Senior Business Sales Representative - Strategic Accounts

AT&T • San Diego, CA

6d • $67,900 - $101,900

About The Position

The Senior Business Sales Representative - Strategic Accounts is a strategic, quota-carrying outside sales role responsible for owning and growing a portfolio of complex, high-growth Medium Business customers and developing new opportunities across assigned accounts. The role balances account maintenance and customer service with prospecting, pipeline development, and complex solution selling. The representative builds trusted customer relationships, uncovers business needs, and positions technology solutions that deliver measurable value and support long-term growth.

The representative works with sales engineers, wired and mobility partners, indirect partners, product specialists, and cross-functional support teams to help customers evaluate technology choices and solve business challenges. The position requires consultative selling, technical curiosity, disciplined account and pipeline management, and the ability to compete in a market with multiple providers, vendors, resellers, and channel options. When not in the field, sales employees are expected to collaborate with their team from their assigned office location and place of work.

The role offers a competitive base salary and performance-based commission. The posting states that annual earnings at 100% of target range from $140,900 to $174,900, and separately lists a salary range of $67,900 to $101,900 plus commission. The position is located in San Diego, California, and is listed as 40 hours per week. 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.
• 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 product sets, 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

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

Responsibilities

• Own and grow Platinum-level accounts through retention, expansion, new opportunity creation, customer relationship development, 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 plays, 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.
• Compete against direct providers, indirect competitors, vendors, resellers, and internal channel overlap by demonstrating value, relationships, expertise, and business impact.
• Lead consultative sales processes by diagnosing customer needs, uncovering growth opportunities, overcoming objections, and aligning solutions to operational, technology, and financial priorities.
• Maintain accurate CRM and forecasts, including pipeline, account activity, deal stage, next steps, expected close timing, and revenue impact.
• Serve as a trusted business advisor and coordinate service, sales, technical, and partner resources to support customer success.
• Collaborate with the team from the assigned office location when not 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
• Paid parental leave
• Paid caregiver leave
• Additional sick leave may be available, subject to the stated conditions
• Adoption reimbursement
• Short-term 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
• 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 bonus eligibility

What This Job Offers

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