MDU Account Executive

About the role

As an MDU Account Executive, you will be responsible for driving new revenue growth through proactive sales efforts while managing relationships with Developers, homebuilders, utility companies, property owners, builders’ associations, realtors, and governmental/municipal agencies related to existing and future telecommunication infrastructure and service needs. This role requires a hunter mentality, combining strategic relationship management with active prospecting, consultative selling, and disciplined pipeline execution. You will be expected to generate your own opportunities, advance deals through the sales cycle, and close new agreements while also expanding and retaining existing accounts.

Responsibilities

Sales & Business Development

• Proactively prospect for new business opportunities through face-to-face meetings, cold calling, networking, referrals, email outreach, and industry events
• Build and maintain a robust sales pipeline by identifying, qualifying, and advancing opportunities with developers, property owners, and key decision-makers
• Conduct in-person sales calls and site visits to uncover project timelines, decision criteria, and infrastructure needs
• Deliver compelling sales presentations and proposals tailored to each prospect’s business and community needs
• Follow a disciplined sales process including follow-up, objection handling, and closing techniques to win new agreements
• Negotiate and close bulk, exclusive marketing agreements (EMA), non-exclusive marketing agreements (NEMA) and Access Only/ROE agreements as necessary
• Meet or exceed monthly, quarterly, and annual sales quotas for units, revenue, and contracts signed
• Maintain accurate and up-to-date CRM records, forecasts, and pipeline reporting
• Develop strategic territory and account plans to maximize market penetration

Account Management & Relationship Development

• Serve as the primary point of contact for all negotiated contracts
• Build and maintain strong, long-term relationships with developers and key stakeholders
• Identify and execute upsell and expansion opportunities within existing communities
• Ensure customer satisfaction and retention through consistent communication and follow-up

Contracting & Strategy

• Develop and present plans and negotiate terms for partnering with communities
• Ensure all agreements are executed in alignment with company objectives and profitability standards
• Ensure the company is maximizing all benefits within agreements and meeting obligations
• Complete and present financial analysis and business cases for each opportunity

Market Intelligence & Execution

• Track, monitor, and analyze service penetration levels with MDU Sales Mgr and local Account Manager
• Stay informed on local market conditions, competitor activity, and new development projects
• Attend builder meetings, municipal meetings, and industry events to uncover new opportunities

Cross-Functional Coordination

• Partner with internal teams (sales, engineering, construction, installation, and support) to ensure successful project execution
• Coordinate timelines with developers to ensure services are delivered as communities are completed
• Support and participate in community events, marketing activations, and launch initiatives

Administrative & Operational

• Maintain strong organization of accounts, contracts, and follow-ups
• Consistently perform post-meeting follow-ups and next-step communication
• Provide regular reporting on sales performance, forecasts, and activity metrics (calls, meetings, proposals, closes)
• Perform other duties as assigned to support departmental success

Requirements

• Bachelor’s degree or equivalent work experience
• Minimum 2+ years of outside sales or B2B sales experience (telecommunications experience preferred)
• Proven track record of prospecting, pipeline management, and closing new business
• Experience in development/construction industry preferred
• Strong ability to generate leads through cold calling, in-person visits, and networking
• Demonstrated success in meeting or exceeding sales quotas and performance metrics
• Highly self-motivated, competitive, and results-driven with strong follow-up discipline
• Excellent relationship-building, negotiation, and consultative selling skills
• Strong time management and organizational skills with the ability to manage a high-volume sales pipeline
• Effective presentation and communication skills (verbal and written)
• Ability to work independently and manage multiple opportunities simultaneously
• Proficient in Microsoft Office (Word, Excel, PowerPoint) and CRM systems
• Technical aptitude and ability to understand telecom infrastructure and solutions
• Valid driver’s license with acceptable driving record
• Willingness to work a flexible schedule including evenings, weekends, and events

Key Success Metrics

• New units under contract
• Monthly/quarterly revenue generated
• Prospecting activity (calls, meetings, new opportunities created)
• Close rate and sales cycle velocity
• Pipeline size and accuracy
• Account growth and retention

Core Values

• Purpose — We are about more than ourselves.
• Ownership — We are owners.
• Courage — We embrace challenge.
• Resourcefulness — We find a way.
• Simplicity — We focus on what matters.

Benefits

• Competitive salary & commission
• Medical, dental, and vision plans – start on day one
• Life insurance (self, spouse, children)
• PTO — Up to 20 days
• 10 paid holidays
• 401(k) with 4% company match and 100% vested immediately
• Employee Assistance Plan
• Employee Referral Plan
• Free services if living within service area
• Career progression opportunities
• Collaborative work environment

About the company

Clearwave Fiber, a 100% Fiber Optic Internet provider offering business, enterprise, and residential communications services, is expanding its network to reach new communities across the Midwest and Southeast regions. This new venture was formed from Hargray Fiber and Clearwave Communications. Clearwave Fiber has the financial backing of Cable One, GTCR, Stephens Capital, and The Pritzker Organization. Our Team of more than 400 colleagues is committed to delivering the most advanced technology and customer service.