Director-Sales ECO

AT&T; San Jose (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

Parental Leave

Job summary

AT&T is seeking a Director of Sales to lead an onsite enterprise sales organization focused on acquiring new logos and expanding wallet share within high-tech accounts. The role is based in multiple locations, including San Jose, CA, with no relocation offered and travel as required.

You will recruit, coach, and scale a hunter team, set pipeline strategy, and coordinate with product, engineering, marketing, and channels to win large, complex deals.

Qualifications

• 10+ years of related sales experience, including leadership of enterprise teams.
• Proven track record of new logo acquisition and closing complex deals.
• Experience building and managing pipelines at scale with strong forecasting accuracy.

Responsibilities

• Own new business revenue from new logos and net-new fiber and wireless adds.
• Build and lead an acquisition-focused hunting team.
• Drive pipeline discipline with cadence, territory coverage, and funnel hygiene.
• Define acquisition strategy and allocate resources to high-value opportunities.
• Lead complex pursuits with direct C-level engagement and negotiations.
• Oversee proposals, pricing, and commercial governance; ensure competitive deals.
• Manage performance metrics, budgets, and resource allocation.
• Build executive relationships and collaborate with cross-functional teams.

Skills

Leading sales teams

New logo acquisition

Enterprise sales

Forecasting accuracy

Strategy development

Education

Bachelor's degree

Job description

This is a full-time onsite role based in the location(s) posted and is performed from the designated work location five days per week. 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

AT&T and its subsidiaries are committed to equal employment opportunity. All hiring, promotion, and other employment decisions remain merit-based and free from discrimination on the basis of race, color, religion, religious creed, national origin, ancestry, age, sex, sexual orientation, gender, gender identity, gender expression, physical disability, mental disability, pregnancy, medical condition, genetic information, marital status, citizenship status, military status, veteran status, or any other characteristic protected by federal, state, or local laws. In addition, AT&T will provide reasonable accommodations to qualified individuals with disabilities. AT&T is a fair chance employer and does not initiate a background check until an offer is made.

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