Account Executive

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 $160,000 in their first year and unlimited earning potential beyond that.

Closing

UPSTACK is an Equal Opportunity Employer and does not discriminate based on race, gender, ethnicity, religion, national origin, age, disability, veteran status, gender identity/expression, sexual orientation, or on any other basis prohibited by law. Consistent with applicable state and local law, UPSTACK will consider employment for all qualified applicants.

UPSTACK is committed to providing reasonable accommodations to individuals with disabilities as required by applicable law. Accommodations may include adjustments to the application, interview, or assessment process, as well as modifications to the work environment or job duties to enable individuals to perform the essential functions of the role. Requests for accommodations will be evaluated on a case-by-case basis and provided unless they impose an undue hardship on the organization.

At this time, UPSTACK will not sponsor a new applicant for employment authorization for this position.

We endeavor to make the application process accessible to all applicants. If you would like to contact us regarding accessibility and/or need assistance completing the application process, please contact us at [email protected].