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At a glance
- Experience asked
- 10+ years
- Education
- Master's
- Benefits mentioned
- Health insuranceRetirement planGenerous paid leaveLife insurance
Skills mentioned
About the role
Who We Are:
Because we own the network we build on, the problems you'll solve here are bigger, more complex, and more impactful. And as communications shifts to AI, we're the infrastructure layer making it possible.
We call ourselves BANDmates because building something this big takes collaboration, different perspectives, and the freedom to bring your authentic self to the table.
We're experts who speak like humans. Ready to build what's next? #JoinTheBand
What We Are Looking For:
Bandwidth is looking for an Account Director to own new business revenue within the Salesforce Native Contact Center ecosystem. This is an individual contributor, new logo role - built for a commercially aggressive hunter who thrives on closing complex, high-value enterprise deals.
At its core, this role exists because of a strategic partnership. Bandwidth is the first Preferred and Certified Carrier for Salesforce Native Contact Center internationally, so Salesforce enterprise AEs direct customers with BYOC telephony requirements to Bandwidth. The Account Director will own that inbound pipeline and convert it, while simultaneously self-sourcing additional new business.
This role also involves working alongside channel partners in B-end enterprise deals where Bandwidth's carrier capability is required to complete the solution. This is a collaboration motion, not a channel management role - the AD works with partners to close specific deals, not to recruit or develop the partner base.
The right candidate brings 10+ years of enterprise sales experience, credibility within the Salesforce or CCaaS ecosystem, and the commercial instinct to operate across a dual motion: partner-referred inbound and self-sourced outbound. You should be as comfortable working alongside a Salesforce AE on a joint pursuit as you are prospecting independently into a target account.
What You'll Do:
New Business Pipeline & Conversion
- Own the full new business sales cycle for Salesforce Native Contact Center BYOC opportunities — from initial qualification through commercial structuring, negotiation, and contractual close
- Manage and convert inbound pipeline referred by Salesforce AEs, maintaining deal velocity and ensuring Bandwidth is positioned correctly at each stage of the customer's evaluation process
- Self-source additional new logo pipeline through strategic outbound prospecting into enterprise accounts operating within or adjacent to the Salesforce Native Contact Center ecosystem
- Build and maintain a robust, accurate pipeline with strong CRM hygiene; manage forecasting and deal progression with the discipline expected at Account Director level of commercial engagement
- Execute against individual revenue targets spanning both Salesforce-referred and directly sourced new business
Salesforce Partnership Collaboration
- Build trusted, day-to-day working relationships with Salesforce enterprise AEs and their management - becoming the go-to Bandwidth contact for BYOC opportunities within their accounts
- Participate in joint account planning with Salesforce sellers, helping map enterprise accounts with BYOC requirements and aligning on pursuit strategy
- Engage Salesforce alliance and partnership contacts as needed to maintain commercial alignment and ensure inbound lead quality improves over time
- Represent Bandwidth credibly in joint customer meetings alongside Salesforce - operating as a senior commercial peer, not a subcontractor
Channel Partner Collaboration on Enterprise Deals
- Work alongside channel partners - including MSPs, SIs and Salesforce implementation partners - on B-end enterprise deals where Bandwidth's BYOC carrier capability is part of the solution they are delivering
- Support channel-led pursuits by providing Bandwidth's commercial, technical and contractual expertise at the appropriate point in the deal cycle
- Ensure deal economics are structured correctly in partner-involved transactions, with clear accountability for Bandwidth's revenue and obligations
- Maintain strong working relationships with key channel partner contacts on active deals, providing the senior Bandwidth commercial presence they need to close
Executive Engagement & Deal Leadership
- Navigate complex enterprise organisations, building relationships across CIO, CTO, VP of CX, operations and procurement - positioning Bandwidth as a strategic infrastructure partner for their Salesforce Contact Center deployment
- Lead commercial negotiations on high-value, multi-stakeholder enterprise agreements, working across legal, security, finance and procurement to reach close
- Orchestrate internal Bandwidth resources - Solutions Engineering, Legal, Product, Finance and Operations - around complex deals without losing deal momentum
- Operate comfortably across large enterprise and complex mid-market deal sizes, adjusting commercial approach and engagement model appropriately
Market Intelligence & Commercial Feedback
- Maintain a strong and current understanding of the Salesforce Native Contact Center landscape - how enterprise customers evaluate and adopt it, where BYOC fits into the decision, and what objections Bandwidth regularly faces
- Provide commercial and competitive insight back to Bandwidth's product and GTM teams - surfacing patterns from the Salesforce channel and direct deals that should inform positioning and product direction
