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…