Job Description:

Position Title: Sales Manager – Dobson Communities (Multi-family/MDU)

Department: Sales and Marketing

Role Overview:

The Multi-Family Sales Manager will lead a high-performing team of Account Executives responsible for securing access agreements with Multi-Dwelling Unit (MDU) property owners, managers, developers, and real estate investment groups. This role plays a critical part in expanding the company’s residential footprint by driving strategic growth, optimizing sales execution, and developing long-term partnerships within the multi-family housing market.

The ideal candidate combines strong leadership experience with knowledge of B2B/MDU sales, property management ecosystems, and the telecommunications or internet services industry.

Key Responsibilities

Team Leadership & Development

• Lead, coach, and mentor a team of Account Executives to achieve individual and team sales targets.
• Set clear performance expectations, provide timely feedback, and conduct regular performance reviews.
• Implement best-practice sales processes, pipeline management, and forecasting standards.
• Foster a collaborative, accountable, and growth-oriented team culture.

Sales Strategy & Execution

• Develop and execute a strategic sales plan for the multi-family channel, aligned with company growth objectives.
• Oversee the outreach and negotiation of Right-of-Entry (ROE) and access agreements with MDU communities.
• Guide the team in identifying, qualifying, and prioritizing target properties and ownership groups.
• Ensure consistent and accurate use of CRM for pipeline management and reporting.

Relationship Building

• Build and maintain strong relationships with property owners, managers, developers, and investment groups.
• Represent the company at industry events, trade shows, and networking opportunities.
• Serve as the escalation point for complex negotiations or strategic accounts.

Cross-Functional Collaboration

• Partner with Marketing to develop targeted campaigns and sales enablement tools.
• Work with Engineering, Legal, Deployment, and Operations teams to ensure proper evaluation, onboarding, and installation for new MDU partners.
• Provide market insights and customer feedback to influence product development and service enhancements.

Performance & Reporting

• Track key performance metrics, identify risks, and implement improvement plans.
• Prepare regular reports on sales performance, forecasts, and channel growth.
• Ensure compliance with internal policies, contract guidelines, and regulatory requirements.

Qualifications

• 5+ years of B2B/multi-family properties sales experience, preferably in telecommunications, internet services, or real estate technology.
• 2+ years of leadership or team-management experience.
• Strong understanding of the MDU ecosystem, property management, or real estate development.
• Proven track record of navigating complex negotiations and closing high-value contracts.
• Exceptional communication, presentation, and relationship-building skills.
• Proficiency with CRM platforms (Salesforce preferred).
• Ability to manage multiple priorities and thrive in a fast-paced environment.
• Willingness to travel regionally as required.

Preferred Qualifications

• Experience negotiating ROE, access, or bulk service agreements.
• Existing relationships within the MDU industry (property managers, developers, REITs).
• Experience scaling or building a sales team.