Wholesale Account Director (Carriers)
Sector: Telecoms connectivity and full fibre solutions
Reports to: Chief Sales Officer
Location: Remote, WFH with client visits and limited office time
Key Customer Segments: UK and International Carriers
The Company:
* UK provider of full fibre networks and connectivity solutions
* One of the UK's fastest growing infrastructure businesses
* Approaching unicorn status £1bn+ valuation
* UK based, owned and founder led
* Enterprise B2B and wholesale specialists
The Role:
We need a highly driven Account Director to lead strategic sales efforts into the UK and international Carrier sector, with a specific focus on fibre infrastructure and high-capacity infrastructure solutions.
Working within the Major Business team, they will be responsible for mapping the Carrier landscape to establish priority targets, building a pipeline of qualified opportunities, and driving top line revenue growth.
The Account Director will be accountable for shaping the go-to-market strategy for fibre infrastructure and high-capacity connectivity sales into the Carrier sector, building long-term relationships with key industry players, and securing large-scale, complex contracts to support network expansion and transformation across the UK.
Carriers are a critical customer segment and this pivotal role that combines commercial leadership, deep sector knowledge, and strategic execution. Success in this role will lead to team building and the eventual ownership of the Carrier customer segment.
Key Responsibilities
* Leading sales strategy and execution for fibre infrastructure solutions into the UK and global carrier market, ensuring alignment with wider business objectives
* Achieving annual revenue and sales targets through strategic engagement and contract wins in the carrier space
* Developing and owning key carrier accounts, building deep and trusted relationships with stakeholders at all levels
* Identifying and converting new business opportunities, including network build partnerships, co-investment models, and joint go-to-market initiatives
* Creating and shaping tailored propositions for carriers, including dark fibre and other high-capacity connectivity solutions
* Collaborating cross-functionally across finance, operations, delivery, and partner teams to ensure successful customer onboarding and service delivery
* Ensuring all activities meet stringent regulatory, legal, and security obligations
Candidate Profile
☑ Proven track record of selling complex telecoms infrastructure solutions, ideally fibre-based, into carriers or similar enterprise-level partners with established contacts in the sector.
☑ Deep understanding of the Carrier ecosystem in the UK and abroad – from Tier 1 global players to specialists operating in vertical markets.
☑ Strong industry network and respected reputation in the UK telecoms or digital infrastructure sectors, experience managing large strategic accounts and multi-stakeholder relationships.
☑ Expert knowledge of telecoms connectivity, including dark fibre, managed fibre, and high-capacity Ethernet.
☑ Understanding of the technical, commercial, and regulatory landscape around fibre infrastructure in the UK.
☑ Commercially astute, with the ability to structure, negotiate and close high value, long-term contracts.
☑ Able to work collaboratively with stakeholders and partners to deliver outstanding customer outcomes.
☑ Strategic thinker with a strong execution mindset, excellent negotiation, communication, and relationship-building skills.
☑ Organised, motivated, self starting - comfortable working autonomously using your own initiative to achieve results with micromanagement.