New Business Sales Manager ECO

AT&T•Pleasanton, CA

6d•$110,600 - $247,800

About The Position

AT&T is hiring a New Business Sales Manager to lead and develop a team of B2B sellers pursuing new customers among startups and high-growth technology companies. The role focuses on new-logo acquisition, disciplined prospecting, competitive deal wins, and sustainable revenue growth across an assigned territory. Sales employees primarily conduct customer meetings at customer locations and collaborate with their team from their assigned office when not in the field. The manager recruits, coaches, and develops hunter-minded sellers; establishes prospecting and pipeline standards; guides executive outreach and complex sales pursuits; and monitors pipeline coverage, conversion, forecasts, and performance against goals. The role partners with technical, product, pricing, operations, and leadership teams to shape solutions and close new-customer opportunities. It also includes managing budgets and resources within established authority, escalating material risks, and communicating results and actions to leadership. The position is regular, with a 40-hour workweek, and is based in one of the listed locations: Bellevue, Washington; Denver, Colorado; Los Angeles, California; Pleasanton, California; Sacramento, California; San Diego, California; San Francisco, California; or San Jose, California. AT&T lists a salary range of $110,600 to $177,800 plus commission, and states target total annual earnings of $188,600 to $247,800, with top performers potentially earning $350,000 or more. Individual starting salary may depend on geography, experience, expertise, and education or training.

Requirements

At least 8 years of related sales experience, including complex B2B or enterprise new-business sales experience.
Demonstrated experience leading, coaching, or developing quota-carrying hunter sellers and improving execution against measurable new-logo goals.
Proven record of new-logo acquisition, including building pipeline from scratch, prospecting into new accounts, and winning competitive displacements.
Ability to build relationships and credibility with senior prospects and guide complex, multi-stakeholder sales decisions from initial outreach through close.
Strong product, pricing, pipeline, forecasting, and performance-management capabilities, with sound judgment in resolving complex customer and business issues.
Ability to collaborate across technical, solution, product, pricing, operations, and leadership teams to win and onboard new customers.
Ability to use market, prospect, and performance insights to prioritize target accounts, allocate resources, and improve team results.
Bachelor’s degree (BS/BA).

Nice To Haves

Experience building and managing new-logo sales motions with technology startups and high-growth tech companies, 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

Lead team execution against new-logo, pipeline-creation, and revenue goals across an assigned territory of technology-sector prospects.
Recruit, coach, mentor, and develop hunter-minded sales professionals; reinforce accountability, resilience, knowledge sharing, inclusive leadership, and consistent application of company policies.
Coach sellers to identify target contacts, build prospecting and territory plans, map buying groups, and develop strategies to displace competitors and win new customers.
Set activity and pipeline-generation standards and coach sellers on outbound outreach, cold and warm engagement, social selling, referrals, and persistence.
Guide the team in earning first meetings with senior prospects, conducting discovery, and connecting AT&T capabilities to prospects’ strategic business priorities.
Set expectations, inspect pipeline coverage, conversion, and forecast quality, monitor performance metrics, and take timely action to improve execution.
Apply knowledge of technology-sector business models, market dynamics, and priorities to improve customer relevance and competitive positioning.
Partner with technical, product, pricing, operations, and other cross-functional teams to shape competitive proposals and close complex B2B opportunities with new customers.
Manage budgets and resource allocation within established authority, prioritize high-potential prospects, escalate material execution risks, and resolve complex issues using sound judgment.
Maintain operating rhythms including one-to-ones, pipeline and pursuit reviews, forecast reviews, and performance coaching; communicate progress, wins, risks, and actions to leadership and partners.

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