Multi-Family ; MDU Sales Manager

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.

• 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.

• 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.

• 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.

• 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.

• 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.

• 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.

• 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.