Director-Sales ECO

AT&T; Sacramento (CA); On-site; USD 135,000 - 216,000; Full time

Benefits offered by this job

Medical/Dental/Vision coverage

401(k) plan

Tuition reimbursement program

Paid Time Off and Holidays

Paid Parental Leave

Employee wellness programs

Employee discounts

Job summary

AT&T is seeking an accomplished sales leader to direct an acquisition-focused enterprise sales team across High-Tech accounts. The role emphasizes building a hunting culture, driving new logo wins, and expanding wallet share, with significant travel to client sites and a mandatory in-office day per week.

You will own the new business engine for the region, shaping go-to-market strategy, coordinating cross-functional resources, and closing complex deals with executive stakeholders.

Qualifications

• 10+ years of related sales experience, including enterprise/B2B selling.
• Demonstrated experience leading sales teams, including front-line managers.
• Proven track record of new business development—net-new logo acquisition and large, complex deals.
• Experience building and managing pipeline at scale with forecast accuracy.
• Strong business acumen and ability to understand customer strategy and buying processes.
• Advanced consultative and value-based selling skills with credibility in C-suite conversations.
• Ability to collaborate with technical resources to develop complex solutions.
• Experience owning proposal, pricing, bid, and negotiation strategy.

Responsibilities

• Own new business revenue: achieve new logo acquisition and net-new fiber and wireless gross adds for High-Tech accounts.
• Build and lead a hunting team: recruit, coach, and retain acquisition-focused sales professionals and managers.
• Drive pipeline generation discipline: establish cadence, territory coverage, target accounts, outbound standards, and funnel hygiene.
• Define the acquisition strategy: go-to-market plans for named high-potential accounts and resource allocation.
• Lead complex pursuits from the front: engage in C-level conversations, structure terms, and negotiate with senior stakeholders.
• Shape differentiated solutions: apply knowledge of high-capacity networking (Wavelength, DIA, DWDM) and coordinate resources.
• Bring market insight: monitor competitive dynamics and translate into winning plays.
• Govern proposals and pricing: oversee proposals, pricing strategies, bids, and governance.
• Manage performance and budgets: track metrics, reviews, and resource allocation.
• Build executive relationships: maintain senior-level relationships and resolve escalations.
• Collaborate across the enterprise: partner with marketing, product, legal, finance, and delivery.

Skills

Sales leadership

Enterprise sales

Pipeline management

Strategic planning

Negotiation

Travel

Cross-functional collaboration

Education

Bachelor's degree

Job description

Sales employees will concentrate on acquiring new business and conducting customer visits in the field. Must be willing and able to travel frequently to customer sites and attend in-person customer meetings. This role also requires a minimum of one day per week in the office to support collaboration and team engagement. No relocation is offered.

Overall Purpose: Lead, coach, and scale a team of enterprise sales professionals focused exclusively on acquiring new logos and expanding wallet share within large, complex High-Tech accounts. This Director owns the new business engine for the region — building the pipeline strategy, setting the hunting cadence, and converting greenfield opportunities into long-term, high-value customer relationships.

Accelerate revenue growth by building and leading a high-performing, acquisition focused sales organization. This role calls for a proven sales leader with firsthand experience prospecting for and closing complex enterprise deals with new logos, leading hunter teams, and establishing the strategy, talent, discipline, and accountability needed to scale.

Lead the sales organization in turning untapped market opportunities into measurable growth. Set pursuit strategy, guide team execution, and align technical, product, engineering, marketing, and channel/partner resources to equip sales teams to deliver winning solutions, acquire new accounts, and grow AT&T’s business across a high-growth customer portfolio.

