New Business Account Executive

AT&T inc.; San Jose (CA); On-site; USD 186,000 - 253,000; 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

Adoption Reimbursement

Job summary

AT&T Inc. in the San Jose area seeks an experienced New Business Account Executive to win new customers for fiber or mobility solutions. You will build your own pipeline, engage senior decision-makers, and guide complex deals from first conversation to close.

In this role, you’ll prospect with discipline, understand customer needs, and translate market insight into revenue growth. Expect a base salary plus commission with visibility into earnings and strong upside tied to sales results.

Qualifications

• 8+ years of B2B sales experience with complex deals.
• Proven track record of generating new business and meeting quotas.
• Advanced consultative selling including discovery, business-case development, proposals.
• Ability to engage executives across business and technical teams.
• Strong forecasting, data analysis, and CRM discipline.

Responsibilities

• Capture AI infra opportunities and position AT&T as partner.
• Win new logos through prospecting-led sales and territory goals.
• Build and manage pipeline with leads, forecasts, and planning.
• Lead consultative discovery with stakeholders to shape business case.
• Coordinate meetings, pricing, proposals, and RFPs; negotiate terms.

Skills

B2B sales

Pipeline development

Consultative selling

Stakeholder engagement

Forecasting & analytics

Cross-functional collaboration

AI infra knowledge

New logo acquisition

Negotiation

Job description

Sales employees will concentrate on acquiring new business and conducting customer meetings most often, at the customer location. When not in the field, sales employees are expected to collaborate with their team from their assigned office location and place of work. Fiber or Mobility Solutions AI is transforming how the world works, and every model, data center, and cloud platform behind it depends on enormous network capacity. AT&T’s Technology Sector team partners with technology companies, from fast-growing startups to global leaders, to deliver the high-capacity network solutions their AI infrastructure requires.

As a New Business Account Executive, you will win new customers for AT&T fiber or mobility solutions, depending on your assigned role, by building your own pipeline, engaging senior decision-makers, and guiding complex deals from first conversation to close.

We are looking for an experienced seller who prospects with discipline, understands the customer’s business, and turns market insight into lasting revenue growth.

Earn with confidence, upside, and visibility into your total opportunity. This role offers a competitive base salary, performance-based commission, and meaningful earning upside tied directly to sales results. At target performance, total annual earnings are expected to range from $185,600 to $252,800, with the opportunity for top performers to exceed target based on quota achievement, new revenue growth, and strength of pipeline execution. Your earnings will be driven by how effectively you build and manage enterprise opportunities, develop customer relationships, advance complex solutions, and close business. High-performing sellers who consistently create qualified pipeline, expand account potential, and deliver results can accelerate earnings to $350,000 or more while building long-term career momentum within AT&T.

What you’ll do:

• Capture the AI infrastructure opportunity: Capture the significant high-capacity fiber or Mobility services opportunity created by the AI infrastructure build-out, positioning AT&T as the network partner of choice for the technology companies building and scaling AI.
• Win new logos: Own a prospecting-led sales motion focused on acquiring new technology sector customers and meeting or exceeding assigned revenue, sales, and territory objectives.
• Build and manage pipeline: Research customer and industry priorities, develop territory and account plans, generate leads through outreach and networking, qualify opportunities, and maintain disciplined pipeline coverage and forecast accuracy.
• Lead consultative discovery: Engage customer stakeholders to understand strategic, operational, and technical needs; shape a compelling business case; and recommend the appropriate fiber or mobility solution depending on your assigned role.
• Advance complex pursuits: Coordinate customer meetings, solution development, pricing, proposals, presentations, bids, and, when applicable, RFP responses. Negotiate commercial terms and guide opportunities through close.
• Collaborate with experts across AT&T: Partner with solution architects, engineering, product, pricing, legal, implementation, operations, and external partners to develop feasible solutions and deliver on customer commitments.
• Ensure a smooth customer start: Set clear expectations with new customers and work with implementation and support teams to deliver a seamless handoff and onboarding experience.
• Apply market insight: Monitor customer priorities, competitor activity, technology developments, and territory signals to identify opportunities and continuously improve sales strategy and execution.
• Own your results: Maintain accurate sales activity, opportunity, and forecast records; use data to prioritize effort; and communicate risks, commitments, and progress against defined goals.

What you’ll bring:

• 8+ years of related sales experience, including experience managing complex business-to-business opportunities with limited supervision.
• Demonstrated success generating new business, developing a territory or account plan, building qualified pipeline, closing complex deals and meeting or exceeding assigned quota.
• Advanced consultative and solution-selling capability, including discovery, business‑case development, proposal creation, presentation, negotiation, and closing.
• Ability to engage and influence customer stakeholders across business, technical, procurement, and executive audiences.
• Ability to analyze account, market, and pipeline data; make sound decisions; solve problems; and maintain reliable forecasts and sales records.
• Ability to coordinate cross‑functional contributors and manage multiple complex pursuits with clear ownership, urgency, and follow‑through.
• Working knowledge of how technology companies build and scale, including cloud, data center, and AI infrastructure, and how network capacity supports their growth.
• Experience building and managing new logo motions with technology customers of all size, from startups to global leaders, including outbound prospecting campaigns, executive outreach, and solution selling.
• Working knowledge of high‑capacity networking solutions such as high capacity wavelength, DIA, DWDN, MOFN and cloud interconnect solutions.

Supervisor: No

This job code may apply to both exempt and non‑exempt employees depending on state requirements.

Duties directly related to making sales include: Meeting with customers and engaging in sales activities at customer site; communicating with customers via phone, teleconference, e‑mail, etc. related to proposed solutions/sales, etc.; traveling to/from the customer premise for sales activities; providing subject matter expertise on technical sales issues; advising customers on suitability of products based on technical needs; preparing proposals/presentations/bids, including developing pricing/strategic plans and proposed solutions/sales; researching/developing solutions with AT&T external partners, including design/engineering; researching customer business/industry to identify new sales opportunities.

Our Lead Strategic Accounts 3 ECO jobs earn between $105,400.00–$169,300.00+ commission $70,000 . 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 data of hire, at least 23days of vacation each year and 9company 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: Bellevue, Washington, Denver, Colorado, Los Angeles, California, Pleasanton, California, Sacramento, California, San Diego, California, San Francisco, California, SanJose, California
• Salary Range: $105,400.00–$169,300.00

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.

We are pioneers of making connections and have been ever since Alexander Graham Bell invented the telephone and founded our company. That was nearly 150years ago, and we haven’t stopped innovating since. At our core, we help bring families, communities, and businesses together with the products and services they need to thrive every day. From the widespread and growing availability of 5G and Fiber to working on things we once only dreamed of—at AT&T, we create connections that change the world.