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Role Description

The Director of Commercial Sales is a senior individual contributor responsible for driving revenue growth across the company’s Mid-Market and strategic commercial accounts, with a primary focus on selling into on-net buildings and owned network footprint. This role leads acquisition, expansion, and retention of high-value business customers, combining new logo hunting with long-term account ownership.

The Director acts as a trusted advisor to customers and a commercial leader internally, partnering closely with engineering, operations, and customer success to deliver high-performance connectivity solutions and exceptional customer experience. This is a quota-carrying role with direct accountability for new revenue, renewals, retention, and customer satisfaction.

Primary Responsibilities

• Mid-Market & On-Net Sales:
  • Own acquisition and expansion of Mid-Market commercial customers, with strong emphasis on on-net buildings and existing network footprint.
  • Develop and execute territory and account strategies targeting multi-tenant commercial properties, enterprise suites, and strategic business districts.
  • Lead full sales lifecycle from discovery and solution design through proposal, contract negotiation, and close.
• Major Account Growth & Retention:
  • Serve as primary commercial owner for a portfolio of high-value business accounts.
  • Drive renewals, contract extensions, and expansion revenue within existing customers.
  • Proactively manage account health to reduce churn and maximize lifetime customer value.
• Event & Special Project Sales:
  • Lead large-scale event and special project opportunities within commercial and venue environments.
  • Coordinate with operations, engineering, and customer stakeholders to ensure successful delivery and high customer satisfaction.
  • Build repeat event revenue and long-term commercial relationships.
• Customer Experience & Satisfaction:
  • Act as executive point of contact for strategic customers and escalations.
  • Partner with Customer Success, Support, and Operations to ensure service quality and SLA adherence.
  • Drive strong NPS, customer satisfaction, and referenceable customer outcomes.
• Sales Leadership & Mentorship:
  • Provide sales direction and mentorship to assigned sales personnel supporting Mid-Market and major accounts.
  • Serve as a senior commercial resource for deal strategy, pricing, and negotiations.
• Forecasting & Reporting:
  • Maintain accurate pipeline and forecasting for Mid-Market and strategic accounts.
  • Contribute to executive and board-level reporting on revenue performance, churn, and customer retention.
  • Ensure disciplined CRM usage and data integrity.

Qualifications

• 7+ years of B2B sales experience, with strong focus on Mid-Market growth and Major commercial accounts.
• Proven track record selling into on-net or owned infrastructure environments and designated network footprints.
• Demonstrated success closing high value deals ($30K–$250K+ TCV).
• Experience managing renewals, expansions, and long-term customer portfolios.
• Data-driven, process-oriented, and comfortable operating in a fast-growth environment.

Key Competencies

• Mid-Market+ sales execution
• On-net footprint monetization
• Strategic account management
• Customer retention & churn reduction
• Fast paced deal negotiation
• Cross-functional collaboration
• Executive communication

Performance Metrics

• New revenue (MRR / TCV) from Mid-Market and on-net locations
• Renewal and retention rates
• Expansion revenue within existing accounts
• Event and special project revenue
• Customer satisfaction (NPS / CSAT)
• Forecast accuracy and pipeline quality

Benefits

• Competitive base salary ($75K–$95K) and commission plan, with total on-target earnings of $125K–$190K, based on performance
• Comprehensive benefits package, including health, dental, and retirement plans.
• Opportunity to work with a dynamic team in a growing industry.
• Ongoing training and professional development opportunities.