Account Director, Advisory Services

About the role

UPSTACK i s the leading full-service technology advisory firm , transforming how businesses design, source, implement, support, and optimize IT infrastructure. Clients benefit from decades of expertise, enhanced support, and UPSTACK's proprietary technology-delivering faster deployments, cost savings, and streamlined access to critical solutions. Our expertise includes: data center colocation, network connectivity, SD-WAN, unified communications, cloud contact center, CX-AI, private/public cloud, security, mobility, business continuity, and IoT. 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 $550M in annual technology spend across industries. This is a hunter-first role with a primary focus on generating new business and building a book of business from the ground up . While there will be opportunities to expand existing accounts over time, success in this position will be driven by the ability to prospect, penetrate new accounts, and win net-new logos . As an Account Director, Advisory Services, you will take ownership of the full sales cycle-identifying target accounts, creating and executing outreach strategies, and closing new business. You will be expected to self-generate a significant portion of your pipeline , using a combination of outbound prospecting, strategic account targeting, and relationship-building. In addition to new business development, you will grow and expand relationships within accounts by acting as a trusted advisor-understanding customer needs, uncovering opportunities, and delivering solutions that drive measurable business impact. This role requires strong cross-functional collaboration. You will partner with teams across customer success, marketing, product, sales enablement, solution engineering, and sales development-but are expected to lead the commercial motion and not rely solely on internal teams for pipeline generation . The ideal candidate is highly driven, adaptable, and comfortable operating in a fast-paced environment. You are someone who takes initiative, is disciplined in prospecting, and thrives in situations where you are responsible for creating your own opportunities. Strong communication skills, organization, and the ability to navigate complex sales cycles are critical for success. Location Preference: Candidates based in Georgia or Florida with existing relationships or networks within the territory will be prioritized.

Responsibilities

• Generate new business by identifying, targeting, and prospecting into net-new accounts to build a strong, self-sourced pipeline.
• Develop and execute strategic account plans for both new and existing accounts, with a focus on land-and-expand opportunities.
• Build and maintain relationships with stakeholders across all levels of an organization, from individual contributors to executive leadership.
• Lead the full sales cycle , from initial outreach and discovery through negotiation and close.
• Drive a coordinated sales approach by effectively leveraging internal teams (e.g., solutions engineering, customer success, marketing, BDRs) and external partners.
• Deeply understand customer business objectives and organizational structures to identify opportunities and position solutions effectively.
• Proactively research target accounts and document insights to inform outreach and sales strategy.
• Maintain accurate pipeline management and forecasting within CRM tools (e.g., Salesforce).
• Partner with Customer Success to support account growth, retention, and expansion opportunities over time.
• Conduct regular business reviews and strategic conversations with customers to uncover additional opportunities and drive long-term value.
• Education
• Bachelor's degree encouraged, but not required.
• Required Qualifications
• At least 3+ years of proven full-cycle sales experience in the Technology and/or Telecommunications industry.
• While the original scope targeted 7+ years, we are open to high-performing candidates earlier in their careers who demonstrate strong hunting ability and sales fundamentals.
• 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
• Hunter Mindset: Demonstrated willingness and ability to proactively prospect, generate pipeline, and win new business-especially in environments

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