Business Sales Representative – Territory Accounts

AT&T • Richmond, VA

3d • $43,100 - $109,700 • Hybrid

About The Position

This is an acquisition sales role focused on creating new business with small and mid-sized companies within a defined local geography. The role requires a motivated outside seller comfortable with various prospecting strategies, including cold calling and walking into businesses to set appointments. The primary focus is on identifying customer challenges and creating solutions using AT&T's cutting-edge business products and services, particularly mobility solutions. Sales employees will spend most of their time in the market identifying opportunities, meeting business owners and decision-makers, and positioning AT&T solutions. Collaboration with the team from an assigned office location is expected when not in the field.

Requirements

• 2–5 years of quota carrying outside acquisition sales experience is ideal.
• Demonstrated success acquiring new business sales through prospecting, cold calling, referrals, appointment setting, and disciplined follow-up with both customers and in Salesforce.
• Comfort spending significant time in the field visiting businesses, initiating conversations, and building relationships with owners, operators, and decision-makers.
• Strong business acumen with the ability to uncover customer needs and connect them to AT&T’s product and solution portfolio.
• Confidence handling objections, negotiating, asking for the sale, and advancing opportunities toward close.
• Self-disciplined work style and the ability to manage daily activity, Salesforce updates, pipeline health, and quota expectations.
• Ability to collaborate with the team from the assigned office location, if available, when not acquiring new business or conducting customer visits in the field.
• Valid driver’s license, satisfactory driving record, current auto insurance, and reliable transportation to support field-based selling.

Responsibilities

• Concentrate on acquiring new business and conducting customer visits in the field.
• Collaborate with the team from their assigned office location when not in the field.
• Own a defined local geography and focus on creating new business with small and mid-sized companies.
• Utilize various prospecting strategies including cold calling and walking into businesses to set appointments.
• Identify customer challenges and create solutions to solve customer problems.
• Spend most of the time in the market identifying opportunities, meeting business owners and decision-makers, and positioning AT&T solutions.
• Prospect for new business through customer prospect lists, cold calling, door knocking, email, in-person meetings, referrals, networking, and local market research.
• Build a consistent approach of customer outreach, qualify prospects, schedule customer meetings, and advance opportunities through the sales process.
• Manage a defined geographic territory, prioritize target accounts, understand local business needs, and execute a market plan that supports consistent quota attainment.
• Position AT&T solutions across wireless, fiber, internet, voice, software defined networking and cybersecurity.
• Engage small and mid-sized businesses across various vertical industries.
• 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 Salesforce.

Benefits

• Eligible for a $2,500 bonus
• Competitive base salary
• Performance-based commissions
• Paid training
• Sales support
• Coaching
• Access to tools that help build pipeline and grow book of business
• Path into larger territories, advanced sales roles, account management, leadership opportunities, and long-term career across AT&T
• Medical/Dental/Vision coverage
• 401(k) plan
• Tuition reimbursement program
• Paid Time Off and Holidays (at least 23 days of vacation each year and 9 company designated holidays)
• Paid Parental Leave
• Paid Caregiver Leave
• Additional sick leave beyond state and local law
• Adoption Reimbursement
• Disability Benefits (short term and long term)
• Life and Accidental Death Insurance
• Supplemental benefit programs: critical illness/accident hospital indemnity/group legal
• Employee Assistance Programs (EAP)
• Extensive employee wellness programs
• Employee discounts up to 50% off on eligible AT&T mobility plans and accessories, AT&T internet (and fiber where available) and AT&T phone

What This Job Offers

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