Account Executive, Advisory Services

Overview

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."

About the Role

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.

Location Preference:

Remote

Key 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

Education

Bachelor's degree encouraged, but not required.

Required Qualifications

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.

Additional Requirements

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

Salary Range

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