What you'll do

• Own new business revenue: Deliver against new logo acquisition and net-new fiber and wireless gross add targets across a set of High-Tech customers with minimal existing AT&T business.
• Build and lead a hunting team: Recruit, develop, coach, and retain a team of acquisition-focused Client Solutions Executives and support sales resources; supervise both individual contributors and front-line sales managers.
• Drive pipeline generation discipline: Establish and enforce prospecting cadence, territory coverage models, target account lists, outbound activity standards, and funnel hygiene expectations across the team.
• Define the acquisition strategy: Develop and execute go-to-market plans across a set of named high-potential High-Tech accounts, prioritize pursuits, and allocate resources toward the highest-value opportunities.
• Lead complex pursuits from the front: Engage directly in strategic, high-value deals — shaping pursuit strategy, participating in C-level conversations, structuring commercial terms, and negotiating with senior stakeholders to close.
• Shape differentiated solutions: Apply working knowledge of high-capacity networking solutions including Wavelength, DIA, DWDM, Managed Optical Fiber Networks and Mobility solutions; orchestrate technical, engineering, product, and partner resources to build compelling, competitive offers.
• Bring market insight: Monitor competitive dynamics, industry developments, and buying patterns within the High-Tech sector; translate insight into winning sales plays and value propositions.
• Govern proposals and pricing: Oversee development of presentations, proposals, pricing strategies, bids, and RFP responses; ensure deal structures are competitive, profitable, and approved through appropriate commercial governance.
• Manage performance and budget: Track leading and lagging performance metrics, conduct regular pipeline and performance reviews, manage expense and resource budgets, and ensure effective allocation of sales support investment.
• Build executive relationships: Maintain senior-level relationships across target prospects and newly won accounts, personally resolving escalations and complex issues to protect momentum and customer confidence.
• Collaborate across the enterprise: Partner with marketing, sales operations, product, legal, finance, and delivery organizations to remove barriers, accelerate deal velocity, and deliver a strong customer experience from first contact through implementation.
• Own results and talent decisions: Hold full accountability for team sales performance, forecast accuracy, and pursuit outcomes; influence and make decisions regarding staffing, performance management and advancement.

What you'll bring

• 10+ years of related sales experience, including recent experience in an enterprise or B2B selling environment.
• Demonstrated experience leading sales teams, including supervising front-line managers and/or career-level sales professionals.
• Proven track record of new business development — personally and through a team — including net-new logo acquisition and large, complex deal closure.
• Experience building and managing pipeline at scale, with strong forecasting accuracy and funnel management discipline.
• Strong business acumen and the ability to understand customer strategy, business requirements, buying processes, and relevant industry developments.
• Advanced consultative and value-based selling skills, with credibility in C-suite and senior technical stakeholder conversations.
• Ability to collaborate with business and technical resources to develop complex network and technology solutions.
• Experience owning proposal, pricing, bid, and commercial negotiation strategy for large opportunities.
• Experience managing performance metrics, budgets, and resource allocation for a sales organization.
• Ability and willingness to travel frequently to customer and prospect sites and attend in-person meetings.

Preferred qualifications

• Experience leading acquisition or "hunter" sales teams in enterprise technology, communications or connectivity.
• Experience developing business with High-Tech sector customers and navigating complex and highly matrixed technology company organizations.
• Experience launching new territories, segments, or go-to-market motions from the ground up.
• Experience working with channel, alliance, or partner ecosystems to source and co-sell new business.
• Experience selling high-capacity fiber solutions including Wavelength, DIA and Managed Optical Fiber Networks.

Job Contribution

Designs and executes new business strategies that support the overarching philosophy of the organization. Manages large sales teams, account modules, and/or territories with a primary mandate for customer acquisition and fiber and mobility gross adds as well as hi capacity fiber-based solutions. Supervises supervisors as well as career-level staff. Develop regional sales plans and achieve regional objectives. Oversees execution, resolves complex issues, and negotiates with senior stakeholders and major prospects. Responsible for influencing decisions regarding staffing, performance management and advancement.

Supervisor: Yes

Education/Experience:

Bachelor's degree (BS/BA) desired. 10+ years of related sales experience, including sales leadership experience.

Our Director-Sales ECO jobs earn between $134,600.00 - $216,200.00 + commission $85,000 . Not to mention all the other amazing rewards that working at AT&T offers. Individual starting salary within this range may depend on geography, experience, expertise, and education/training.

Joining our team comes with amazing perks and benefits:

• Medical/Dental/Vision coverage
• 401(k) plan
• Tuition reimbursement program
• Paid Time Off and Holidays (based on data of hire, at least 28 days of vacation each year and 9 company designated holidays)
• Paid Parental Leave
• Paid Caregiver Leave
• Additional sick leave beyond what state and local law require may be available but is unprotected
• Adoption Reimbursement
• Disability Benefits (short term and long term)
• Life and Accidental Death Insurance
• Supplemental benefit programs: critical illness/accident hospital indemnity/group legal
• Employee Assistance Programs (EAP)
• Extensive employee wellness programs
• Employee discounts up to 50% off on eligible AT&T mobility plans and accessories, AT&T internet (and fiber where available) and AT&T phone
• Long Term Grants and Deferred Compensation

Weekly Hours:

40

Time Type:

Regular

Location:

Bellevue, Washington, Dallas, Texas, Los Angeles, California, Pleasanton, California, Sacramento, California, San Diego, California, San Francisco, California, San Jose, California

Salary Range:

$134,600.00 - $216,200.00

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