[Remote] Director of Sales, SMB & Mid-Market
Note: The job is a remote job and is open to candidates in USA. Clearwave Fiber is a growing company focused on providing fiber-based services, and they are seeking a Director of Sales for their SMB and Mid-Market segments. This role is responsible for revenue performance, leading sales teams, and executing sales strategies to drive growth across various markets.
Responsibilities
- 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
- 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
- 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
- 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
- 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
- Revenue attainment vs quota
- Pipeline coverage and close rates
- Forecast accuracy
- Rep productivity and ramp time
- Net revenue churn
Skills
- 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
- 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*
Company Overview