Note: The job is a remote job and is open to candidates in USA. UPSTACK is a full-service technology brokerage that provides vendor-neutral technology advisory and execution services across areas including cloud, connectivity, networking, cybersecurity, AI, and telecommunications. The Account Executive, Advisory Services is responsible for generating net-new business, managing the full sales cycle, developing strategic accounts, building executive relationships, and driving revenue growth.
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
Skills
- * **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
- * 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
- * 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
- * Bachelor's degree encouraged, but not required
Benefits
- Remote work arrangement
- Participation in a commission and residual structure
- Unlimited earning potential beyond the first year
- Reasonable accommodations for individuals with disabilities, including adjustments to the application, interview, or assessment process and modifications to the work environment or job duties
Company Overview