Account Executive, Advisory Services

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

📋 Description

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

• Build and maintain a self-sourced sales pipeline focused on acquiring net-new customers and expanding market presence.

• Conduct research on target accounts, industry trends, and competitive insights.

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

• Oversee the complete sales cycle from outreach and discovery to proposal development, negotiation, and contract closure.

• Establish connections with customer stakeholders, including executive leadership and C-suite decision-makers.

• Engage in discovery conversations to comprehend customer objectives, structures, pain points, and strategic initiatives.

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

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

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

• Conduct business reviews and strategic discussions to uncover opportunities and maximize customer value.

• Maintain tracking of opportunities, pipeline management, forecasting, and account documentation using CRM platforms like Salesforce.

• Meet or exceed sales quotas, pipeline generation targets, and performance metrics.

• Navigate complex sales cycles, manage objections, and operate within competitive environments.

• Stay updated on trends, solutions, and developments in the technology and telecommunications sectors.

⛳️ Requirements

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

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

• Experience in selling at various organizational levels, including to C-suite stakeholders.

• Strong skills in creating and delivering persuasive presentations.

• Proven ability to coordinate cross-functional resources, encompassing solutions engineering, customer success, and product teams.

• High adaptability, drive, and coachability, with a proactive, hunter-oriented approach.

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

• Awareness of technology and/or telecommunications industry trends, products, and customer buying behaviors.

• Understanding of consultative and solution-based selling methodologies.

• Familiarity with 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.

• Excellent prospecting and new business development capabilities.

• Superior verbal, written, and presentation communication skills.

• Effective negotiation and closing abilities.

• Capacity to build rapport and influence stakeholders across various organizational levels.

• Strategic thinking and account planning skills.

• Strong organizational and time management capabilities.

• Proficiency in CRM management and sales forecasting.

• Analytical and problem-solving capabilities.

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

• Flexibility and adaptability in dynamic business settings.

• Strong interpersonal and relationship management abilities.

• Demonstrated resilience, persistence, and competitive spirit.

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

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

• Capability to thrive in a self-starting environment.

• Ability to identify customer needs and align solutions with business objectives.

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

• Ability to engage and influence executive-level audiences using consultative selling techniques.

• Capability to prioritize competing demands and handle multiple opportunities simultaneously.

• Ability to analyze account data, sales metrics, and customer insights to guide strategy and decision-making.

• Skillful in collaborating effectively with internal and external stakeholders while maintaining accountability for revenue generation.

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

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

• Willingness to travel within the assigned territory as required.

• Channel experience is highly preferred, though not mandatory.

• A Bachelor's degree is encouraged but not required.

• UPSTACK will not provide sponsorship for employment authorization for this role.

🏝️ Benefits

• Commission and residual structure.

• Unlimited earning potential beyond first-year OTE.

• Reasonable accommodations for individuals with disabilities.