Position Summary IQ Fiber is seeking a Senior Account Executive, Commercial Services to lead mid-market and enterprise sales efforts and play a pivotal role in the company's expansion into larger commercial accounts. Reporting to the Manager, Commercial Sales, this role is responsible for adding new monthly recurring revenue (MRR) while cultivating senior-level relationships across key accounts and clearly articulating IQ Fiber's unique value proposition in the marketplace.
This is a senior individual contributor role that operates with a high degree of autonomy, leading complex multi-stakeholder pursuits and serving as an informal mentor to Account Executives across the commercial sales team.
Essential Duties and Responsibilities - Consistently achieve or exceed assigned mid-market and enterprise sales targets, driving new MRR through a disciplined, high-activity approach to prospecting, networking, and pipeline development.
- Build and manage a robust, well-qualified pipeline focused on businesses within or near IQ Fiber's existing network footprint to maximize efficiency, speed to close, and profitability.
- Develop a thorough understanding of IQ Fiber's FTTP product portfolio and effectively communicate the business value and technical benefits of each service to prospective customers, including C-suite stakeholders.
- Actively generate new business opportunities through cold outreach, networking events, and industry conferences, continuously expanding a professional network to surface high-quality leads.
- Lead pursuit teams on high-value bids, coordinating engineering, operations, and solution architects to develop and deliver winning proposals.
- Lead complex, multi-year contract negotiations, engaging legal, finance, and senior leadership as needed to close enterprise deals.
- Develop multi-year strategic account growth roadmaps, relationship maps, and competitive displacement strategies for top accounts.
- Qualify opportunities, coordinate internal resources, and provide regular pipeline status and revenue forecast reports to management.
- Monitor the progress of active and closed deals, proactively identifying and resolving issues to maintain execution timelines.
- Serve as an informal mentor to Account Executives, sharing best practices and contributing to elevated team performance.
- Stay current on industry trends, competitor offerings, and market dynamics to provide strategic insights and sharpen IQ Fiber's value narrative.
- All other duties as assigned.
Required Qualifications - Bachelor's degree in Business, Marketing, or a related field, or equivalent education and experience.
- 7+ years of outside mid-market and enterprise B2B sales experience in broadband or telecommunications.
- Proven track record of consistent mid-market and enterprise sales performance and quota attainment.
- Strong understanding of FTTP solutions and requirements, including internet, data transport, and dark fiber.
- Proficiency with CRM tools and Microsoft Office 365.
- Willingness to travel within the service area and work flexible hours as business needs require.
- Ability to navigate complex, multi-stakeholder sales cycles and effectively engage and influence at all levels, including the C-suite.
- Ability to build solutions and clearly articulate both business value and technical benefits to diverse audiences.
- Ability to work independently and collaboratively in a deadline-driven, detail-oriented environment with strong analytical and problem-solving skills.
- Ability to communicate clearly and effectively in written and verbal formats.
What Success Looks Like - Mid-market and enterprise sales targets are consistently met or exceeded through new MRR generation and disciplined pipeline management within IQ Fiber's network footprint.
- Senior-level relationships are established and maintained across large accounts, with IQ Fiber positioned as the preferred fiber partner.
- Complex pursuits and contract negotiations are led with confidence, engaging the right internal stakeholders to close high-value, multi-year deals.
- IQ Fiber's FTTP capabilities are clearly translated into compelling business outcomes, resonating with C-suite decision-makers and differentiating the company in the market.
- Accurate forecasts, timely pipeline reporting, and strong cross-functional coordination keep deals executing on schedule, with active mentorship of Account Executives contributing to overall team performance.
