Position Summary
The Business Territory Sales Manager is a quota-carrying individual contributor responsible for driving new business revenue and expanding Cal.net’s commercial subscriber base within an assigned territory across the Cal.net service footprint. Reporting to the Vice President of Sales, this role owns the full sales cycle for small and mid-sized business accounts—from prospecting and discovery through proposal, close, and hand-off to onboarding. The Business Territory Sales Manager works in close partnership with an assigned Sales Development Representative (SDR), coaching and directing the SDR’s outbound activity to build a qualified pipeline in the territory. The role calls for a self-directed, field-based seller who combines disciplined pipeline management with a strong presence in the local business community.
Key Responsibilities
Territory Ownership & New Business Development
- Own and execute a territory plan that identifies high-value business prospects, key verticals, and target accounts within the assigned portion of Cal.net’s service footprint.
- Prospect consistently through outbound calling, in-person canvassing, referrals, networking, and follow-up on marketing-generated leads.
- Meet or exceed monthly and quarterly quotas for new business connections, monthly recurring revenue (MRR), and contract value.
- Represent Cal.net in the local business community through chamber events, industry associations, and community organizations to build brand presence and referral pipeline.
SDR Partnership & Lead Qualification
- Serve as the sales lead for an assigned Sales Development Representative (SDR); align on target account lists, ideal customer profile, messaging, and weekly priorities for the territory.
- Coach the SDR on discovery questions, qualification criteria (e.g., BANT or Cal.net’s equivalent), objection handling, and how to identify a genuinely qualified business opportunity.
- Accept, work, and provide timely disposition feedback on SDR-sourced meetings and opportunities so the SDR can continuously sharpen targeting and qualification.
- Hold a standing weekly working session with the SDR to review pipeline, prioritize outbound activity, and jointly plan multi-touch outreach into high-value accounts.
Full-Cycle Sales Execution
- Lead discovery conversations with business decision-makers to understand connectivity needs, current provider pain points, and growth plans.
- Design and present tailored Cal.net solutions—fiber, fixed wireless, voice, and managed services—matched to the customer’s technical requirements and budget.
- Prepare accurate quotes, proposals, and service agreements; negotiate terms in line with Cal.net pricing guidelines and secure signed contracts.
- Coordinate site surveys with the Operations team and manage the customer through installation to a successful service turn-up.
Pipeline Management & Forecasting
- Maintain disciplined CRM hygiene: log every account, contact, activity, opportunity, and next step in real time.
- Build and maintain a pipeline coverage ratio sufficient to hit quota, with accurate stage progression and close dates.
- Provide weekly forecast updates to the Vice President of Sales, including committed deals, upside, risks, and gap-to-quota actions.
Customer Relationships & Account Growth
- Serve as the primary relationship owner for new business accounts through the first 90 days of service and identify expansion opportunities within existing customers.
- Partner with Customer Service and Operations to resolve escalations quickly and protect customer satisfaction.
- Gather and share competitive intelligence, pricing feedback, and product gap observations with the VP of Sales and Marketing.
Cross-Functional Collaboration
- Partner with Marketing to convert campaigns, events, and inbound leads into closed business within the territory.
- Coordinate with Engineering and Operations on serviceability checks, custom build quotes, and installation timelines.
- Work with Finance and the VP of Sales on non-standard pricing requests, credit reviews, and contract terms.
Qualifications
Required
- 3+ years of quota-carrying B2B sales experience with a documented record of meeting or exceeding new business targets.
- Proven ability to self-generate pipeline through outbound prospecting and in-person business development.
- Strong discovery, presentation, and negotiation skills with small and mid-sized business decision-makers (owners, office managers, IT leads).
- Disciplined CRM user with the ability to manage a full territory of accounts and opportunities without close daily oversight.
- Valid driver’s license, reliable transportation, and willingness to travel daily within the assigned territory.
- Comfortable working from a home office and independently managing a field-based schedule.
Preferred
- Experience selling telecommunications, internet, fiber, fixed wireless, voice, or managed IT services to businesses.
- Familiarity with the rural and underserved markets that Cal.net serves, and existing relationships within the local business community.
- Experience carrying an MRR-based quota and selling multi-year service agreements.
- Working knowledge of basic networking concepts (bandwidth, latency, SLAs, static IPs, VLANs) sufficient to hold a credible technical conversation.
Success Measures
- Attainment of assigned new-business MRR and contract-value quota.
- Pipeline coverage and forecast accuracy against plan.
- Prospecting activity levels (meetings, opportunities created, accounts touched).
- Customer satisfaction through the first 90 days of service and retention beyond the initial contract term.
This position description is intended to describe the general nature and level of work being performed. It is not intended to be an exhaustive list of all responsibilities, duties, and skills required.
Compensation
- Base Salary - $40,000 annually
- Commission - Target commission earnings of $80,000 annually
- On-Target Earnings (OTE) - $120,000 annually (base salary plus target commission)
- Earning Potential - Uncapped commission structure, providing unlimited income opportunity based on performance.
Benefits
- Bi-weekly pay with direct deposit.
- Employee internet discounts, if in our service area
- Comprehensive training and mentorship.
- Career growth opportunities within the sales organization.
- Health, dental, and vision benefits
- 401K with a company match
- A dynamic and supportive team environment.
Why Cal.net
Cal.net has been connecting rural and underserved communities across the Central Valley for years, and we're growing fast. You'll be selling a product people genuinely need, backed by a local team that takes care of its customers after the sale — not a call center script for a company nobody's heard of.
Benefits:
- 401(k)
- 401(k) matching
- Dental insurance
- Employee discount
- Health insurance
- Paid time off
- Vision insurance
Work Location: Hybrid remote in Visalia, CA 93279
