Director, Market Development

The Director of Market Development is accountable for expanding Clearwave Fiber’s footprint into new markets by leading a dedicated team responsible for municipal engagement, and early-stage market development.

This role owns the front end of market entry—from first municipal contact through market approval and handoff—and is responsible for building, leading, and scaling a high-performing team of Market Development Managers (MDMs). The Director sets strategy, establishes operating cadence, hires and develops talent, holds the team accountable to outcomes, and ensures Clearwave enters markets faster, smarter, and with competitive advantage.

Success in this role means market development becomes a repeatable, disciplined, and defensible core capability of Clearwave Fiber.

• Owns market advancement recommendations and serves as the accountable leader for go/no-go readiness prior to executive approval.
• Build, lead, and scale a team of Market Development Managers responsible for municipal outreach, government relations, and early market execution
• Own hiring, onboarding, performance management, coaching, and termination decisions for the Market Development team
• Establish clear role definitions, performance expectations, KPIs, and success metrics tied to market advancement, speed, and quality
• Develop bench strength and succession plans to support regional and multi-market scale
• Foster a culture of accountability, professionalism, and results-driven execution

• Lead Clearwave’s engagement with municipal leadership and key community stakeholders in new and expanding markets, including city councils, public works, and planning departments
• Identify, escalate, and resolve municipal, regulatory, political, and operational risks that could delay or derail market entry, serving as the primary escalation point for complex negotiations, stalled approvals, and politically sensitive issues
• Drive consistent, high-quality execution of the market entry playbook—from initial outreach through market approval and announcement
• Ensure all municipal commitments, assumptions, and political context are fully documented, validated, and operationally executable prior to internal handoff to Operations following market approval

• Provide senior-level coordination across Market Selection, Engineering, Construction, Regulatory, Sales, and Marketing to ensure alignment and clean handoffs
• Act as the integrator ensuring assumptions made during market selection are validated and executable in the field
• Ensure early market commitments (ROW, permitting posture, municipal expectations) are clearly documented and operationally viable

• Monitor competitor activity, fiber overbuilds, public funding awards, and regulatory shifts across the Southeast and Midwest
• Maintain a forward-looking understanding of telecom, broadband, and infrastructure trends impacting market feasibility
• Build and maintain competitive intelligence dashboards, market tracking tools, and executive reporting

• Partner with Market Selection to provide field-driven feedback loops that improve scoring models, assumptions, and prioritization
• Assist in standing up new regions and scaling market development capacity as the footprint grows
• Prepare and present clear, direct updates to executive leadership on market pipeline health, risks, and opportunities

• 10+ years in market development, business development, government relations, telecom, infrastructure, or related fields
• Demonstrated experience building and leading teams, including hiring, performance management, and accountability
• Deep understanding of telecom, broadband, or utility-scale infrastructure markets
• Proven ability to operate across municipal, regulatory, and corporate environments
• Strong executive presence with the ability to influence internal leaders and external stakeholders
• High analytical rigor with comfort operating in ambiguity and incomplete information
• Experience managing complex, cross-functional initiatives across multiple…