Account Executive, Advisory Services

UPSTACK

2d•$120,000 - $140,000•Remote

About The Position

UPSTACK is the leading full-service technology brokerage that empowers businesses to make smarter technology investments. Through a vendor-neutral approach, UPSTACK delivers expert advisory and execution services across the entire technology landscape—including data center colocation, cloud, connectivity, networking, cybersecurity, AI, and more—at no additional cost to our clients. Under the leadership of Founder and CEO Christopher Trapp, UPSTACK is committed to exceptional customer experiences, serving 6,500+ clients—from SMBs to enterprises—and managing over $1B+ in annual technology spend across industries. The Account Executive, Advisory Services is a hunter-focused sales role responsible for generating new business and building a high-value book of business from the ground up. This position owns the full sales cycle, including prospecting, strategic account targeting, relationship development, solution positioning, negotiation, and closing net-new business opportunities. The ideal candidate is a highly motivated sales professional with a proven ability to independently generate pipeline, penetrate target accounts, and establish relationships with stakeholders at all organizational levels, including executive leadership. This role requires a disciplined, self-starting individual who thrives in a fast-paced environment and can effectively collaborate cross-functionally while maintaining ownership of revenue generation and account growth initiatives.

Requirements

At least 7+ years of proven full-cycle sales experience in the Technology and/or Telecommunications industry.
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.
Knowledge of full-cycle sales methodologies, business development strategies, and account management practices
Knowledge of technology and/or telecommunications industry trends, products, and customer buying behaviors
Understanding of consultative and solution-based selling approaches
Knowledge of CRM platforms such as Salesforce and sales engagement technologies
Understanding of pipeline management, forecasting processes, and sales performance metrics
Knowledge of organizational structures and enterprise-level decision-making processes
Familiarity with strategic account planning and land-and-expand sales strategies
Understanding of cross-functional collaboration within sales, customer success, marketing, and product organizations
Channel experience (not necessarily as a channel manager) is strongly preferred over candidates with an exclusively direct-sales background; while not a strict requirement, it is considered ideal for success in this role
Strong prospecting and new business development skills
Excellent verbal, written, and presentation communication skills
Effective negotiation and closing skills
Ability to build rapport and influence stakeholders across multiple organizational levels
Strategic thinking and account planning capabilities
Strong organizational and time management skills
CRM management and sales forecasting proficiency
Analytical and problem-solving skills
Ability to effectively coordinate cross-functional resources to drive customer outcomes
Adaptability and flexibility in changing business environments
Strong interpersonal and relationship management skills
Demonstrated resilience, persistence, and competitive drive
Self-motivation with the ability to work independently and manage priorities effectively
Ability to independently generate and manage a robust sales pipeline
Ideally brings an established network of client relationships that can accelerate pipeline development
Ability to ramp in a self-starting environment
Ability to identify customer needs and align solutions to business objectives
Ability to manage complex sales cycles involving multiple stakeholders and decision-makers
Ability to influence and engage executive-level audiences through consultative selling techniques
Ability to prioritize competing demands and manage multiple opportunities simultaneously
Ability to analyze account data, sales metrics, and customer insights to inform strategy and decision-making
Ability to collaborate effectively with internal and external stakeholders while maintaining accountability for revenue generation
Ability to thrive in a fast-paced, evolving, and performance-driven environment
Ability to maintain professionalism, persistence, and focus in the face of rejection or long sales cycles
Ability to travel within the assigned territory as needed to support customer and business development activities

Nice To Haves

Bachelor's degree encouraged, but not required.

Responsibilities

Generate new business opportunities through outbound prospecting, strategic account targeting, networking, and relationship-building activities
Build and maintain a strong, self-sourced sales pipeline focused on acquiring net-new customers and expanding market presence
Research target accounts, industry trends, and competitive insights to inform outreach strategies and account engagement plans
Develop and execute strategic account plans to support both new customer acquisition and long-term account growth opportunities
Manage the full sales cycle from initial outreach and discovery through proposal development, negotiation, and contract close
Establish and maintain strong relationships with stakeholders across all levels of customer organizations, including executive leadership and C-suite decision-makers
Conduct discovery conversations to understand customer business objectives, organizational structures, pain points, and strategic initiatives
Position and communicate solution value propositions that align with customer needs and deliver measurable business outcomes
Collaborate cross-functionally with Customer Success, Solutions Engineering, Marketing, Sales Development, Product, and Sales Enablement teams to support customer acquisition and expansion efforts
Partner with Customer Success teams to drive customer retention, account expansion, and long-term relationship growth
Conduct regular business reviews and strategic account discussions to identify additional opportunities and maximize customer value
Maintain accurate opportunity tracking, pipeline management, forecasting, and account documentation within CRM platforms such as Salesforce
Consistently meet or exceed sales quotas, pipeline generation goals, and performance metrics
Demonstrate resilience and persistence in navigating complex sales cycles, objections, and competitive environments
Stay informed on industry trends, technology solutions, and market developments within the technology and telecommunications sectors