Territory Business Manager Jobs in California
Territory Business Manager jobs in California are among the most active in the country, concentrated in medical devices, pharmaceutical sales, technology, and specialty distribution across a market that runs from entry-level sales roles through senior regional positions. Los Angeles, San Francisco, and San Diego are the top hiring metros, anchored by large employers such as Johnson & Johnson, AbbVie, and Medtronic, all of which maintain substantial California sales forces. The most in-demand specialties are surgical devices, biotech therapeutics, and enterprise software solutions. Find a role that fits below and apply directly.
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Showing 5 of 35+ Territory Business Manager jobs
Position Summary
The Business Territory Sales Manager is a quota-carrying individual contributor responsible for driving new business revenue and expanding Cal.net’s commercial subscriber base within an assigned territory across the Cal.net service footprint. Reporting to the Vice President of Sales, this role owns the full sales cycle for small and mid-sized business accounts—from prospecting and discovery through proposal, close, and hand-off to onboarding. The Business Territory Sales Manager works in close partnership with an assigned Sales Development Representative (SDR), coaching and directing the SDR’s outbound activity to build a qualified pipeline in the territory. The role calls for a self-directed, field-based seller who combines disciplined pipeline management with a strong presence in the local business community.
Key Responsibilities
Territory Ownership & New Business Development
- Own and execute a territory plan that identifies high-value business prospects, key verticals, and target accounts within the assigned portion of Cal.net’s service footprint.
- Prospect consistently through outbound calling, in-person canvassing, referrals, networking, and follow-up on marketing-generated leads.
- Meet or exceed monthly and quarterly quotas for new business connections, monthly recurring revenue (MRR), and contract value.
- Represent Cal.net in the local business community through chamber events, industry associations, and community organizations to build brand presence and referral pipeline.
SDR Partnership & Lead Qualification
- Serve as the sales lead for an assigned Sales Development Representative (SDR); align on target account lists, ideal customer profile, messaging, and weekly priorities for the territory.
- Coach the SDR on discovery questions, qualification criteria (e.g., BANT or Cal.net’s equivalent), objection handling, and how to identify a genuinely qualified business opportunity.
- Accept, work, and provide timely disposition feedback on SDR-sourced meetings and opportunities so the SDR can continuously sharpen targeting and qualification.
- Hold a standing weekly working session with the SDR to review pipeline, prioritize outbound activity, and jointly plan multi-touch outreach into high-value accounts.
Full-Cycle Sales Execution
- Lead discovery conversations with business decision-makers to understand connectivity needs, current provider pain points, and growth plans.
- Design and present tailored Cal.net solutions—fiber, fixed wireless, voice, and managed services—matched to the customer’s technical requirements and budget.
- Prepare accurate quotes, proposals, and service agreements; negotiate terms in line with Cal.net pricing guidelines and secure signed contracts.
- Coordinate site surveys with the Operations team and manage the customer through installation to a successful service turn-up.
Pipeline Management & Forecasting
- Maintain disciplined CRM hygiene: log every account, contact, activity, opportunity, and next step in real time.
- Build and maintain a pipeline coverage ratio sufficient to hit quota, with accurate stage progression and close dates.
- Provide weekly forecast updates to the Vice President of Sales, including committed deals, upside, risks, and gap-to-quota actions.
Customer Relationships & Account Growth
- Serve as the primary relationship owner for new business accounts through the first 90 days of service and identify expansion opportunities within existing customers.
- Partner with Customer Service and Operations to resolve escalations quickly and protect customer satisfaction.
- Gather and share competitive intelligence, pricing feedback, and product gap observations with the VP of Sales and Marketing.
Cross-Functional Collaboration
- Partner with Marketing to convert campaigns, events, and inbound leads into closed business within the territory.
- Coordinate with Engineering and Operations on serviceability checks, custom build quotes, and installation timelines.
- Work with Finance and the VP of Sales on non-standard pricing requests, credit reviews, and contract terms.
Qualifications
Required
- 3+ years of quota-carrying B2B sales experience with a documented record of meeting or exceeding new business targets.
- Proven ability to self-generate pipeline through outbound prospecting and in-person business development.
- Strong discovery, presentation, and negotiation skills with small and mid-sized business decision-makers (owners, office managers, IT leads).
- Disciplined CRM user with the ability to manage a full territory of accounts and opportunities without close daily oversight.
- Valid driver’s license, reliable transportation, and willingness to travel daily within the assigned territory.
- Comfortable working from a home office and independently managing a field-based schedule.
Preferred
- Experience selling telecommunications, internet, fiber, fixed wireless, voice, or managed IT services to businesses.
- Familiarity with the rural and underserved markets that Cal.net serves, and existing relationships within the local business community.
- Experience carrying an MRR-based quota and selling multi-year service agreements.
- Working knowledge of basic networking concepts (bandwidth, latency, SLAs, static IPs, VLANs) sufficient to hold a credible technical conversation.
Success Measures
- Attainment of assigned new-business MRR and contract-value quota.
- Pipeline coverage and forecast accuracy against plan.
- Prospecting activity levels (meetings, opportunities created, accounts touched).
