Business Sales Executive – Medium Business

AT&T

. Win new customers within the Medium Business segment in an assigned geographic territory .

Posted 11/11/2026full-timeRichmond • Virginia • United StatesMid-LevelSenior💰 $60,600 - $91,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in new customer acquisition and consultative sales cycles within the telecom industry, effectively managing a defined geographic territory and building strong relationships with medium-sized businesses. Proficient in utilizing CRM tools for accurate opportunity tracking and pipeline management.

Highest-signal resume keywords

Quota-Carrying Outside Sales ExperienceB2B Sales Role Focused on New-Customer AcquisitionTerritory Development and Outbound ProspectingConsultative Sales and Relationship BuildingCRM and Sales Force Automation Proficiency

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

New Customer AcquisitionConsultative SalesPipeline DevelopmentProposal NegotiationSales Cycle ManagementMarket ResearchOpportunity QualificationForecastingValue-Based ProposalsBusiness Case Development

Soft Skills

CommunicationTime ManagementJudgmentAdaptabilityRelationship Management

Tools & Technologies

CRM SoftwareSales Force Automation Tools

Certifications & Qualifications

Background Check ClearanceMotor Vehicle Record (MVR) Review

Industry Keywords

TelecomMedium Business SegmentConnectivity SolutionsTechnology SolutionsWirelessFiberInternetVoiceCybersecurityB2B Sales

Tech Stack

Tools & technologies

Cyber Security

About the role

Key responsibilities & impact

Win new customers within the Medium Business segment in an assigned geographic territory
Acquire 100% new-logo business with no inherited book of business or ongoing retention, renewal, or account-growth responsibility
Build qualified pipelines, lead consultative sales cycles, and close connectivity and technology solutions
Work with prospective customers and internal product, technical, pricing, implementation, and sales-support partners to create customer value and new-business revenue
Acquire new business and conduct customer meetings, most often at customer locations
Identify and pursue new Medium Business customers through provided prospect lists, cold calling, door knocking, email outreach, in-person meetings, referrals, networking, and local market research
Build a consistent customer-outreach approach, qualify prospects, schedule customer meetings, and advance opportunities through the sales process
Manage a defined geographic territory, prioritize target accounts, understand local business needs, and execute a market plan supporting quota attainment
Position AT&T solutions across wireless, fiber, internet, voice, software defined networking, and cybersecurity
Engage small and mid-sized businesses across retail, professional services, healthcare, construction, logistics, hospitality, and local multi-site operators
Manage the full sales cycle from prospecting and discovery through proposal, negotiation, close, implementation handoff, and follow-up
Record calls, visits, appointments, opportunities, next steps, and forecast updates accurately and consistently in CRM

Requirements

What you’ll need

3+ years of quota-carrying outside sales experience in telecom required
Demonstrated success in a quota-carrying B2B sales role focused on new-customer acquisition, or an approved equivalent combination of relevant experience and education
Experience developing a territory and generating your own pipeline through outbound prospecting and relationship-based business development
Evidence of moving multiple new-logo opportunities through discovery, proposal, negotiation, and close and delivering measurable acquisition results
Candidates moving from SMB should demonstrate success with larger or more complex opportunities, multiple stakeholders, structured discovery, and value-based proposals
Ability to uncover business needs, communicate solution value, present to multiple decision makers, build a business case, and coordinate productive customer and internal-partner relationships
Sound judgment in prioritizing accounts, qualifying opportunities, managing time, and adapting sales strategy using customer, pipeline, and market evidence
Ability to maintain accurate opportunity and forecast information in a CRM or sales-force automation platform and learn the company’s sales tools and processes
Ability to work within an assigned geographic market and travel locally to customer locations as required
Ability to pass a background check and Motor Vehicle Record (MVR) review is required for this role

Benefits

Comp & perks

Medical/Dental/Vision coverage
401(k) plan
Tuition reimbursement program
Paid Time Off and Holidays (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
Paid training
Sales support
Coaching
Access to tools that help build pipeline and grow book of business
Career path into larger territories, advanced sales roles, account management, leadership opportunities, and long-term career across AT&T