New Business Account Executive

AT&T•Pleasanton, CA

2d•$105,400 - $169,300

About The Position

The New Business Account Executive wins new technology-sector customers for AT&T fiber or mobility solutions, depending on the assigned role. The position focuses on building a sales pipeline, engaging senior decision-makers, and guiding complex business-to-business opportunities from initial conversation 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 and place of work. The role supports technology companies—from startups to global leaders—whose AI infrastructure requires substantial network capacity. The Account Executive develops territory and account plans, conducts consultative discovery, recommends solutions, coordinates internal and external experts, negotiates commercial terms, and supports a smooth customer onboarding handoff. The role requires disciplined prospecting, reliable pipeline and forecast management, and delivery against assigned revenue, sales, and territory objectives. The posting describes competitive base pay and performance-based commission. It states expected total annual earnings at target of $175,400–$239,300, with top performers potentially earning $350,000 or more. It also lists a salary range of $105,400–$169,300, with commission, and notes that starting salary may depend on geography, experience, expertise, and education or training. Listed locations are Bellevue, Washington; Denver, Colorado; and several California cities. 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 quota.
Advanced consultative and solution-selling capability, 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 clear 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

Acquire new technology-sector customers for assigned AT&T fiber or mobility solutions and meet or exceed revenue, sales, and territory objectives.
Research customer and industry priorities; develop territory and account plans; generate leads through outreach and networking; qualify opportunities; and maintain pipeline coverage and forecast accuracy.
Conduct consultative discovery with customer stakeholders to understand strategic, operational, and technical needs, develop a business case, and recommend appropriate solutions.
Coordinate customer meetings, solution development, pricing, proposals, presentations, bids, and applicable RFP responses; negotiate commercial terms and guide opportunities through closing.
Collaborate 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 and execution.
Maintain accurate sales activity, opportunity, and forecast records; use data to prioritize effort; and communicate risks, commitments, and progress against goals.
Meet with customers and conduct sales activities at customer sites; communicate with customers by phone, teleconference, and email regarding proposed solutions and sales.
Travel to and from customer premises for sales activities and provide technical sales subject-matter expertise, including advising customers on product suitability.
Prepare proposals, presentations, and bids, including pricing, strategic plans, and proposed solutions; research and develop solutions with external partners, including design and engineering.
Research customer businesses and industries to identify new 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 state and local legal requirements; such leave 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 of up to 50% on eligible AT&T mobility plans and accessories, AT&T internet and fiber where available, and AT&T phone