{"id":1631567,"url":"https://alion.io/job/fiberlight-account-director","title":"Account Director","company":{"id":2237780,"name":"FiberLight","domain":"fiberlight.com","url":"https://alion.io/company/fiberlight-com","size_band":"501-1000","is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"Paylocity","truth_index":null},"role":"Marketing","role_family":"Marketing","seniority":"head","employment_type":null,"work_mode":"on_site","remote_scope":null,"remote_scope_basis":null,"remote_working_hours":null,"hiring_geo_confidence":"structured","locations":["United States"],"countries":["US"],"hiring_countries":[],"hiring_countries_total":0,"salary":null,"salary_estimate":{"min_usd":140000,"max_usd":263000,"period":"year","method":"role_seniority_country_remote_cell","sample_n":1085},"experience_years_min":5,"visa_sponsorship":false,"relocation_package":false,"has_equity":false,"technologies":[],"status":"live","first_seen_at":"2026-09-24T19:38:47Z","employer_posted_date":"2026-10-01","last_verified_at":"2026-10-09T01:33:06Z","board_verified":true,"closed_at":null,"days_open":14,"trust":{"level":"ok","repost_count":null,"flags":[],"days_open":14},"description":"Description\n*Candidates must currently live within the state of Virginia*\nThe Account Director is a strategic sales professional responsible for identifying, developing, and closing new business opportunities for FiberLight's portfolio of dark fiber, wavelength, transport, construction, and other wholesale telecommunications solutions.\nThis is a pure hunter role focused on acquiring new customers and driving revenue growth within wholesale, carrier, wireless, hyperscale, ISP, and enterprise markets. The Account Director will proactively prospect target accounts, develop sales strategies, build executive-level relationships, and lead the sales process from initial engagement through contract execution.\nSuccess in this role is measured by new logo acquisition, sales bookings, revenue generation, pipeline development, and achievement of monthly, quarterly, and annual sales quotas.\nEssential Job Functions\nIdentify, prospect, and develop new business opportunities within assigned markets and target accounts.\nGenerate qualified sales opportunities through strategic outbound prospecting, networking, industry events, referrals, and market intelligence.\nEstablish and cultivate relationships with key decision-makers, executives, and influencers within prospective customer organizations.\nDevelop and execute strategic sales plans to penetrate targeted accounts and expand FiberLight's market presence.\nLead complex sales cycles involving dark fiber, wavelength, transport, and wholesale telecommunications solutions.\nConduct discovery meetings to understand customer business objectives, technical requirements, and growth initiatives.\nCollaborate with internal engineering, operations, legal, and executive teams to develop customized solutions and proposals.\nCreate and deliver compelling customer presentations, executive summaries, business cases, and ROI analyses.\nLeverage industry knowledge, market trends, and competitive intelligence to identify and close sales opportunities.\nDevelop proposals, pricing strategies, and contract negotiations to secure new business.\nBuild, maintain, and manage a robust sales funnel and pipeline sufficient to achieve assigned quota objectives.\nAccurately forecast sales opportunities, bookings, and revenue through CRM and sales reporting tools.\nRepresent FiberLight at industry conferences, trade shows, networking events, and customer meetings.\nMaintain a high level of market awareness regarding competitors, emerging technologies, and industry developments.\nRequirements\nRequired Qualifications\n8+ years of successful B2B sales experience, preferably in telecommunications, fiber infrastructure, or wholesale network services.\n5+ years of consultative sales experience selling complex technology or telecommunications solutions.\nDemonstrated track record of consistently exceeding new business sales quotas.\nProven success in new logo acquisition and strategic business development.\nExperience selling into wholesale carriers, ISPs, wireless providers, hyperscalers, data center operators, or enterprise organizations.\nStrong experience managing complex sales cycles involving multiple stakeholders and executive decision-makers.\nUnderstanding of telecommunications infrastructure, fiber networks, transport services, and connectivity solutions.\nWorking knowledge of telecommunications networking concepts from both ISP and carrier/network operator perspectives.\nExcellent prospecting, negotiation, presentation, and closing skills.\nStrong organizational, communication, and relationship-building abilities.\nExperience utilizing CRM platforms and maintaining accurate sales forecasts.\nBachelor's degree in Business, Marketing, Management, or related field, or equivalent industry experience.\nValid driver's license and willingness to travel as necessary for customer meetings, industry events, and business development activities.","description_format":"text","description_chars":3887,"description_truncated":false,"requirements":{"experience_years_min":5,"management_years_min":null,"team_size_min":null,"manages_managers":false,"education":{"level":"bachelor","optional":true},"security_clearance":false,"languages":[]},"benefits":[],"hiring_locations":[],"hiring_excludes":[],"relocation_offered":false,"industries":[],"lifecycle":[{"event":"open","at":"2026-10-01T21:23:21Z"}],"visa":[],"liveness":{"score":81,"band":"hot","label":"Hiring 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