Sales Director

Uniti Fiber; Georgia; On-site; USD 140,000 - 190,000; Full time

Job summary

Uniti Fiber is seeking a Sales Director for Enterprise to lead a frontline sales team in the Georgia market, driving revenue growth and consistent execution of the sales process. You will coach reps, set clear expectations, manage pipeline, and work cross-functionally with Sales Engineering, Operations, Marketing, and Service Delivery to achieve targets.

The role requires 7+ years in telecom/fiber B2B sales, 3+ years of people leadership, and a Bachelor's degree in a related field.

Qualifications

• Bachelor's degree in business, marketing, communications, or related field.
• 7+ years of sales experience in telecommunications, fiber, network, connectivity, technology, or related B2B solutions.
• 3+ years of people leadership experience managing quota-carrying sales professionals.
• Experience coaching sellers in pipeline management, forecasting, opportunity strategy, and sales execution.

Responsibilities

• Lead, coach, and develop a team of frontline sales representatives in an assigned market.
• Establish a performance culture focused on accountability and results.
• Conduct regular one-on-ones on deal strategy, activity management, and performance improvement.
• Drive onboarding and training completion for new hires.
• Set expectations for sales activity, pipeline management, and KPI achievement.
• Monitor performance against quota, funnel health, and forecast accuracy.
• Reinforce disciplined opportunity management and forecast reliability.
• Inspect pipeline and ensure progression aligned to sales methodology.
• Coach on account strategy, qualification, solution positioning, negotiation, and closing.
• Partner with Sales Engineering and cross-functional teams to support deals.

Skills

Leadership

Coaching

Forecasting

CRM discipline

KPI management

Cross-functional collaboration

Communication

Strategic selling

Education

Bachelor's degree in business

Tools

Salesforce

Job description

The Sales Director - Uniti Fiber Enterprise, is responsible for leading a team of frontline sales professionals within an assigned market or geographic area. This leader drives sales performance by coaching and developing sellers, establishing clear expectations, reinforcing sales process discipline, and building a high-accountability, high-performance team culture.

The Sales Director is responsible for team execution across all core sales leadership activities, including weekly one-on-ones, onboarding, training assignment and completion, KPI achievement, forecasting accuracy, pipeline health, and overall performance to revenue and productivity goals. This role partners cross-functionally with Sales Engineering, Operations, Marketing, Service Delivery, and other internal stakeholders to improve execution and deliver strong business results.

What You'll Do:

• Lead, coach, and develop a team of frontline sales representatives in an assigned market/area.
• Establish a strong performance culture centered on accountability, collaboration, continuous improvement, and results.
• Conduct regular one-on-ones focused on deal strategy, development planning, activity management, and performance improvement.
• Drive onboarding for new hires and ensure required training, tools, and process knowledge are assigned and completed.
• 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 sales metrics.
• Reinforce disciplined opportunity management, including stage progression, pipeline hygiene, next-step quality, and forecast accuracy.
• Inspect pipeline regularly to ensure opportunities are progressing appropriately and aligned to sales methodology and expected close dates.
• Coach 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.
• Drive 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 and align with customers and prospects and members of the business community.
• Observe and coach sales team members in 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 environment.
• 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 also developing team capability and engagement.
• Excellent communication, leadership, and cross-functional collaboration skills.

Preferred Requirements:

• 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
• Culture building and team engagement

Success Measures

• 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
• Consistent execution of sales process and management disciplines
• Travel within assigned market/region as needed to support customer engagement, field coaching, team meetings, and business priorities.
• Ability to work across multiple internal teams and systems in a fast-paced sales environment.