Director, Regulatory Affairs, Competitive Markets

JSI invites you to join our team as a Director, Regulatory Affairs, Competitive Markets on our Regulatory Services team in our Greenbelt, MD office, where you'll play a critical role in advancing broadband and telecommunications initiatives that expand connectivity and drive digital inclusion—while advancing your career within a mission-driven, growth-focused organization. About the Company: JSI is a leading full-service consulting firm specializing in broadband solutions. For over 60 years, we have provided independent communications service providers with expert financial, engineering, management, operational, regulatory, and strategic guidance. Our extensive industry knowledge and proven track record of success have empowered clients to achieve sustainable growth and profitability. With clients nationwide and a powerful presence in markets across the United States, JSI empowers rural and regional broadband providers to expand, evolve, and excel in a rapidly shifting digital world. Position Overview: As a Director, Regulatory Affairs, Competitive Markets , you will serve as the face of our firm to a significant portfolio of client accounts spanning CLECs, MVNOs, nationwide telecommunications providers, and aggregators — acting simultaneously as trusted advisor, dedicated account manager, expert regulatory consultant and business development driver. You will be expected to protect and grow existing revenue, identify new opportunities, expand the scope of client relationships, contribute to proposals and pricing strategies, and help bring new clients into the firm through your industry network, regulatory credibility, conference presence, and market insight. This is not a passive account management role; it requires someone who can build relationships, spot client needs before they become formal requests, convert expertise into new work, and help grow the business while also providing meaningful leadership and supervisory support to the team. Responsibilities Client Leadership & Account Management: Serve as the primary client representative and account manager for a large, diverse portfolio of accounts — including CLECs, MVNOs, nationwide telecom providers, and aggregators — ensuring exceptional service delivery and long-term client retention. Build and maintain deep, trusted client relationships that position our firm as an indispensable strategic partner, not just a vendor. Lead the planning, coordination, and execution of client projects from conception through completion — ensuring timelines, budgets, and quality standards are consistently met. Provide subject matter expertise and coordinate the efforts of internal team members across all assigned accounts, serving as the connective tissue between clients and internal delivery teams. Proactively identify client needs and objectives, developing tailored strategies that achieve measurable outcomes and anticipate future regulatory challenges before they arise. Strategic Regulatory Consulting & Analysis: Provide expert guidance and timely advice on state and federal compliance requirements across the full spectrum of telecommunications regulatory frameworks, including matters specific to CLECs, MVNOs, nationwide providers, and aggregators. Conduct in-depth research and analysis to solve complex regulatory challenges, including navigating FCC rules, state Public Service Commission requirements, and evolving federal policy. Help clients mitigate risk, maintain compliance, and position themselves to innovate confidently within an ever-changing regulatory landscape. Business Development & Account Growth: Own and drive account growth across an assigned portfolio by identifying expansion opportunities, increasing wallet share, protecting existing revenue, and turning client needs into clearly defined consulting, compliance, advisory, and managed-service opportunities. Actively support new business development by leveraging industry relationships, client referrals, conference contacts, market intelligence, and regulatory expertise to identify prospects, open doors, and help convert opportunities into signed work. Partner with sales and firm leadership on pipeline development, proposal strategy, scopes of work, pricing inputs, client pitches, renewal conversations, and cross-selling opportunities across regulatory consulting, compliance solutions, and related service lines. Translate regulatory developments, enforcement trends, and client pain points into marketable service offerings, targeted outreach, thought leadership topics, and practical business development campaigns. Stay current on industry trends, regulatory changes, competitive dynamics, and client business pressures to identify where the firm can create value, differentiate itself, and generate new revenue opportunities. Represent the firm at conferences, trade shows, workshops, webinars, client briefings, and industry presentations with a business development mindset — using those forums to strengthen market presence, generate leads, deepen referral networks, and create follow-up opportunities with prospects and existing clients. Develop and deliver practical, client-focused presentations and thought