Account Executive, Advisory Services

This is a fully remote position, open to applicants in United States.

📋 Description

• Generate new business via outbound prospecting, strategic account targeting, networking, and relationship-building.

• Build and sustain a self-sourced pipeline aimed at acquiring net-new customers and expanding market reach.

• Research target accounts, industry trends, and competitive insights.

• Develop and implement strategic account plans for customer acquisition and long-term growth.

• Manage the complete sales cycle, from outreach and discovery to proposals, negotiation, and contract finalization.

• Cultivate relationships with customer stakeholders, including executive leadership and C-suite decision-makers.

• Conduct discovery conversations to comprehend business objectives, organizational structures, pain points, and strategic initiatives.

• Position solution value propositions that align with customer needs and measurable business outcomes.

• Collaborate with Customer Success, Solutions Engineering, Marketing, Sales Development, Product, and Sales Enablement teams.

• Partner with Customer Success to enhance retention, account expansion, and long-term relationship growth.

• Conduct business reviews and strategic account discussions to uncover additional opportunities.

• Maintain opportunity tracking, pipeline management, forecasting, and account documentation in CRM platforms like Salesforce.

• Achieve or surpass sales quotas, pipeline-generation goals, and performance metrics.

• Navigate complex sales cycles, objections, and competitive landscapes.

• Stay updated on technology and telecommunications industry trends, solutions, and market changes.

⛳️ Requirements

• A minimum of 7+ years of demonstrated full-cycle sales experience in the Technology and/or Telecommunications sector.

• Proven track record in new business development and prospecting, with the capability to independently build a pipeline.

• Experience engaging multiple organizational levels, including directors, VPs, and executive stakeholders.

• Ability to create and deliver impactful presentations.

• Capable of orchestrating cross-functional resources, including solutions engineering, customer success, and product teams.

• High adaptability, drive, and coachability.

• Knowledge of full-cycle sales methodologies, business development strategies, and account management practices.

• Familiarity with technology and/or telecommunications industry trends, products, and customer buying behaviors.

• Understanding of consultative and solution-based selling approaches.

• Proficient in CRM platforms such as Salesforce and sales engagement technologies.

• Comprehension of pipeline management, forecasting processes, and sales performance metrics.

• Knowledge of organizational structures and enterprise-level decision-making processes.

• Familiar with strategic account planning and land-and-expand sales strategies.

• Strong skills in prospecting and new business development.

• Excellent verbal, written, and presentation communication abilities.

• Effective negotiation and closing skills.

• Ability to build rapport and influence stakeholders at various organizational levels.

• Strategic thinking and account planning capabilities.

• Strong organizational and time management skills.

• Proficiency in CRM management and sales forecasting.

• Analytical and problem-solving capabilities.

• Ability to coordinate cross-functional resources to achieve customer outcomes.

• Flexibility and adaptability in changing business environments.

• Strong interpersonal and relationship management skills.

• Demonstrated resilience, persistence, and competitive drive.

• Self-motivated with the ability to work independently and prioritize effectively.

• Capability to independently generate and manage a robust sales pipeline.

• Ability to adapt in a self-starting environment.

• Proficient in identifying customer needs and aligning solutions with business objectives.

• Skilled in managing complex sales cycles involving multiple stakeholders and decision-makers.

• Capable of influencing and engaging executive-level audiences through consultative selling techniques.

• Proficient in prioritizing competing demands and managing multiple opportunities simultaneously.

• Ability to analyze account data, sales metrics, and customer insights.

• Capable of collaborating with internal and external stakeholders while maintaining accountability for revenue generation.

• Ability to thrive in a fast-paced, evolving, and performance-driven environment.

• Maintain professionalism, persistence, and focus during rejection or lengthy sales cycles.

• Willingness to travel within the assigned territory as needed.

• Bachelor’s degree is preferred but not mandatory.

• Currently, UPSTACK will not sponsor a new applicant for employment authorization for this position.

🏝️ Benefits

• Commission and residual structure.

• Unlimited earning potential surpassing the average first-year OTE.

• Reasonable accommodations for individuals with disabilities.

• Accessible application, interview, and assessment process accommodations.