Sales Director, National Accounts

POSITION TITLE: Sales Director, National Accounts

POSITION OBJECTIVE: Leads Clearfield’s National Accounts sales organization. The team’s National Account Managers own relationships with Clearfield’s largest named carrier customers; its Turf Managers provide field coverage for those same accounts, working with their regional build teams, contractors, and local distribution to turn national agreements into deployments and orders. The Director is accountable for national accounts bookings and revenue, and for building a team that grows share in existing accounts and wins new ones. This is a leadership role: success is measured by team results, not personal selling. The Director is a member of the Sales Leadership Team and works with regional sales, product management, marketing, and operations on strategy, pricing, and execution.

POSITION RESPONSIBILITIES:

Team Leadership and Development

• Recruits, hires, onboards, and develops National Account Managers and Turf Managers; builds bench strength and succession for key account relationships.
• Sets individual goals, quotas, and account and territory assignments; holds regular one-on-ones, conducts performance reviews, and addresses underperformance promptly.
• Coaches the team on account planning, opportunity strategy, negotiation, and executive-level selling; joins team members on key customer calls and in the field.
• Defines how National Account Managers and Turf Managers work together on each account so that headquarters-level decisions translate into local specification, pull-through, and install.
• Builds a team culture of accountability, responsiveness, and customer focus.

Strategy and Account Planning

• Develops and executes the annual National Accounts sales plan, including target accounts, growth priorities, coverage model, and resource allocation.
• Requires and reviews a written account plan for each named account covering organization and decision makers, buying process, build plans, competitive position, and share-of-wallet goals.
• Identifies growth opportunities tied to customer network build programs, mergers and acquisitions, and vendor standardization decisions.
• Monitors competitor activity, pricing, and market trends, and shares insight with product management and marketing to inform product and go-to-market decisions.

Revenue, Forecasting, and Pipeline Management

• Owns National Accounts bookings and revenue targets.
• Runs regular pipeline and forecast reviews with the team and delivers an accurate monthly and quarterly forecast to the VP of Sales.
• Sets and enforces CRM standards so that account, opportunity, and activity data is complete and current.
• Brings pricing requests and deal structures to the appropriate approvers and builds the business case for exceptions.
• Leads the team’s response to RFPs, pricing agreements, and contract negotiations in coordination with commercial, legal, and operations teams.
• Reports performance against targets on a weekly, monthly, quarterly, and annual basis.

Executive Customer Relationships

• Serves as Clearfield’s senior sales sponsor for national accounts, building relationships with customer leaders in engineering, procurement and supply chain, and network operations.
• Leads or supports high-value negotiations, executive business reviews, and customer escalations.
• Represents Clearfield at industry events and customer meetings.

Cross-Functional Collaboration

• Coordinates with the East and West regional sales directors where national accounts overlap regional territories and distribution partners.
• Works with product management, engineering, and customer service on product qualification and approval, custom requirements, and delivery commitments.
• Partners with operations and supply chain on demand planning for large customer programs.

Other

• Performs other duties as assigned.

• Bachelor’s degree in business, engineering, or a related technical field; MBA a plus.
• Ten or more years of B2B sales experience in telecommunications, fiber optics, or network infrastructure.
• Five or more years of experience leading sales teams, including field-based or multi-territory team members.
• Proven record of growing revenue in large, complex accounts with multiple decision makers and long sales cycles.
• Working knowledge of fiber connectivity and how carriers plan, engineer, and deploy networks.
• Experience selling to Tier 1 carriers preferred; established relationships with telecom distribution partners a plus.
• Experience with sales forecasting, pipeline management, and CRM tools.
• Sound judgment on pricing requests and contract terms.
• Strong written, verbal, and presentation skills, including with senior customer executives.
• Ability to travel up to 50% of the time.

BENEFITS for full-time:

• Comprehensive Medical, Dental, and Vision benefits.
• 100% company paid Short-term and Long-term disability insurance coverage.
• 100% company paid Basic Life and Accidental Death and Dismemberment (AD&D) insurance coverage.
• 100% company paid Business Travel Accident (BTA) insurance.
• 100% company paid Employee Assistance Program (EAP).
• Additional voluntary benefits are offered.
• 401K plan: Maximum match is 4.5% of the first 6% of contribution.
• Employee Stock Purchase Plan:
• Clearfield's Time Off Policy includes Paid Time Off (PTO) beginning at three weeks annually, accrued on the first of the month, starting on the day of hire. The policy also includes nine paid holidays each calendar year, and one 8-hour day of Volunteering Time-Off.

SALARY RANGE: $130,766 - $163,457 - $196,149; Commission Eligible

An Offer of employment will be extended at a level consistent with the experience and qualifications of the candidate. This information reflects the anticipated salary range for this position at the time of posting. The salary range may be modified in the future and actual compensation may vary from the posting based on various factors such as geographic location, work experience, education and/or skill level.