New Business Account Executive

AT&T•San Jose, CA

13h

About The Position

AT&T is seeking a New Business Account Executive for its Technology Sector team, which partners with technology companies ranging from startups to global leaders to provide the high-capacity network solutions needed to support AI infrastructure. Depending on the assigned role, this position wins new customers for AT&T fiber or mobility solutions by building a pipeline, engaging senior decision-makers, and guiding complex sales from initial conversations through close. Sales employees primarily acquire new business and meet customers at their locations; when not in the field, they collaborate with their team from an assigned office location. The role focuses on technology-sector customer acquisition, including prospecting, territory and account planning, consultative discovery, solution development, negotiation, and closing. The Account Executive works across AT&T teams and external partners to develop feasible solutions and support customer onboarding. The posting describes target annual earnings of $185,600 to $252,800, with potential for top performers to exceed target and reach $350,000 or more. It also lists a separate salary range of $105,400 to $169,300 plus commission; individual starting salary may depend on geography, experience, expertise, and education or training. The position is listed as regular, with 40 weekly hours, and locations in Bellevue, Washington; Denver, Colorado; and several California cities. The posting notes that the job code may apply to exempt or non-exempt employees depending on state requirements.

Requirements

At least 8 years of related sales experience, including managing complex business-to-business opportunities with limited supervision.
Demonstrated success generating new business, developing territory or account plans, building qualified pipeline, closing complex deals, and meeting or exceeding assigned quota.
Advanced consultative and solution-selling skills, including discovery, business-case development, proposal creation, presentations, negotiation, and closing.
Ability to engage and influence customer stakeholders across business, technical, procurement, and executive audiences.
Ability to analyze account, market, and pipeline data; make sound decisions; solve problems; and maintain reliable forecasts and sales records.
Ability to coordinate cross-functional contributors and manage multiple complex pursuits with ownership, urgency, and follow-through.

Nice To Haves

Working knowledge of how technology companies build and scale, including cloud, data center, and AI infrastructure, and how network capacity supports their growth.
Experience building and managing new-logo sales motions with technology customers of all sizes, from startups to global leaders, including outbound prospecting campaigns, executive outreach, and solution selling.
Working knowledge of high-capacity networking solutions such as high-capacity wavelength, DIA, DWDN, MOFN, and cloud interconnect solutions.

Responsibilities

Capture the high-capacity fiber or mobility services opportunity associated with AI infrastructure, positioning AT&T as a network partner for technology companies.
Acquire new technology-sector customers and meet or exceed assigned revenue, sales, and territory objectives.
Research customer and industry priorities; develop territory and account plans; generate and qualify leads; maintain pipeline coverage and forecast accuracy.
Conduct consultative discovery with customer stakeholders, understand strategic, operational, and technical needs, develop business cases, and recommend appropriate fiber or mobility solutions.
Coordinate customer meetings, solution development, pricing, proposals, presentations, bids, and applicable RFP responses; negotiate commercial terms and guide opportunities through close.
Partner with solution architects, engineering, product, pricing, legal, implementation, operations, and external partners to develop feasible solutions and meet customer commitments.
Set expectations with new customers and coordinate with implementation and support teams to provide a smooth handoff and onboarding experience.
Monitor customer priorities, competitor activity, technology developments, and territory signals to identify opportunities and improve sales strategy.
Maintain accurate activity, opportunity, and forecast records; use data to prioritize work; and communicate risks, commitments, and progress against goals.
Meet with customers at their locations; communicate by phone, teleconference, and email about proposed solutions and sales; travel to and from customer premises for sales activities.
Provide technical sales expertise, advise customers on product suitability, prepare proposals and presentations, develop pricing and strategic plans, research solutions with external partners, and research customer businesses and industries to identify sales opportunities.

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; this leave is unprotected
Adoption reimbursement
Short- and long-term disability benefits
Life and accidental death insurance
Supplemental critical illness, accident, hospital indemnity, and group legal programs
Employee Assistance Programs (EAP)
Employee wellness programs
Employee discounts of up to 50% on eligible AT&T mobility plans and accessories, AT&T internet and fiber where available, and AT&T phone