Business Sales Executive - Medium Business

AT&T•Santa Clara, CA

22h•$72,800 - $182,200

About The Position

The Business Sales Executive - Medium Business role is focused entirely on acquiring new customers within an assigned geographic territory. It has no inherited book of business and no ongoing retention, renewal, or account-growth responsibility. The executive builds a qualified pipeline, leads consultative sales cycles, and closes connectivity and technology solutions, working with prospective customers and internal product, technical, pricing, implementation, and sales-support partners. The role combines customer meetings—most often at customer locations—with collaboration from the assigned office when not in the field. The executive develops a territory plan, sells a broad portfolio of AT&T business solutions, and serves small and mid-sized businesses across industries. Compensation includes base salary and performance-based commissions. The posting states that annual earnings at 100% of target range from $145,800 to $182,200; it separately lists a salary range of $72,800 to $109,200 plus commission. AT&T provides paid training, sales support, coaching, and tools. Consistent performance may lead to larger territories, advanced sales roles, account management, leadership opportunities, and other career opportunities at AT&T.

Requirements

At least 3 years of quota-carrying outside sales experience in telecom.
Demonstrated success in a quota-carrying B2B sales role focused on new-customer acquisition, or an approved equivalent combination of relevant experience and education.
Experience developing a territory and generating a self-sourced pipeline through outbound prospecting and relationship-based business development.
Evidence of moving multiple new-logo opportunities through discovery, proposal, negotiation, and close and delivering measurable acquisition results.
Ability to uncover business needs, communicate solution value, present to multiple decision makers, build a business case, and coordinate productive customer and internal-partner relationships.
Sound judgment in prioritizing accounts, qualifying opportunities, managing time, and adapting sales strategy based on customer, pipeline, and market evidence.
Ability to maintain accurate opportunity and forecast information in a CRM or sales-force automation platform and learn the company’s sales tools and processes.
Ability to work within an assigned geographic market and travel locally to customer locations as required.
Ability to pass a background check and Motor Vehicle Record (MVR) review.
For candidates coming from SMB sales, evidence of readiness for more complex deals and buyers, including larger or more complex opportunities, multiple stakeholders, structured discovery, and value-based proposals.

Responsibilities

Identify and pursue new Medium Business customers using prospect lists, cold calls, door knocking, email, in-person meetings, referrals, networking, and local market research.
Build a qualified pipeline by consistently conducting outreach, qualifying prospects, scheduling customer meetings, and advancing opportunities.
Manage a defined geographic territory, prioritize target accounts, understand local business needs, and execute a market plan that supports quota attainment.
Position AT&T solutions across wireless, fiber, internet, voice, software defined networking, and cybersecurity.
Engage small and mid-sized businesses across industries including retail, professional services, healthcare, construction, logistics, hospitality, and local multi-site operators.
Manage the full sales cycle from prospecting and discovery through proposal, negotiation, close, implementation handoff, and follow-up.
Maintain accurate and consistent CRM records of calls, visits, appointments, opportunities, next steps, and forecast updates.
Conduct customer meetings primarily at customer locations and collaborate with the team from the assigned office when not in the field.
Coordinate with internal product, technical, pricing, implementation, and sales-support partners to create customer value and new-business revenue.

Benefits

Medical, dental, and vision coverage
401(k) plan
Tuition reimbursement program
Paid time off and holidays, including at least 23 vacation days each year and 9 company-designated holidays, based on date of hire
Paid parental leave
Paid caregiver leave
Additional sick leave may be available beyond what state and local law require
Adoption reimbursement
Short- and long-term disability benefits
Life and accidental death insurance
Supplemental benefits, including critical illness, accident, hospital indemnity, and group legal plans
Employee Assistance Programs (EAP)
Employee wellness programs
Employee discounts of up to 50% on eligible AT&T mobility plans and accessories, AT&T internet (including fiber where available), and AT&T phone