New Business Account Executive

AT&T; 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

Disability Benefits

Life Insurance

Employee discounts on AT&T plans and 5

Job summary

AT&T is seeking a New Business Account Executive to win new customers for fiber or mobility solutions, building a strong pipeline and guiding complex deals from first conversation to close. You will engage senior decision-makers and collaborate with cross-functional teams across AT&T to deliver compelling solutions.

Expected earnings at target range from $185,600 to $252,800 annually, with acceleration potential to $350,000+ for top performers.

Qualifications

• 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.

Responsibilities

• Capture the AI infrastructure opportunity and position AT&T as network partner for AI.
• Win new logos and prospect technology sector customers to meet revenue goals.
• Build and manage pipeline with outreach, qualification, and forecast accuracy.
• Lead consultative discovery with stakeholders to shape a business case.
• Advance complex pursuits: coordinate pricing, proposals, and negotiations through close.
• Collaborate with solution architects, engineering, and legal to deliver feasible solutions.
• Ensure smooth customer start with onboarding handoff.
• Apply market insight to identify opportunities and improve strategy.
• Own your results with accurate activity and forecast records.

Skills

Sales experience

New logo acquisition

Consultative selling

Stakeholder engagement

Forecasting & pipeline management

Negotiation

Cross-functional collaboration

Territory planning

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.

Highly Desirable:

• 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 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: Bellevue, Washington, Denver, Colorado, Los Angeles, California, Pleasanton, California, Sacramento, California, San Diego, California, San Francisco, California, San Jose, 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.