Director of Carrier Sales

Reports to:

Vice President, Carrier Services

Position Summary

The Director of Business Development is responsible for growing and closing all new carrier-based opportunities of existing TailWind client accounts and with targeting new clients to meet company and individual revenue goals. Monthly sales quota must be achieved through focus on building relationships and acquiring new clients. Possess ability to communicate technically around our product set.

Essential Functions

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

  • Develop, strengthen, and grow client relationships on the carrier side
  • Aggressively negotiate business opportunities
  • Meet and exceed sales quotas
  • Must be the technical expert on Carrier Access services
  • Work to create new opportunities into existing account base (50%) and through new client acquisition (50%)
  • Active participation in, and documentation of, sales activities and campaigns, conference calls, and client meetings.
  • Accountable for reporting on sales activity and results
  • Prepare documents and presentations
  • Participate in team meetings and sales trainings
  • Assist with internal team to respond to RFPs and RFIs
  • Maintain awareness of status of account base and proactively advise management about potential opportunities or concerns
  • Provide assistance with client billing questions and disputes

Core Values

  • Great Attitude
  • Hard Working
  • Smart and Talented
  • Accountable
  • Pace
  • Customer Focused


  • Proficient technically in the carrier space
  • Establish and Maintain Relationships
  • Focus on Client Needs
  • Think Strategically
  • Analyze and Resolve Issues
  • Drive for Results
  • Negotiate Effectively
  • Foster Collaboration and Teamwork

Preferred Education and Experience

  • Bachelor’s Degree.
  • Previous experience selling Carrier Telecom Services to Directors and C-Level Executives at Fortune 2000 companies.
  • Previous experience selling at the National level for an ISP, LEC or VAR.
  • 5-7 years of proven experience growing existing client accounts.
  • Ability and willingness to travel 40-50% targeting new logos, strengthening existing client relationships, and improving industry knowledge and exposure.
  • Strong Sales and telecommunications knowledge.
  • Professionalism, strong work ethic, and commitment to integrity.
  • Excellent written and verbal communication skills, ability to quickly establish rapport and credibility over the phone and face-to-face, and able to clearly articulate a value proposition.
  • Self-starter and proven ability to work independently and on a team.
  • Proven focus on customer service and the ability to develop and maintain relationships, internally and externally.
  • Strong time management and ability to multi-task; takes initiative and follows through.
  • Proficiency with Microsoft Office suite of PC tools, and ability to learn additional required systems such as NetSuite, HubSpot, and WebEx.

Supervisory Responsibility

This position has no supervisory responsibilities.

Work Environment

This job primarily operates in a professional office environment, but the demands of travel expose the Directors of Business Development to a variety of environments. The role routinely involves use of standard office equipment such as computers, phones, photocopiers, filing cabinets and fax machines.

Physical Demands

When in the office, this is largely a sedentary role with some minor filing required.  This requires the ability to lift files, open filing cabinets and bend or stand as necessary.  However, for travel to visit clients, attend or present at conferences, and participate in training and other sales activities, the position will involve extensive walking, standing, and other standard travel-related activities.

Position Type and Expected Hours of Work

This is a full-time position. 40+ hours per week are expected. Days and hours of work are generally Monday through Friday during normal business hours, with additional hours needed for travel and as business demands dictate.


This position generally requires 40-50% travel related to client development, tradeshows, and conferences.

AAP/EEO Statement

We are an EEO Employer.

Other Duties

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.

How to Apply

Please send your resume and cover letter to hr [at]

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