Account Executive, Advisory Services at UPSTACK in United States

Job description

• 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.

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 Resilience & Market Awareness
• 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

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

Skills

Required

• Effective negotiation and closing skills
• Analytical and problem-solving skills

Benefits

• Employees new to UPSTACK typically come in at the start of the pay range. UPSTACK focuses on providing a simple and transparent pay structure, which is based on a variety of factors, including location, experience, and job-related skills.
• The salary range for this role is fixed at $120,000 to $140,000 annually, with no room for negotiation. Please apply with this understanding. The role also includes participation in a commission and residual structure, with top performers earning an average OTE of $160,000 in their first year and unlimited earning potential beyond that.