Director, Sales-Healthcare and Finance

FirstLight Fiber

Location: Town of Rockingham, VT

Type: Full Time

Education: Bachelor's Degree

Experience: Greater than 10 years

Come join one of the fastest growing telecommunications companies in the Northeast! Headquartered in Albany, NY, FirstLight Fiber is a leading provider of high-speed data, Internet, data center, cloud, and voice services to enterprise and carrier customers over the Company’s own fiber optic network. FirstLight is currently looking for an exceptional Director of Sales to drive continued success as we head into the next phase of growth.


The Sales Director is an integral part of ensuring FirstLight achieves revenue targets. A Sales Director is responsible for managing a team of sales leaders and Account Executives who are focused on driving revenue growth. They will also be responsible for all coaching and talent development within their regional team of sales leaders.

Qualifications, Knowledge, and Skills:

  • Lead a team of sales professionals to achieve FirstLIght’s sales goals, driving an appropriate mix of New Logo Sales with cross sell/up sell of existing customers.
  • Train, develop, and coach sales talent to achieve their business and personal development goals
  • Build a high-performance work team by holding people accountable for achieving their objectives
  • Manage the sales goals and process for the team in region including sales forecasting, account plan development, development of a robust sales pipeline, contract negotiation and maintenance
  • Identify customer needs and effectively illustrate to team the need to understand and respond to perceived customer risks.  Assist team with problem solving and solution development.
  • Enable sales reps to connect client’s business objectives with FirstLight offerings and solutions
  • Provide best practice guidance around how to negotiate and close as many sales campaigns as possible
  • Support Senior Leadership team in development of high-level strategies for the organization
  • Effectively manage a team who sells a broad portfolio of products across a wide range of industries, ensuring that reps are knowledgeable on all FirstLight products and solutions, and are effective at selling the appropriate mix of products.
  • Help your direct reports establish themselves as a ‘Trusted Advisor’ to the prospect or customer
  • Assist in creating an environment of teamwork and continuous improvement
  • Work with regional counterparts to share best practices and understand how to grow scalable, successful teams

Job Qualifications & Preferences:

  • Seasoned Coach
    1. 10+ years previous B2B sales experience in one or more of the following areas with a documented track record of success:
      • Senior Account Executive experience, specifically in telecom or ISP environment
      • Sales Management experience
      • Experience working in a complex and consultative sales environment
      • Preferable experience in selling to Mid-Market, Large Enterprise, and/or government organizations
    2. Team Builder: Able to create unity and productivity of reps under management.
    3. Trainer and Developer of Talent:   Takes interest in advancement of subordinates and creates action plans suited for their needs.  Able to effectively coach to improve team performance.
  • Persuasive Executor
    1. Successfully deal with ambiguous or unclear situations to derive answers which are most valuable for the customer
    2. You can focus on the needs of multiple direct reports at any given time
    3. You are goal oriented and you enable multiple direct reports to be focused on necessary tasks to achieve quota
  • Hi-EQ Communicator.
    1. You judge well, both what to say and how to say it.
  • BA/BS degree or equivalent with a major in business, marketing, or similar

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