Director Of Sales, Smb & Mid-Market
Location: Regional / Multi-State (Field + Travel Required)
The successful candidate will be located in one of the following states: AL, FL, GA, IL, KS, MI, MO, NC, OH, SC, TN, VA
Position Summary
The Director of Sales, SMB & Mid-Market is responsible for owning revenue performance across a high-velocity, coverage-based sales motion focused on small and mid-market customers.
This role leads Sales Managers and frontline sellers executing against non-named accounts, enforcing disciplined activity standards, pipeline coverage, and forecast accuracy. The Director serves as the primary field leader for SMB and Mid-Market execution, driving predictable growth at scale.
Key Responsibilities
Revenue Ownership & Performance
- Own monthly, quarterly, and annual revenue targets across SMB and Mid-Market segments
- Drive consistent attainment through coverage-based pipeline management, not named-account ownership
- Identify revenue risk early and deploy corrective actions across markets or teams
- Accountable for bookings, productivity, and net revenue performance
Sales Leadership & Team Management
- Lead, coach, and develop Sales Managers and frontline Account Executives
- Establish and enforce activity standards (appointments, outbound volume, field execution)
- Conduct regular field ride-outs, deal inspections, and coaching sessions
- Build a strong talent bench through hiring, onboarding, and performance management
Pipeline, Forecasting & Operating Cadence
- Own and enforce the SMB/Mid-Market sales operating cadence, including:
- Weekly pipeline reviews
- Forecast calls
- Close plans and deal inspection
- Ensure pipeline coverage standards are met (e.g., 3–10x quota depending on close rates)
- Maintain forecast accuracy and credibility with executive leadership
Go-To-Market Execution (Non-Named Accounts)
- Execute GTM strategy across open territories and pooled account models
- Partner with Marketing and Business Development on:
- Outbound campaigns
- Local market activation
- Ensure consistent sales process adoption and CRM hygiene across teams
Cross-Functional Collaboration
- Serve as the field sales voice to Sales Operations, Marketing, Finance, Construction, and Customer Success
- Partner with Sales Operations on:
- Quota and capacity modeling
- Territory design
- Performance reporting
- Collaborate with Customer Success on renewals, churn risk, and retention strategies
Success Metrics
- Revenue attainment vs quota
- Pipeline coverage and close rates
- Forecast accuracy
- Rep productivity and ramp time
- Net revenue churn
Requirements
Required
- 7–10+ years of B2B sales experience with progressive SMB or Mid-Market leadership responsibility
- Proven success leading high-velocity, non-named account sales teams
- Strong command of pipeline management, forecast discipline, and activity-driven execution
- Experience managing multi-market or regional field sales teams
Preferred
- Telecom, fiber, ISP, or infrastructure-based services experience
- Experience operating in high-growth or private-equity-backed environments
- Familiarity with inbound/outbound blended sales motions
Benefits:
- Medical, Dental and Vision
- Short Term Disability
- Flexible Spending Accounts
- Company Paid Life as well as Voluntary policies
- 401(k) with generous company match
- Paid Time Off
- Paid Holidays
- Cell Phone Allowance
- Discounted Services *Where Applicable*
Why Clearwave Fiber
Here, you'll join a growing, collaborative, and supportive team where your work has purpose and your success is celebrated. You'll have the ownership to make decisions, the courage to take on challenges, and the resources to turn opportunities into wins.
Pre-Hire Assurance
Clearwave Fiber prioritizes the safety and security of our associates and customers. Job offers are contingent upon successful background checks, drug screenings, and reference checks.
Equal Opportunity Employer
Clearwave Fiber is proud to be an Equal Opportunity Employer, fostering a diverse and inclusive workplace.
Director Of Sales, Smb & Mid-Market
Location: Regional / Multi-State (Field + Travel Required)
The successful candidate will be located in one of the following states: AL, FL, GA, IL, KS, MI, MO, NC, OH, SC, TN, VA
Position Summary
The Director of Sales, SMB & Mid-Market is responsible for owning revenue performance across a high-velocity, coverage-based sales motion focused on small and mid-market customers.
This role leads Sales Managers and frontline sellers executing against non-named accounts, enforcing disciplined activity standards, pipeline coverage, and forecast accuracy. The Director serves as the primary field leader for SMB and Mid-Market execution, driving predictable growth at scale.
Key Responsibilities
Revenue Ownership & Performance
- Own monthly, quarterly, and annual revenue targets across SMB and Mid-Market segments
- Drive consistent attainment through coverage-based pipeline management, not named-account ownership
- Identify revenue risk early and deploy corrective actions across markets or teams
- Accountable for bookings, productivity, and net revenue performance
Sales Leadership & Team Management
- Lead, coach, and develop Sales Managers and frontline Account Executives
- Establish and enforce activity standards (appointments, outbound volume, field execution)
- Conduct regular field ride-outs, deal inspections, and coaching sessions
- Build a strong talent bench through hiring, onboarding, and performance management
Pipeline, Forecasting & Operating Cadence
- Own and enforce the SMB/Mid-Market sales operating cadence, including:
- Weekly pipeline reviews
- Forecast calls
- Close plans and deal inspection
- Ensure pipeline coverage standards are met (e.g., 3–10x quota depending on close rates)
- Maintain forecast accuracy and credibility with executive leadership
Go-To-Market Execution (Non-Named Accounts)
- Execute GTM strategy across open territories and pooled account models
- Partner with Marketing and Business Development on:
- Outbound campaigns
- Local market activation
- Ensure consistent sales process adoption and CRM hygiene across teams
Cross-Functional Collaboration
- Serve as the field sales voice to Sales Operations, Marketing, Finance, Construction, and Customer Success
- Partner with Sales Operations on:
- Quota and capacity modeling
- Territory design
- Performance reporting
- Collaborate with Customer Success on renewals, churn risk, and retention strategies
Success Metrics
- Revenue attainment vs quota
- Pipeline coverage and close rates
- Forecast accuracy
- Rep productivity and ramp time
- Net revenue churn
Requirements
Required
- 7–10+ years of B2B sales experience with progressive SMB or Mid-Market leadership responsibility
- Proven success leading high-velocity, non-named account sales teams
- Strong command of pipeline management, forecast discipline, and activity-driven execution
- Experience managing multi-market or regional field sales teams
Preferred
- Telecom, fiber, ISP, or infrastructure-based services experience
- Experience operating in high-growth or private-equity-backed environments
- Familiarity with inbound/outbound blended sales motions
Benefits:
- Medical, Dental and Vision
- Short Term Disability
- Flexible Spending Accounts
- Company Paid Life as well as Voluntary policies
- 401(k) with generous company match
- Paid Time Off
- Paid Holidays
- Cell Phone Allowance
- Discounted Services *Where Applicable*
Why Clearwave Fiber
Here, you'll join a growing, collaborative, and supportive team where your work has purpose and your success is celebrated. You'll have the ownership to make decisions, the courage to take on challenges, and the resources to turn opportunities into wins.
Pre-Hire Assurance
Clearwave Fiber prioritizes the safety and security of our associates and customers. Job offers are contingent upon successful background checks, drug screenings, and reference checks.
Equal Opportunity Employer
Clearwave Fiber is proud to be an Equal Opportunity Employer, fostering a diverse and inclusive workplace.
