Sr. Account Executive, National Carrier Sales

Position Summary

The Senior Account Executive owns the full wholesale circuit portfolio — selling transport, dark fiber, and lit services to carriers, service providers, and enterprise customers of every size. This is a quota-carrying, hunting-and-farming role: you will originate new logos, expand existing NNI and MSA relationships, and manage renewals across a footprint that spans dense metro fiber and underserved rural markets.

Key Responsibilities

• Carry and exceed an annual quota of [$XX,XXX] in new monthly recurring revenue (MRR) plus non-recurring charges (NRC).

• Own the complete wholesale commercial relationship for assigned accounts, including pricing strategy, margin discipline, and renewal capture.

• Build and maintain a pipeline of at least [3–4x] quota coverage, with accurate stage progression and close-date hygiene in [CRM].

• Ensure proper billing on first invoice.

• Sell the full wholesale product set which may include: dark fiber and IRUs, wavelengths (10G/100G/400G), Ethernet transport (EPL, EVPL, E-LAN), dedicated internet access, IP transit, colocation, tower and small cell backhaul, middle-mile transport, and Type II / off-net solutions.

• Target and develop relationships across all wholesale buyer segments: national and regional carriers, ISPs and WISPs, hyperscalers and content providers, MSOs, wireless operators and tower companies, data center operators, government and E-Rate / RHC-funded entities, and multi-site enterprise accounts.

• Manage the transactional volume of small and mid-market circuit sales without letting either segment go dark.

• Identify and pursue on-net expansion opportunities where existing route mileage can be monetized with minimal capital, and build the business case for near-net laterals and new builds.

• Represent the company at industry events and peering forums (ITW, Metro Connect, PTC, INCOMPAS, regional telecom associations) and convert those relationships into pipeline.

• Own the quote-to-order process end to end: qualify the request, submit for serviceability and route review, secure engineering feasibility and cost estimates, build the pricing model, and present the proposal.

• Structure ICB pricing for complex or capital-intensive opportunities, balancing win probability against payback period and IRR thresholds.

• Negotiate master service agreements, service orders, amendments, SLAs, and interconnection agreements in coordination with Legal, Finance, and executive leadership.

• Coordinate closely with Engineering, OSP / Construction, Network Operations, and Provisioning to set realistic delivery expectations and keep the customer informed through installation and turn-up.

• Act as the escalation point for commercial issues on assigned accounts, partnering with the NOC on service-affecting events and with Billing on disputes and credits.

• Manage the contract renewal calendar proactively, addressing churn risk and pricing pressure well ahead of expiration.

• Grow revenue within the installed base through upgrades, additional circuits, diverse routes, and new locations.

• Cross-functionally contribute to market intelligence, pricing strategy, product packaging, and go-to-market planning based on direct customer feedback.

• Maintain accurate forecasting and provide clear weekly and monthly commit numbers to leadership.

Required Qualifications

• [5–7]+ years of quota-carrying telecommunications sales experience, with at least [3] years selling wholesale, carrier, or transport services.
• Demonstrated record of consistently meeting or exceeding MRR quota, with documented attainment history.
• Working technical fluency in fiber and transport: OTN / DWDM, wavelength services, Ethernet service definitions (MEF), dark fiber and IRU structures, BGP and IP transit fundamentals, PON and last-mile architectures, and diversity / route protection concepts.
• Ability to read and interpret network maps, KMZ files, route diagrams, and building / lit-list data to qualify opportunities independently.
• Experience negotiating MSAs, service orders, and interconnection agreements with sophisticated counterparties.
• Proven ability to build a territory from a cold start — this role includes greenfield markets without an inherited book of business.
• Proficiency with CRM discipline and comfort operating in [Salesforce / HubSpot / other] as a system of record rather than an afterthought.
• Willingness to travel [30–50%] within the region and to national industry events.
• Bachelor's degree, or equivalent professional experience in lieu of a degree.

Preferred Qualifications

• Existing relationships with carrier and wholesale buying organizations, particularly in the [Gulf South / Southeast] region.
• Experience selling in rural or underserved markets, including familiarity with BEAD, RDOF, USDA ReConnect, E-Rate, or RHC funding mechanisms.
• Background at a competitive fiber provider, regional carrier, or infrastructure / middle-mile operator rather than exclusively at a national incumbent.
• Experience selling to hyperscalers, data center operators, or tower companies.
• Familiarity with OSP construction timelines, permitting, and make-ready realities — enough to set honest customer expectations.

Benefits

• Competitive salary based on experience
• Health, dental, and vision insurance
• Paid time off and holidays
• Retirement plan options with employer matching
• Professional development opportunities
• A stable and growing regional company environment

Work Schedule

• Full-time position, typically Monday through Friday, 40 hours per week
• Schedules may vary based on business needs
• Occasional early mornings, evenings, or weekends may be required to support operational demands, special projects, or peak periods
• Flexibility is required to support departmental needs, including high-volume or critical service periods

Physical and Work Requirements

• Primarily office and remote work with regular travel by car and air.
• Occasional site visits to customer premises, colocation facilities, data centers, and active construction areas may require walking uneven terrain and wearing personal protective equipment.
• While performing the duties of this job, the employee is regularly required to use hands to finger, handle, or feel; reach with hands and arms; talk or hear.
• The employee frequently is required to stand, walk, and sit; climb, balance, stoop, kneel, crouch or crawl.
• The employee must occasionally lift and/or move up to 25 pounds.