- Customer satisfaction through the first 90 days of service and retention beyond the initial contract term.
This position description is intended to describe the general nature and level of work being performed. It is not intended to be an exhaustive list of all responsibilities, duties, and skills required.
Compensation
- Base Salary - $40,000 annually
- Commission - Target commission earnings of $80,000 annually
- On-Target Earnings (OTE) - $120,000 annually (base salary plus target commission)
- Earning Potential - Uncapped commission structure, providing unlimited income opportunity based on performance.
Benefits
- Bi-weekly pay with direct deposit.
- Employee internet discounts, if in our service area
- Comprehensive training and mentorship.
- Career growth opportunities within the sales organization.
- Health, dental, and vision benefits
- 401K with a company match
- A dynamic and supportive team environment.
Why Cal.net
Cal.net has been connecting rural and underserved communities across the Central Valley for years, and we're growing fast. You'll be selling a product people genuinely need, backed by a local team that takes care of its customers after the sale — not a call center script for a company nobody's heard of.
Benefits:
- 401(k)
- 401(k) matching
- Dental insurance
- Employee discount
- Health insurance
- Paid time off
- Vision insurance
Work Location: Hybrid remote in Visalia, CA 93279
Position Summary
The Business Territory Sales Manager is a quota-carrying individual contributor responsible for driving new business revenue and expanding Cal.net’s commercial subscriber base within an assigned territory across the Cal.net service footprint. Reporting to the Vice President of Sales, this role owns the full sales cycle for small and mid-sized business accounts—from prospecting and discovery through proposal, close, and hand-off to onboarding. The Business Territory Sales Manager works in close partnership with an assigned Sales Development Representative (SDR), coaching and directing the SDR’s outbound activity to build a qualified pipeline in the territory. The role calls for a self-directed, field-based seller who combines disciplined pipeline management with a strong presence in the local business community.
Key Responsibilities
Territory Ownership & New Business Development
- Own and execute a territory plan that identifies high-value business prospects, key verticals, and target accounts within the assigned portion of Cal.net’s service footprint.
- Prospect consistently through outbound calling, in-person canvassing, referrals, networking, and follow-up on marketing-generated leads.
- Meet or exceed monthly and quarterly quotas for new business connections, monthly recurring revenue (MRR), and contract value.
- Represent Cal.net in the local business community through chamber events, industry associations, and community organizations to build brand presence and referral pipeline.
SDR Partnership & Lead Qualification
- Serve as the sales lead for an assigned Sales Development Representative (SDR); align on target account lists, ideal customer profile, messaging, and weekly priorities for the territory.
- Coach the SDR on discovery questions, qualification criteria (e.g., BANT or Cal.net’s equivalent), objection handling, and how to identify a genuinely qualified business opportunity.
- Accept, work, and provide timely disposition feedback on SDR-sourced meetings and opportunities so the SDR can continuously sharpen targeting and qualification.
- Hold a standing weekly working session with the SDR to review pipeline, prioritize outbound activity, and jointly plan multi-touch outreach into high-value accounts.
Full-Cycle Sales Execution
- Lead discovery conversations with business decision-makers to understand connectivity needs, current provider pain points, and growth plans.
- Design and present tailored Cal.net solutions—fiber, fixed wireless, voice, and managed services—matched to the customer’s technical requirements and budget.
- Prepare accurate quotes, proposals, and service agreements; negotiate terms in line with Cal.net pricing guidelines and secure signed contracts.
- Coordinate site surveys with the Operations team and manage the customer through installation to a successful service turn-up.
Pipeline Management & Forecasting
- Maintain disciplined CRM hygiene: log every account, contact, activity, opportunity, and next step in real time.
- Build and maintain a pipeline coverage ratio sufficient to hit quota, with accurate stage progression and close dates.
- Provide weekly forecast updates to the Vice President of Sales, including committed deals, upside, risks, and gap-to-quota actions.
Customer Relationships & Account Growth
- Serve as the primary relationship owner for new business accounts through the first 90 days of service and identify expansion opportunities within existing customers.
- Partner with Customer Service and Operations to resolve escalations quickly and protect customer satisfaction.
- Gather and share competitive intelligence, pricing feedback, and product gap observations with the VP of Sales and Marketing.
Cross-Functional Collaboration
- Partner with Marketing to convert campaigns, events, and inbound leads into closed business within the territory.
- Coordinate with Engineering and Operations on serviceability checks, custom build quotes, and installation timelines.
- Work with Finance and the VP of Sales on non-standard pricing requests, credit reviews, and contract terms.
Qualifications
Required
- 3+ years of quota-carrying B2B sales experience with a documented record of meeting or exceeding new business targets.
- Proven ability to self-generate pipeline through outbound prospecting and in-person business development.
- Strong discovery, presentation, and negotiation skills with small and mid-sized business decision-makers (owners, office managers, IT leads).
- Disciplined CRM user with the ability to manage a full territory of accounts and opportunities without close daily oversight.
- Valid driver’s license, reliable transportation, and willingness to travel daily within the assigned territory.
- Comfortable working from a home office and independently managing a field-based schedule.
Preferred
- Experience selling telecommunications, internet, fiber, fixed wireless, voice, or managed IT services to businesses.
- Familiarity with the rural and underserved markets that Cal.net serves, and existing relationships within the local business community.
- Experience carrying an MRR-based quota and selling multi-year service agreements.
- Working knowledge of basic networking concepts (bandwidth, latency, SLAs, static IPs, VLANs) sufficient to hold a credible technical conversation.
Success Measures
- Attainment of assigned new-business MRR and contract-value quota.
- Pipeline coverage and forecast accuracy against plan.
- Prospecting activity levels (meetings, opportunities created, accounts touched).
- Customer satisfaction through the first 90 days of service and retention beyond the initial contract term.
This position description is intended to describe the general nature and level of work being performed. It is not intended to be an exhaustive list of all responsibilities, duties, and skills required.
Compensation
- Base Salary - $40,000 annually
- Commission - Target commission earnings of $80,000 annually
- On-Target Earnings (OTE) - $120,000 annually (base salary plus target commission)
- Earning Potential - Uncapped commission structure, providing unlimited income opportunity based on performance.
Benefits
- Bi-weekly pay with direct deposit.
- Employee internet discounts, if in our service area
- Comprehensive training and mentorship.
- Career growth opportunities within the sales organization.
- Health, dental, and vision benefits
- 401K with a company match
- A dynamic and supportive team environment.
Why Cal.net
Cal.net has been connecting rural and underserved communities across the Central Valley for years, and we're growing fast. You'll be selling a product people genuinely need, backed by a local team that takes care of its customers after the sale — not a call center script for a company nobody's heard of.
Benefits:
- 401(k)
- 401(k) matching
- Dental insurance
- Employee discount
- Health insurance
- Paid time off
- Vision insurance
Work Location: Hybrid remote in Visalia, CA 93279
See All 35 Territory Business Manager Jobs in California
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Find JobsTerritory Business Manager Jobs by City in California
Where California roles are concentrated, by current openings.
Territory Business Manager Job Market in California
A snapshot from current California openings, updated as new roles post.
Who's Hiring
What California Employers Look For
The qualifications that appear most often in territory business manager jobs across California.
- Bachelor's degree in business, life sciences, or a related field required
- Two or more years of outside or territory sales experience in California markets
- Demonstrated ability to manage a defined geographic territory independently
- Proficiency with CRM platforms such as Salesforce for pipeline and account tracking
- Valid California driver's license and willingness to travel within the assigned region
- Experience selling into healthcare systems, enterprise accounts, or distribution channels
Territory Business Manager Jobs in California: Frequently Asked Questions
How do you become a territory business manager in California?
The most direct path is a bachelor's degree in business, life sciences, or marketing followed by an inside or junior sales role that builds product and territory knowledge. California does not require a state-issued license specifically for territory business managers, though roles in pharmaceutical or medical device sales often require employer-specific product training and compliance certifications. Building familiarity with California's major account types, such as integrated delivery networks and large technology enterprises, strengthens a candidate's profile considerably.
How much do territory business managers make in California?
Territory business managers in California earn a median of about $134,910 a year, based on May 2025 Bureau of Labor Statistics wage data, ranging from around $64,430 for the lowest 10% to over $300,580 for the top 10%. Pay rises with experience, specialty, and employer.
Which companies hire territory business managers in California?
Employers hiring territory business managers in California right now include サイネオス・ヘルス, Syneos Health Commercial Solutions, and AT&T, based on current listings on Migrate Mate as of September 2026. California's dense concentration of biotech firms, medical device companies, and enterprise technology headquarters means consistent, year-round demand across multiple industries.
Which California cities have the most territory business manager jobs?
Riverside, Fresno, and Sacramento account for the most territory business manager openings in California. Los Angeles drives volume through its sprawling healthcare systems and consumer goods sector, San Francisco and the Bay Area generate demand from enterprise technology and biotech headquarters, and San Diego's dense life sciences corridor produces steady medical device and pharmaceutical sales openings.
Are there remote territory business manager jobs in California?
Yes, but they're rare. Territory business manager roles are by nature field-based, requiring regular in-person visits to clients, hospitals, or retail accounts within a defined region. About 67% of territory business manager openings tied to California are remote or hybrid as of September 2026, and those postings typically involve inside territory management or account coordination rather than active field coverage.
How can I get hired as a territory business manager in California with little or no experience?
The most realistic entry path is a sales development representative or inside sales role at a California-based company, which builds the quota-carrying and account management experience hiring managers want. Large California employers in medical devices and pharma, including those headquartered in San Diego's biotech corridor and the Bay Area, run associate territory manager programs designed for new graduates. Moving laterally from clinical, logistics, or customer success roles is also common, and a completed product training certification or a demonstrated record of managing a client account independently gives candidates a measurable edge.
Where can I find and apply to territory business manager jobs in California?
You can find and apply to territory business manager jobs in California on Migrate Mate, which lists current California openings across industries and metros. Find the roles that fit your experience and location, then apply directly to each one.
See All 35 Territory Business Manager Jobs in California
Find roles in California that match your experience and apply in just a few clicks.
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