leadership on emerging regulatory issues, compliance trends, and policy developments that reinforce the firm’s reputation, create demand for services, and support measurable account growth. Team Leadership & Supervision: Provide active leadership, direct supervision, and day-to-day guidance to junior consultants and support staff assigned to client accounts — setting priorities, removing barriers, ensuring accountability, and helping the team deliver accurate, timely, high-quality work. Mentor, coach, and develop team members by sharing subject matter expertise, reviewing work product, providing clear feedback, and helping build the firm’s next generation of regulatory professionals. Lead by example in a high-volume consulting environment, balancing client service, billable work, staff development, business priorities, and quality control while maintaining a calm, practical, solutions-oriented approach. Build positive working relationships across diverse teams, client segments, and acquired business cultures, modeling an inclusive leadership style that promotes collaboration, consistency, and shared accountability. Required Qualifications Experience: A minimum of 12 years of progressive industry experience managing complex regulatory, compliance, and advisory matters for competitive carriers and new market entrants, including CLECs, MVNOs, nationwide telecommunications providers, and aggregators. The ideal candidate will bring deep, hands-on experience with FCC filings and compliance obligations, including Forms 477, 499, and 481; USF contributions, audits, and reporting; ETC designations and ongoing compliance; Section 214 authorizations; outage reporting; CPNI compliance; and relevant state PUC requirements, including registrations, tariff and pricing filings, annual reports, compliance certifications, and other recurring carrier obligations. Education: Bachelor's Degree is required. Leadership & Supervisory Experience: Demonstrated prior experience in a supervisory, team lead, or practice leadership capacity is strongly preferred — including assigning work, setting priorities, reviewing deliverables, providing performance feedback, coaching junior staff, and maintaining quality across multiple client matters. A proven ability to lead through influence, mentor colleagues, communicate expectations clearly, and contribute to a positive, accountable, high-performance team culture. Business Development Experience: Demonstrated experience identifying, developing, and supporting new business opportunities, including expanding existing client relationships, recognizing unmet client needs, contributing to proposals or scopes of work, and helping convert regulatory expertise into revenue-generating services. Experience using industry relationships, conference participation, presentations, referrals, and market insight to build visibility, strengthen client connections, generate leads, and support measurable account growth is strongly preferred. Account Management & Client Service: Proven ability to serve as a trusted client representative across a broad portfolio of accounts — managing relationships, setting expectations, and consistently delivering results. Outstanding client service skills and the ability to communicate complex regulatory matters clearly and confidently — both verbally and in writing — to a wide range of stakeholders. Core Competencies: Exceptional attention to detail and the ability to manage and prioritize multiple high-stakes client matters simultaneously in a fast-paced, high-volume environment. Strong project management skills — ability to deliver on time and on budget, independently and as part of a collaborative team. Proficiency in Microsoft Office Suite (Outlook, Teams, Excel, Word, PowerPoint), SmartSheets, and Adobe Acrobat. A strong growth mindset, entrepreneurial spirit, and genuine commitment to continuous learning and professional development. Core Competencies: Exceptional attention to detail and the ability to manage and prioritize multiple high-stakes client matters simultaneously in a fast-paced, high-volume environment. Strong project management skills — ability to deliver on time and on budget, independently and as part of a collaborative team. Proficiency in Microsoft Office Suite (Outlook, Teams, Excel, Word, PowerPoint), SmartSheets, and Adobe Acrobat. A strong growth mindset, entrepreneurial spirit, and genuine commitment to continuous learning and professional development. Growth & Opportunity: We are a rapidly growing firm with a recent history of successful acquisitions, positioning us at the forefront of change in the telecommunications regulatory space. This role offers far more than a seat at the table — it is a genuine opportunity to shape the trajectory of the firm. The right candidate will find meaningful paths to expanded leadership responsibility, supervisory growth, and long-term advancement as the company continues to scale. * This role has a minimum billable hours requirement. Benefits & Compensation Competitive salary + performance-based bonuses. Comprehensive benefits package (medical, dental, vision, 401(k)). Generous PTO and wellness opportunities. Ongoing professional development and educational opportunities.