Senior Business Sales Representative - Strategic Accounts

AT&T • San Diego, CA

11d

About The Position

The Senior Business Sales Representative – Strategic Accounts owns and grows a portfolio of complex, high-growth Medium Business customers while developing new opportunities across assigned accounts. This is a strategic, quota-carrying outside sales role focused on consultative selling, account ownership, customer service coordination, prospecting, pipeline creation, and complex solution sales. The representative builds trust, identifies business needs, and positions technology solutions that deliver measurable value and support customers’ long-term growth.

The role works with sales engineers, wired and mobility partners, indirect partners, product specialists, and support teams to develop customer solutions. It requires balancing customer service and account-maintenance priorities with prospecting and revenue growth, and competing effectively in a market with multiple providers and channels. When not in the field, sales employees are expected to collaborate with their team from their assigned office location and place of work.

The position offers a competitive base salary and performance-based commission. The posting states annual earnings at 100% of target range from $140,900 to $174,900, and separately lists a base salary range of $67,900 to $101,900 plus commission. New hires may be eligible for an $8,000 bonus. The role is based in San Diego, California, with 40 weekly hours and regular employment status. AT&T offers paid training, benefits, paid time off, tuition reimbursement, employee discounts, wellness programs, and career development resources.

Requirements

• At least 8 years of successful outside B2B sales experience; complex accounts, telecommunications, technology, SaaS, mobility, wired solutions, or business services experience is preferred.
• Documented success meeting or exceeding quota in a full-cycle sales role involving prospecting, account growth, negotiation, and closing.
• Ability to manage sales and account-maintenance demands while maintaining focus on pipeline creation and revenue growth.
• Strong technical curiosity and ability to learn complex products, internal processes, wired and mobility terminology, and solution-design concepts.
• Demonstrated ability to work with internal teams, sales engineers, partner channels, and cross-functional resources to solve customer problems.
• Strong territory and account planning, pipeline management, prioritization, and forecasting discipline.
• Comfort competing in a market where customers evaluate multiple providers, vendors, resellers, and channel options.
• Valid driver’s license, satisfactory driving record, current auto insurance, and reliable transportation for market coverage.

Nice To Haves

• Bachelor’s degree, or an equivalent combination of relevant sales experience and demonstrated performance.
• Experience with complex accounts, telecommunications, technology, SaaS, mobility, wired solutions, or business services.

Responsibilities

• Own and grow Platinum-level accounts and develop account plans focused on retention, expansion, new opportunities, customer relationships, and long-term revenue growth.
• Balance account maintenance and customer service needs with prospecting, pipeline development, and closing new business.
• Create strategic pipelines through account mapping, executive outreach, referrals, partner collaboration, customer expansion, and targeted prospecting.
• Learn and position wired, mobility, connectivity, and advanced technology solutions, translating technical capabilities into business outcomes.
• Coordinate sales engineers, wired and mobility partners, indirect partners, product specialists, and support teams to design and deliver customer solutions.
• Differentiate AT&T’s offerings in a competitive market by selling value, relationships, expertise, and business impact.
• Lead a consultative sales process by diagnosing customer needs, uncovering growth opportunities, overcoming objections, and aligning solutions with operational, technology, and financial priorities.
• Maintain accurate CRM records and forecasts, including pipeline, account activity, deal stage, next steps, expected close timing, and revenue impact.
• Protect customer relationships and act as a trusted business advisor, coordinating service, sales, technical, and partner resources.
• Collaborate with the team from the assigned office location when not working in the field.

Benefits

• Paid training
• Medical, dental, and vision coverage
• 401(k) plan
• Tuition reimbursement
• 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
• Adoption reimbursement
• Short- and long-term disability benefits
• Life and accidental death insurance
• Supplemental benefits, including critical illness, accident, hospital indemnity, and group legal coverage
• Employee Assistance Programs
• 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
• Career development resources
• Performance-based commission
• Potential $8,000 new-hire bonus

What This Job Offers

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