, and executive processes over long sales cycles.

Please note this role is hybrid remote and located in one of Ark Data Centers states.

Requirements

What you’ll do:

Strategic pursuit and account development

• Own a named-account and vertical-based territory of hyperscale, edge scaler, large enterprise, AI / HPC, and wholesale prospects; develop a written account plan and multi-year pursuit strategy for each.
• Identify, qualify, and close large-format colocation opportunities: multi-hundred-kilowatt to multi-megawatt, single- and multi-site, powered-shell, and build-to-suit engagements.
• Build executive-level relationships across IT, cloud, real estate, procurement, sustainability, and the C-suite within each target account.
• Maintain an active named-account pipeline of at least 3–4x annual quota with rigorous stage discipline and forecast accuracy in Salesforce.

Complex deal leadership

• Lead multi-month to multi-year sales cycles involving RFI / RFP / RFQ, capacity reservations, and phased delivery commitments.
• Partner with Sales Engineers & Solutions Architects, critical facilities engineering, product, finance, and legal to shape economics, commercial terms, and contract structure (MSAs, service orders, LOIs, capacity agreements).
• Model deal economics: pricing, ramp, escalators, power commitments, SLA structure, and capital implications; defend the recommendation to Ark leadership and to the customer.
• Coordinate with construction, capacity planning, and operations on delivery commitments; hold the line on standards and margin while structuring deals customers will actually sign.

Market presence and ecosystem

• Represent Ark at national and industry-level events (data center, cloud, AI infrastructure, and vertical conferences); host executive briefings and multi-facility tours.
• Build and maintain relationships across the wholesale ecosystem: hyperscaler real estate and infrastructure teams, brokers, consultants, EPCs, network carriers, and cloud on-ramp providers.
• Serve as a market voice back into Ark product, capacity, and strategy: surface competitive intelligence, customer requirements, and pricing dynamics.

Account governance and growth

• Own the long-term customer relationship for named wholesale accounts; run executive QBRs and multi-year capacity planning conversations.
• Drive expansion into additional sites, additional power blocks, and adjacent services (interconnection, managed services, hybrid cloud) once the initial anchor is in place.

What You Bring

• 8+ years of quota-carrying enterprise sales experience, with at least 5 years selling wholesale colocation, hyperscale data center capacity, or large-format critical infrastructure.
• A track record of closing multi-megawatt and / or multi-site colocation transactions, or comparable large-format infrastructure deals.
• Deep working knowledge of the wholesale ecosystem: hyperscaler procurement patterns, data center REITs, brokers, EPCs, and the commercial constructs used in large capacity deals.
• Fluency in the commercial and technical vocabulary of critical facilities: power (kW, MW, PUE), cooling, resiliency (N, N+1, 2N), interconnection, and delivery timelines.
• Executive-level presence with C-suite, real estate, and infrastructure buyers; ability to defend commercial and technical positions under sophisticated procurement pressure.
• Rigorous use of Salesforce and a modern sales methodology (MEDDPICC or equivalent) for named-account planning, pipeline management, and forecast accuracy.

NICE TO HAVE

• Bachelor’s degree in Business, Engineering, or a related field; MBA a plus.
• Established relationships with hyperscale infrastructure and real estate teams, AI / HPC buyers, or large enterprise data center decision-makers.
• Experience selling into or alongside data center REITs, wholesale operators, or hyperscale providers.
• Prior experience negotiating LOIs, capacity reservations, and long-term MSAs with sophisticated legal and procurement counterparties.

TOOLS YOU’LL USE

• Salesforce for named-account planning, pipeline, and forecast; disciplined data hygiene expected.
• Deal modeling tools (Excel-based pricing models, CPQ) and executive-grade presentation tools (PowerPoint, Visio, and equivalents).
• Sales engagement, market intelligence, and account-based platforms as needed to support named-account motion.

TRAVEL

National role. Expect 50%+ travel to customer sites, Ark facilities, industry events, and executive briefings, including multi-day trips and periodic international travel where required by named-account strategy.

Compensation

Competitive base salary plus performance-based variable compensation tied to quota attainment and bookings. Full benefits, 401(k) with company match, and long-term incentive participation where applicable. Final offer reflects experience, skills, and market location.

INFORMATION SECURITY

This role handles sensitive Ark and customer information. The employee is expected to perform all duties in accordance with Ark Data Centers’ information security policies, safeguarding the confidentiality, integrity, and availability of company and customer assets, including networks, systems, business information, and customer data. Violations may result in disciplinary action, up to and including termination and civil or criminal proceedings.

EQUAL OPPORTUNITY

Ark Data Centers is an Equal Opportunity Employer. We evaluate qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or any other protected characteristic.