Carlos Escobedo
Houston
Summary
Strategic and hands-on telecommunications leader with 15 years driving go-to-market execution, enterprise revenue growth, and fiber network expansion across competitive and emerging markets. Proven ability to scale high-performing sales organizations, launch new fiber products, and align sales, engineering, construction, and finance to accelerate revenue and ROI. Deep experience across enterprise, SMB, MDU, ISP's and public-sector adjacency's.
Overview
15
15
years of professional experience
1
1
Certification
Work History
Senior Manager, Business Development
Lyte Fiber
07.2025 - Current
- Lead business development and go-to-market strategy for SMB, enterprise, MDU, and anchor institutions across newly built and legacy fiber markets in Texas.
- Drive commercial network expansion strategy, partnering with network development, construction, and finance to prioritize builds based on ROI, market demand, and long-term growth potential.
- Launched SMB and commercial GTM motions in markets not originally designed for business services, accelerating time-to-revenue through streamlined pricing, CAPEX evaluation, and deal governance.
- Serve as a cross-functional leader aligning sales, engineering, construction, legal, and executive leadership to remove friction from complex deployments.
- Build strategic partnerships with cities, EDCs, chambers, property owners, and MDUs to unlock anchor tenants and support scalable fiber expansion.
- Influence product, pricing, and SLA frameworks to support growth while maintaining disciplined payback thresholds.
Director of Enterprise Sales
FiberLight, LCC
01.2024 - 07.2025
- Spearheaded enterprise fiber sales strategy across South Texas, Florida, and Georgia, surpassing quarterly revenue targets by 20% through advanced solution selling of dark fiber, wavelengths, EVPLs, and DIA services to Fortune 500 companies, ISPs, and WISPs.
- Directed a team of enterprise sales reps in a high-growth fiber environment, launching mentoring programs that boosted close rates and fostered a high-performance, goal-oriented culture.
- Cultivated strategic enterprise relationships, improving client retention by 30% through tailored technology packages and proactive Salesforce-based engagement.
- Drove multimillion-dollar contract negotiations with complex stakeholders in various verticals, aligning customers' needs with high-capacity, low-latency infrastructure solutions.
Business Sales Manager
Sparklight (A Division of Cable One, Inc.)
07.2021 - 12.2023
- Lead a high-performing team of 5 sales professionals focused on B2B telecom solutions, exceeding sales targets by 122% via call center quota through targeted coaching, pipeline discipline, and structured performance management.
- Increased emerging EPON market revenue by 340% and improved ARPU by 137%, leveraging market intelligence and brand advocacy campaigns.
- Partnered with finance and regional leadership to forecast revenue, manage capex, and guide pricing strategies for fiber services.
- Collaborated with stakeholders across sales engineering, provisioning, construction, and support to streamline post-sale delivery and enhance the customer onboarding experience.
Business Development Manager
Comcast Corp
11.2014 - 07.2021
- Developed strategic relationships with local and national MDUs to expand Comcast's fiber and broadband presence across the Houston area, driving substantial revenue growth, account acquisition, and retention.
- Consistently ranked within the top 2% of Business Development Managers nationwide by exceeding quarterly sales metrics and securing long-term agreements with high-value clients.
- Partnered with cross-functional teams in engineering, customer support, and marketing to ensure seamless implementation and exceptional customer satisfaction.
Sales Manager
AT&T Inc.
08.2010 - 10.2014
- Generated over $5 million in year-over-year revenue and ranked in the top 10% across 250 South Texas stores, driving consumer and SMB sales strategies.
- Managed and mentored a team of 27 front-line sales associates and leaders, fostering a high-performance culture and implementing sales training initiatives that boosted productivity.
- Executed go-to-market plans targeting SMB's and high-density commercial zones for broadband and mobility services.
Education
Bachelor of Business Administration - Finance & Entrepreneurship
University of Houston
Houston, TX05.2011
Skills
- Strategic team guidance
- Sales team development
- Salesforce pipeline optimization
- Specialized in fiber optic systems
- Conflict Management
- Negotiation strategy development
- Revenue forecasting
- Cross-functional teamwork
- Market analysis
- Strategic planning proficiency
Certification
- Account-Based Go-To-Market (GTM) Certification, Demandbase
- Lead In 30, Lead In 30
- Creating R3 Values, Acclivus
- Exploring Leadership Learning Journey, NoveEd
Languages
Spanish: Native/Bilingual Proficiency
Timeline
Senior Manager, Business Development
Lyte Fiber
07.2025 - Current
Director of Enterprise Sales
FiberLight, LCC
01.2024 - 07.2025
Business Sales Manager
Sparklight (A Division of Cable One, Inc.)
07.2021 - 12.2023
Business Development Manager
Comcast Corp
11.2014 - 07.2021
Sales Manager
AT&T Inc.
08.2010 - 10.2014
Bachelor of Business Administration - Finance & Entrepreneurship
University of Houston