- Stay informed on competitive dynamics across BYOC, CPaaS and CCaaS so you can position Bandwidth accurately and confidently in contested opportunities
What You Need:
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10+ years of enterprise technology sales experience - with a consistent, verifiable track record of closing six- and seven-figure ARR new logo deals in competitive, technically complex markets
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Demonstrable experience operating in or alongside the Salesforce ecosystem - whether through co-sell motions with Salesforce AEs, selling into Salesforce-driven transformation programmes, or selling solutions that integrate with or complement Salesforce Contact Center or Service Cloud
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- Ability to build relationships at C-suite and VP level across IT, operations, procurement and CX functions, with the executive presence to represent Bandwidth as a senior commercial peer
- Commercial acumen and deal-structuring capability to lead complex multi-stakeholder negotiations, including multi-party agreements involving channel partners
- Strong pipeline and forecast discipline — comfortable managing a multi-source revenue target across Salesforce-referred inbound and self-sourced pipeline with full visibility and accuracy
- Working knowledge of telecom fundamentals: SIP, PSTN, voice infrastructure, international connectivity and regulatory considerations including E911
- Bachelor's degree or equivalent enterprise sales experience
- Strong understanding of BYOC (Bring Your Own Carrier) commercial and technical models - including how BYOC works within CCaaS and CRM platforms and what enterprise buyers need to understand to move forward
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Experience working alongside channel partners on enterprise deals - understanding how to contribute to a partner-led pursuit, structure Bandwidth's commercial involvement and close without creating friction in the partner relationship
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Solid knowledge of the CPaaS, CCaaS and cloud communications landscape - including the competitive dynamics, key platform players and how enterprises evaluate and adopt carrier-level infrastructure
Bonus Points:
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Existing working relationships within the Salesforce enterprise sales organisation — AEs, RVPs or alliance leadership — that can generate immediate inbound opportunity flow
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Direct experience selling BYOC solutions within or alongside a CCaaS or CRM platform — including Genesys, Five9, NICE, Talkdesk or equivalent environments
- Familiarity with Natterbox, Aircall, Dialpad or other Salesforce-native voice providers — and a clear understanding of how Bandwidth differentiates as a carrier in that space
- Experience selling into regulated enterprise environments where compliance, resilience and security are key components of the buying decision
- Prior exposure to Bandwidth's product portfolio or existing relationships with Bandwidth's channel or implementation partners
- Experience working within structured sales methodologies such as MEDDPICC, Value Selling or similar frameworks
The Whole Person Promise:
At Bandwidth, we're pretty proud of our corporate culture, which is rooted in our "Whole Person Promise." We promise all employees that they can have meaningful work AND a full life, and we provide a work environment geared toward enriching your body, mind, and spirit. How do we do that? Well…
- Work laptop & mobile phone with a competitive subscription plan, and an internet allowance to support the costs of the Internet at home.
- We contribute 8% of your monthly gross salary into your private pension.
- Income protection plan to ensure you'll receive a regular income if you are unable to work due to illness or injury.
- Life insurance providing financial support to your loved ones in the event of your unexpected passing.
- Health insurance, with extensive coverage, a simple claim process, and the possibility to cover your life partner and children.
- Extensive Employee Assistance Programme, offering 24/7 counseling and support on all areas of life (personal and professional).
- Unlimited, free and anonymous consultations with our dedicated therapist.
- Childcare support
- Cycle to work scheme
- 24 days annual leave per year and 1 additional day every 3 years.
- Time-Off Embargo. When you take time off (of any kind!) you're embargoed from working. Bandmates and managers are not allowed to interrupt your time-off - not even with email.
- Additional time-off can be earned throughout the year through volunteer hours and Bandwidth challenges.
- "Mahalo moments" program grants additional time off for life's most important moments like graduations, buying a first home, getting married, wedding anniversaries (every five years), and the birth of a grandchild.
- 90-Minute Workout Lunches, contribution to your monthly fitness subscription and unlimited virtual meetings with our very own nutritionist.
Are you excited about the position and its responsibilities, but not sure if you're 100% qualified? Do you feel you can work to help us crush the mission? If you answered 'yes' to both of these questions, we encourage you to apply! You won't want to miss the opportunity to be a part of the BAND.
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