Vice President of Sales (West Coast)

Vice President of Sales

Location: Western US (Remote with significant travel)

Reports to: Chief Revenue Officer (CRO)

Compensation: Competitive base salary with variable compensation based on performance

Note: Individual Contributor role with long term opportunity to build a team

Company Overview

Our client is a leading provider of communications infrastructure solutions, delivering high-quality services and innovative technology to support fiber infrastructure projects. With a strong industry reputation built over decades, they are expanding their leadership team and seeking a dynamic Vice President of Sales to drive revenue growth, establish strategic partnerships, and strengthen brand presence in the market.

Role Summary

The VP of Business Development is a key leadership role responsible for developing and executing strategies to expand market share, increase revenue, and enhance client relationships. The ideal candidate will have a deep understanding of fiber infrastructure and telecommunications, a strong network within the industry, and the ability to build and maintain relationships with key decision-makers at local, state, and federal levels. This role requires a hunter mentality, focusing on acquiring new logos and securing high-value contracts.

Key Responsibilities

• Develop and implement a business development strategy to drive revenue growth through new customer acquisition and strategic partnerships.
• Identify and cultivate relationships with telecom carriers, infrastructure providers, and enterprise clients to position the company as the preferred partner for fiber infrastructure projects.
• Lead efforts to secure government infrastructure contracts, building relationships with decision-makers in local, state, and federal agencies to maximize grant program opportunities.
• Serve as a brand ambassador, actively promoting the company at industry conferences, networking events, and client meetings.
• Work closely with internal teams to ensure seamless onboarding of new clients, including negotiating MSAs, defining scopes of work, and optimizing rate card structures.
• Manage a pipeline of multi-million-dollar deals, ensuring the achievement of quota targets and revenue KPIs.
• Drive collaboration between sales, operations, and finance to optimize contract profitability and service delivery.
• Lead and support RFP responses, including conducting risk assessments, operational reviews, and financial modeling to maximize ROI.
• Utilize CRM tools to track, report, and optimize business development efforts, ensuring transparency and data-driven decision-making.
• Provide insights on market trends, competitive landscape, and emerging opportunities to inform business strategy.

Qualifications & Experience

• 5 years of business development leadership experience within telecommunications, fiber infrastructure, or a related industry.
• Proven track record of closing large enterprise and government contracts, with deal sizes in the range of $25M annually.
• Strong knowledge of IRU sales, one-time fiber infrastructure deals, and dark fiber leasing.
• Ability to navigate complex sales cycles, engage C-level executives, and manage long-term business relationships.
• High level of financial acumen with experience structuring large-scale infrastructure agreements.
• Strong leadership, negotiation, and communication skills, with the ability to influence key stakeholders at all levels.
• Hunter mentality with a demonstrated ability to develop net-new business and expand market presence.
• Experience working with government funding programs and infrastructure grants is highly desirable.
• Willingness to travel up to 75% to meet with clients and attend industry events.
• Bachelor’s degree required; MBA or advanced degree is a plus.

Why Join Our Client?

• Be a key driver of growth and expansion in a company poised for rapid market success.
• Work with an experienced executive team committed to innovation and operational excellence.
• Competitive compensation package with uncapped earnings potential.
• A fast-paced, entrepreneurial environment where your expertise and leadership will make an impact.

If you are a proven sales leader with experience in fiber infrastructure sales and high-value contract negotiations, we’d love to hear from you.

Prime Team Partners is an equal opportunity employer. Prime Team Partners does not discriminate on the basis of race, color, religion, national origin, pregnancy status, gender, age, marital status, disability, medical condition, sexual orientation, or any other characteristics protected by applicable state or federal civil rights laws.