New Business Sales Manager ECO

AT&T • San Jose, CA

7d • Onsite

About The Position

AT&T is hiring a New Business Sales Manager to lead a team of B2B sellers pursuing new customers among startups and high-growth technology companies. The team sells high-capacity fiber and mobility solutions that provide connectivity for AI infrastructure. Sales employees primarily acquire new business and meet customers at their locations; when not in the field, they collaborate from their assigned office.

The role focuses on building a disciplined prospecting engine, translating market insight into targeted pursuit strategies and executive outreach, winning competitive deals, and growing sustainable new-customer revenue. The manager is accountable for team execution against new-logo, pipeline, and revenue goals across an assigned technology-sector territory. The position includes a competitive base salary and performance-based commission. The posting states that expected total annual earnings at target range from $180,600 to $247,800, with top performers potentially earning $350,000 or more. It also lists a base salary range of $110,600 to $177,800 plus commission.

This is a supervisory role. The manager leads recruiting, coaching, performance management, cross-functional deal execution, resource allocation, and communication of results, risks, and actions to leadership and partners.

Requirements

• At least 8 years of related sales experience, including complex B2B or enterprise new-business sales.
• Demonstrated experience leading, coaching, or developing quota-carrying hunter sellers and improving execution against measurable new-logo goals.
• Proven new-logo acquisition record, including building pipeline from scratch, prospecting into new accounts, and winning competitive displacements.
• Ability to build credibility and relationships with senior prospects and guide complex, multi-stakeholder sales decisions from initial outreach through close.
• Strong product, pricing, pipeline, forecasting, and performance-management capability, with sound judgment in resolving complex customer and business issues.
• Ability to collaborate with 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 technology 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 a hunter sales team in achieving new-logo, pipeline-creation, and revenue goals across an assigned territory of technology prospects.
• Recruit, coach, mentor, and develop sales professionals, reinforcing accountability, resilience, knowledge sharing, inclusive leadership, and company policies.
• Coach sellers to identify target contacts, create prospecting and territory plans, map buying groups, and pursue strategies to displace competitors and win new customers.
• Set prospecting activity and pipeline-generation standards; coach sellers on outbound outreach, cold and warm engagement, social selling, referrals, and persistence.
• Guide sellers in securing first meetings with senior prospects, conducting discovery, and connecting AT&T capabilities to prospects’ strategic priorities.
• Set performance expectations, inspect pipeline coverage, conversion, and forecast quality, monitor metrics, and take timely action to improve results.
• Apply technology-sector business and market knowledge to improve customer relevance and competitive positioning.
• Partner with technical, product, pricing, operations, and other cross-functional teams to develop competitive proposals and close complex B2B opportunities.
• Manage budgets and resource allocation within established authority, prioritize high-potential prospects, escalate material execution risks, and resolve complex issues with sound judgment.
• Maintain operating rhythms such as 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
• 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- and long-term disability benefits
• Life and accidental death insurance
• Supplemental benefit programs, including critical illness, accident, hospital indemnity, and group legal coverage
• 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
• Performance-based commission

What This Job Offers

• Job Type: Full-time
• Career Level: Manager