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About the Role

Northland is seeking a relentless new-business hunter to join their expanding business sales team. This role involves selling Northland's full suite of business solutions, including fiber-based broadband, voice, and bundled connectivity services, directly to SMB and mid-market decision-makers across Central New York. The position offers a real territory and uncapped commission potential.

Responsibilities

• Build and manage a self-sourced pipeline through cold outreach, networking, and community presence.
• Run the full sales cycle: prospect, qualify, present, negotiate, and close.
• Engage owners, CFOs, and IT leads.
• Partner with implementation teams to ensure a smooth handoff and customer retention.
• Maintain CRM accuracy and forecast accuracy.
• Manage the full sales cycle from prospecting through close.
• Proactively generate leads through phone, email, networking, and community events.
• Conduct structured prospecting and territory planning.
• Build and maintain a healthy pipeline of qualified business prospects.
• Conduct thorough discovery and qualification.
• Identify key decision-makers and influencers within target accounts.
• Build trust-based relationships by understanding client priorities and challenges.
• Collaborate with internal teams to ensure smooth implementation and strong customer satisfaction.
• Present value-based proposals tailored to customer needs.
• Negotiate pricing and deal terms within company guidelines.
• Maintain CRM accuracy and track all activities, opportunities, and revenue forecasts.
• Deliver accurate pipeline and revenue forecasts.
• Contribute to team quarterly planning.

Requirements

• 3+ years of B2B field sales experience with a proven record of hunting net-new business.
• Comfort with rejection, resilience under a quota, and a bias for action.
• Experience carrying a revenue number and hitting it consistently.
• CRM proficiency and organized pipeline discipline.
• Valid driver's license.
• 3+ years of successful B2B sales or business development experience.
• Proven ability to meet or exceed revenue and activity targets.
• Demonstrated success generating new business and closing deals.
• Strong understanding and track record in prospecting, lead generation, qualification, and pipeline management.
• Proficiency with CRM systems and Microsoft Office tools.
• Initiative: Self-starter who actively creates opportunities and drives results.
• Productivity: Manages pipeline efficiently and maintains consistent activity levels.
• Communication: Clear, persuasive, and confident in written and verbal delivery.
• Customer Focus: Understands client priorities and builds trust-based relationships.
• Dependability: Follows through on commitments and meets deadlines.
• Flexibility: Adapts to shifting market conditions and customer feedback.
• Teamwork: Collaborates across departments to ensure client success.
• C-Level Engagement: Comfortable presenting solutions and ROI to business owners and executives.
• A valid driver's license or ability to access transportation to attend work group, customer, and organization meetings is necessary.

Skills

• B2B field sales
• New business hunting
• Pipeline management
• Sales cycle management
• Prospecting
• Qualifying
• Presenting
• Negotiating
• Closing deals
• Networking
• Community presence
• CRM proficiency
• Pipeline discipline
• Microsoft Office tools
• Self-starter
• Driving results
• Efficient pipeline management
• Consistent activity levels
• Clear communication
• Persuasive communication
• Confident communication
• Customer focus
• Building trust-based relationships
• Dependability
• Flexibility
• Teamwork
• C-level engagement

Location

• Hybrid – Minimum 2 Days p/week in office (Syracuse or Holland Patent, NY)

Work Type

• Full-time
• Hybrid

Experience Level

• 3+ years of B2B field sales experience
• 6 to 8 years of experience (for Senior AE track)

Salary/Compensations

• $60,000 - $75,000 Annually + Uncapped Commission Structure
• Targeted six figure potential for top performers.
• OTE (top performers): $100,000+

About the Company

• Northland is one of Central New York's longest-standing connectivity providers.
• At Northland, we don’t believe in ceilings. We encourage personal and professional development by maintaining a challenging and rewarding work environment.
• We believe you are the creator of your own destiny and that you will make the most of your career through hard work, dedication, and initiative.

Equal Opportunity

• We are an equal opportunity employer. We consider applicants for all positions without regard to race, color, religion, creed, gender, national origin, age, disability, marital or veteran status, sexual orientation, or any other legally protected status.