Business Sales Executive - Medium Business

AT&T • Modesto, CA

2d • $67,900 - $174,900

About The Position

As a Business Sales Executive - Medium Business, you will win new customers within an assigned geographic territory. This is a 100% new-logo acquisition role, with no inherited book of business or ongoing retention, renewal, or account-growth responsibility. You will build qualified pipelines, lead consultative sales cycles, and close connectivity and technology solutions, working with prospective customers and internal product, technical, pricing, implementation, and sales-support partners to create customer value and new-business revenue.

The role offers a competitive base salary and performance-based commissions tied to sales results. The posting states that annual earnings at 100% of target range from $140,900 to $174,900, with earnings ramping as you build opportunities, develop customer relationships, and close new business. It also lists a salary range of $67,900 to $101,900 plus commission.

Sales employees focus on acquiring new business and meeting customers, most often at customer locations. When not in the field, they collaborate with their team from their assigned office location and place of work. AT&T provides paid training, sales support, coaching, and tools to help sellers build pipeline. Consistent performers may pursue larger territories, advanced sales roles, account management, leadership opportunities, and other long-term 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 using customer, pipeline, and market evidence.
• Ability to maintain accurate opportunity and forecast information in a CRM or sales-force automation platform and learn company 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.

Nice To Haves

• Experience selling to Medium Business customers.
• SMB sales experience demonstrating consistent quota achievement, self-generated pipeline, complex wins, and readiness for larger sales opportunities.
• For candidates moving from SMB, success with larger or more complex opportunities, multiple stakeholders, structured discovery, and value-based proposals.

Responsibilities

• Identify and pursue new Medium Business customers through prospect lists, cold calling, door knocking, email outreach, in-person meetings, referrals, networking, and local market research.
• Qualify prospects, set customer appointments, and advance opportunities through the sales process to build a consistent pipeline.
• 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 operations.
• Manage the full sales cycle from prospecting and discovery through proposal, negotiation, close, implementation handoff, and follow-up.
• Record calls, visits, appointments, opportunities, next steps, and forecast updates accurately and consistently in CRM or sales-force automation tools.
• Collaborate with internal product, technical, pricing, implementation, and sales-support partners.
• Travel locally to customer locations as required and collaborate with the team from the assigned office when not in the field.

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 beyond what state and local law require may be available but is unprotected
• Adoption reimbursement
• Short- and long-term disability benefits
• Life and accidental death insurance
• Supplemental benefits, including critical illness, accident, hospital indemnity, and group legal programs
• Employee Assistance Programs (EAP)
• Employee wellness programs
• Employee discounts up to 50% on eligible AT&T mobility plans and accessories, AT&T internet and fiber where available, and AT&T phone
• Paid training
• Sales support and coaching

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed