Account Director, Advisory Services

UPSTACK

1d•$90,000 - $110,000

About The Position

This is a hunter-first role with a primary focus on generating new business and building a book of business from the ground up. While there will be opportunities to expand existing accounts over time, success in this position will be driven by the ability to prospect, penetrate new accounts, and win net-new logos. As an Account Director, Advisory Services, you will take ownership of the full sales cycle—identifying target accounts, creating and executing outreach strategies, and closing new business. You will be expected to self-generate a significant portion of your pipeline, using a combination of outbound prospecting, strategic account targeting, and relationship-building. In addition to new business development, you will grow and expand relationships within accounts by acting as a trusted advisor—understanding customer needs, uncovering opportunities, and delivering solutions that drive measurable business impact. This role requires strong cross-functional collaboration. You will partner with teams across customer success, marketing, product, sales enablement, solution engineering, and sales development—but are expected to lead the commercial motion and not rely solely on internal teams for pipeline generation. The ideal candidate is highly driven, adaptable, and comfortable operating in a fast-paced environment. You are someone who takes initiative, is disciplined in prospecting, and thrives in situations where you are responsible for creating your own opportunities. Strong communication skills, organization, and the ability to navigate complex sales cycles are critical for success.

Requirements

At least 3+ years of proven full-cycle sales experience in the Technology and/or Telecommunications industry
While the original scope targeted 7+ years, we are open to high-performing candidates earlier in their careers who demonstrate strong hunting ability and sales fundamentals
Proven success in new business development and prospecting, with the ability to build pipeline independently
Experience selling into multiple levels within an organization, including but not limited to the C-suite (e.g., director, VP, and executive stakeholders)
Strong ability to build and deliver compelling presentations to a range of audiences
Demonstrated ability to orchestrate cross-functional resources, including solutions engineering, customer success, and product teams
High degree of adaptability, drive, and coachability, with a willingness to take a hands-on, hunter-oriented approach
Hunter Mindset: Demonstrated willingness and ability to proactively prospect, generate pipeline, and win new business—especially in environments with limited inbound support
Self-Starter: Highly motivated with a strong sense of ownership and accountability; able to operate independently while driving results
Adaptability: Comfortable working in a fast-paced, evolving environment with changing priorities and growth expectations
Strong Communication Skills: Ability to engage and influence stakeholders across all levels of an organization, from individual contributors to senior leadership
Collaborative Approach: Proven ability to work cross-functionally and effectively leverage internal teams (e.g., BDRs, Customer Success, Marketing) as force multipliers—without over-reliance on them for pipeline generation
Analytical & Organized: Strong pipeline management, forecasting discipline, and attention to detail within CRM tools (e.g., Salesforce)
Resilience & Grit: Persistence in navigating rejection, long sales cycles, and complex deal environments
Technology Proficiency: Comfortable using CRM systems, sales engagement platforms, and other digital tools to manage and grow a sales pipeline

Nice To Haves

Existing network or book of business within the New England region

Responsibilities

Generate new business by identifying, targeting, and prospecting into net-new accounts to build a strong, self-sourced pipeline
Develop and execute strategic account plans for both new and existing accounts, with a focus on land-and-expand opportunities
Build and maintain relationships with stakeholders across all levels of an organization, from individual contributors to executive leadership
Lead the full sales cycle, from initial outreach and discovery through negotiation and close
Drive a coordinated sales approach by effectively leveraging internal teams (e.g., solutions engineering, customer success, marketing, BDRs) and external partners
Deeply understand customer business objectives and organizational structures to identify opportunities and position solutions effectively
Proactively research target accounts and document insights to inform outreach and sales strategy
Maintain accurate pipeline management and forecasting within CRM tools (e.g., Salesforce)
Partner with Customer Success to support account growth, retention, and expansion opportunities over time
Conduct regular business reviews and strategic conversations with customers to uncover additional opportunities and drive long-term value