Lead Business Sales Representative - Strategic Accounts

att; Tustin (CA); On-site; USD 100,000 - 231,000; 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

Disability Benefits

Life Insurance

Employee discounts up to 50% on AT&T

Job summary

AT&T is seeking a Business Sales Representative - Strategic Accounts in California. You will own a portfolio of high-growth Medium Business customers, uncover business needs, and position solutions for measurable value in a consultative sales process.

The role includes a competitive base salary plus commission with an annual earnings range of $180,300 to $230,500 at 100% of target. A sign-on bonus of $8,000 is available for joining the team.

Qualifications

• 5+ years of outside B2B sales experience with complex accounts.
• Documented success meeting or exceeding quota in full-cycle sales.
• Ability to manage both sales and account maintenance with focus on pipeline growth.
• Strong technical curiosity and ability to learn complex product sets and solution design.
• Experience working with internal teams, sales engineers, partner channels, and cross-functional resources.
• Strong territory, account planning, pipeline management, forecasting discipline.
• Comfortable competing in a market with multiple providers, vendors, resellers, and channel options.
• Valid driver’s license and reliable transportation for market coverage.
• Bachelor’s degree preferred or equivalent sales experience.

Responsibilities

• Balance field and office collaboration: when not in the field, collaborate with team from assigned office.
• Own and grow Platinum level accounts with retention and expansion plans.
• Balance service and sales priorities while protecting time for prospecting and pipeline development.
• Create and manage strategic pipelines via account mapping and targeted prospecting.
• Navigate complex technical solutions and translate capabilities into business outcomes.
• Orchestrate internal and partner resources to design the right customer solution.
• Differentiate in a competitive market by selling value and relationships.
• Lead a consultative sales process diagnosing needs and building aligned solutions.
• Maintain disciplined CRM and forecast accuracy across pipeline and deal stages.
• Protect customer relationships by coordinating across service, sales, tech, and partner teams.

Skills

Outside B2B sales

Account management

Negotiation

Pipeline management

Technical curiosity

Cross-functional collaboration

Forecasting discipline

Relationship building

Strong communication

Education

Bachelor’s degree preferred or equivalent

Job description

Exciting opportunity to be eligible for an $8,000 bonus when you join our team.

As a Business Sales Representative - Strategic Accounts, you will own and grow a portfolio of complex, high-growth Medium Business customers while developing new opportunities across assigned accounts. These customers are expanding, evolving, and navigating increasingly complex technology decisions, requiring a consultative seller who can build trust, uncover business needs, and position solutions that create measurable value. This is a strategic, quota-carrying outside sales role for an experienced B2B seller who can balance account maintenance, service coordination, prospecting, pipeline creation, and complex solution selling. You will work closely with sales engineers, wired and mobility partners, indirect partners, and cross-functional teams to help customers evaluate technology choices, solve business challenges, and invest in solutions that support long-term growth. This role is designed for sellers who are technical, resourceful, disciplined, and comfortable competing in a sophisticated market where customers have more choices than ever.

Earn with confidence and upside. This role offers a competitive base salary as well as performance-based commission tied directly to your sales results. At 100% of target, annual earnings range from $180,300 to $230,500. If you are motivated by ownership, measurable goals, and the ability to increase your income through performance, this role is designed for you.

What you’ll do

• Balance field and office collaboration: When not in the field, sales employees are expected to collaborate with their team from their assigned office location and place of work.
• Own and grow Platinum level accounts. Build account plans that prioritize retention, expansion, new opportunity creation, customer relationship depth, and long‑term revenue growth.
• Balance service and sales priorities. Manage account maintenance and customer service needs while protecting time for prospecting, pipeline development, and closing new business.
• Create and manage strategic pipelines. Generate opportunities through account mapping, executive outreach, referrals, partner collaboration, customer expansion plays, and targeted prospecting.
• Navigate complex technical solutions. Learn and position wired, mobility, connectivity, and advanced technology solutions while translating technical capabilities into business outcomes.
• Orchestrate internal and partner resources. Collaborate with sales engineers, wired and mobility partners, indirect partners, product specialists, and support teams to design and deliver the right customer solution.
• Differenti­ate in a competitive market. Compete against direct providers, indirect competitors, vendors, resellers, and internal channel overlap by selling value, relationship, expertise, and business impact.
• Lead a consultative sales process. Diagnosing customer needs, uncover growth opportunities, overcome objections, and build solutions aligned to operational, technology, and financial priorities.
• Maintain disciplined CRM and forecast accuracy. Track pipeline, account activity, deal stage, next steps, expected close timing, and revenue impact with consistency and accuracy.
• Protect customer relationships. Serve as a trusted business advisor who can coordinate across service, sales, technical, and partner resources to help customers succeed.

What you’ll Bring

• 5+ years of successful outside B2B sales experience, preferably with complex accounts, telecommunications, technology, SaaS, mobility, wired solutions, or business services.
• Documented success meeting or exceeding quota in a full-cycle sales role that required prospecting, account growth, negotiation, and closing.
• Ability to manage both sales and account‑maintenance demands without losing 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 through internal teams, sales engineers, partner channels, and cross‑functional resources to solve customer problems.
• Strong territory, account planning, pipeline management, prioritization, and forecasting discipline.
• Comfortable 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.
• Bachelor’s degree is preferred, or equivalent combination of relevant sales experience and demonstrated performance.

Join a sales organization where complex account ownership, technical growth, and customer impact matter. In Platinum, you will manage meaningful business relationships, compete in a sophisticated market, and partner across sales engineering, mobility, wired, indirect, and support teams to solve customer problems. This role is designed for experienced sellers who want more than transactional selling: it offers the challenge of balancing account strategy, service demands, technical solutioning, and new revenue growth. In addition to competitive pay and commission, AT&T offers paid training, comprehensive benefits, paid time off, tuition reimbursement, employee discounts, wellness programs, and career development resources designed to support long‑term success.

Los Angeles County Fair Chance Ordinance and the California Fair Chance Act

Candidates with arrest or convictions records will be considered for employment in accordance with the Los Angeles County Fair Chance Ordinance for Employers and the California Fair Chance Act.

Relevant Material Job Duties for which Criminal History may have a direct adverse, and negative relationship potentially resulting in the withdrawal of the Conditional Offer of Employment:

• Contact with Customers/Candidates/Clients
• Safety Sensitivity (Vehicle/Tool/Machine Operation - if applicable)
• Handling/Proximity to Sensitive Information

Our Lead Sales Executive 3-Platinum Fib jobs earn between $100,300.00 - $150,500.00 + commission $80,000 .

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 23 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

Weekly Hours: 40

Time Type: Regular

Location: Tustin, California

Salary Range: $100,300.00 - $150,500.00

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.