Director, Commercial Growth

Department: Sales

Reports To: Vice President, Enterprise Sales

Location: Covers our entire footprint (LA, TX, NC)

Travel: As Required

Position Summary

The Director, Commercial Growth is responsible for leading Conterra's dedicated acquisition channel focused on accelerating new logo growth across near-net Micro/SMB opportunities and expanding service adoption across existing markets.

This leader will own the strategy and execution for Conterra's Commercial Growth sales motion, driving focused penetration of identified near-net target accounts and maximizing the revenue opportunity created by Conterra's network footprint.

The Director, Commercial Growth will lead a team of Sales Managers and Account Executives focused on high-velocity new logo acquisition across the Micro/SMB segment. The team will operate as an overlay within existing markets, partnering with Market Sales Directors while maintaining clear ownership of assigned near-net opportunities. This role is responsible for revenue growth, sales productivity, pipeline creation, talent development, market penetration, and execution of Conterra's long-term growth strategy.

The role serves as a critical leadership position within the Enterprise Sales organization and works closely with Sales Engineering, Marketing, Product Management, Network Planning, and Commercial Operations to maximize returns on Conterra's fiber infrastructure investments.

Revenue Growth & Market Penetration

• Lead execution of Conterra's Commercial Growth strategy across designated markets.
• Develop and implement sales plans that accelerate acquisition across assigned near-net Micro/SMB accounts.
• Drive new logo acquisition and recurring revenue growth across micro-SMB and small business customers.
• Build repeatable sales motions that convert network availability into revenue-generating customers.
• Ensure sales resources remain focused on the highest-value serviceable address opportunities.
• Maximize revenue realization from near-net opportunities across Conterra's newly constructed and existing network footprint.

Success Metrics

The Director, Commercial Growth will be measured against:

• New revenue bookings
• New logo acquisition
• Penetration of assigned near-net accounts
• Serviceable address conversion rates
• Pipeline generation
• Sales velocity
• Win rate
• Forecast accuracy
• Revenue per representative
• Revenue generated from newly enabled network locations
• Team retention and productivity

Why This Role Exists

The Director, Commercial Growth position is being created to establish a dedicated acquisition organization focused on converting near-net Micro/SMB opportunities across Conterra's existing markets into sustainable revenue growth.

This leader will be responsible for building a coordinated overlay sales motion, increasing penetration of assigned near-net accounts, and creating a scalable growth engine that complements market leadership and generates long-term returns from Conterra's infrastructure investments.

What we offer

• Core values that embody teamwork, integrity, and excellence
• A super talented team who values hard work, success, and fun :)
• Work/ Life Balance
• Premium health benefits (medical, dental, vision, flex spending, etc.)
• Flexible and generous Vacation and Wellness/Sick hours + 9 paid holidays
• 401K program