We have an immediate need for an experienced Sr. Account Executive, Hyperscalers. This right candidate can be based in the states of Florida or Texas, and reports to the VP of Sales, Hyperscalers.
The Role:
The Sr. Account Executive, Hyperscalers will own a portfolio of hyperscaler, AI infrastructure and large data center accounts across the US and Mexico. The role is a balance of hunting and farming: growing revenue and share of wallet within assigned accounts while developing new opportunities as these customers expand into new campuses, metros and cross-border routes. The right candidate understands how hyperscalers buy network infrastructure, is comfortable with long, multi-stakeholder sales cycles, and can lead complex deals from first meeting through to activation. This person must have direct experience selling dark fiber, wavelength or transport services to hyperscalers or large data center operators.
The Responsibilities:
- Sell the full Flō Networks infrastructure portfolio: dark fiber IRUs, 100G/400G+ wavelengths, cross-border capacity between the US and Mexico, dedicated internet access and colocation at Flō facilities, to hyperscaler and AI infrastructure accounts in the US and Mexico.
- Grow revenue and expand relationships within assigned accounts, building coverage across network planning, procurement, site development and engineering stakeholders.
- Identify and develop new opportunities tied to customer data center builds, campus expansions and new route requirements, including responses to RFQs/RFPs.
- Own the complete sales cycle: prospecting, requirements gathering, solution design with engineering, pricing, proposal, contract negotiation, close and hand-off through to activation and first invoice.
- Achieve quarterly and annual revenue and bookings targets while maintaining an accurate, healthy pipeline and forecast.
- Participate in negotiations of MSAs, IRUs and service orders, coordinating internal legal, engineering, finance and operations resources needed to close.
- Track activity weekly, qualify opportunities rigorously and keep CRM records current so that forecasts hold up.
The Requirements:
- Bachelor's Degree or equivalent education in Telecommunications, IT, Business or equivalent.
- 5+ years selling telecommunications infrastructure, with direct experience selling to hyperscalers, cloud providers, AI infrastructure operators or large data center developers, and a track record of meeting or exceeding quota.
- Working knowledge of dark fiber, DWDM/wavelength services, IRU structures and data center connectivity; able to hold a credible technical conversation with customer network planners and engineers.
- Experience with consultative, value-based selling into complex, multi-stakeholder buying organizations with long sales cycles.
- Ability to read market trends: data center development, AI/cloud capacity growth, cross-border demand and translate them into account and territory strategy.
- Strong relationship-building skills and a customer-focused approach.
- Detail oriented, very organized, self-motivated and professional.
- Fluent in English and Spanish.
- Able to travel approximately 20% within the US and Mexico.
Compensation: Base salary plus commission.
