Upstack Studio

• 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

• Proactively identify, engage, and qualify prospective customers through outbound channels including cold calling, email sequencing, and social selling. • Consistently execute 80–100+ outbound activities per day across multiple channels to generate net-new pipeline. • Build, segment, and prioritize targeted prospect lists using tools such as ZoomInfo, Apollo, LinkedIn Sales Navigator, and Seamless.AI. • Engage IT decision-makers (CIO, CTO, VP/Director of IT, Infrastructure, Network, Security) to uncover business needs and drive qualified meetings. • Partner closely with Account Executives (AEs), AVPs, and Marketing to refine messaging, improve conversion rates, and maximize pipeline creation. • Develop a strong understanding of the company’s multi-solution technology portfolio and how it aligns to customer pain points. • Accurately track activities, performance metrics, and pipeline in Salesforce and sales engagement platforms. • Stay informed on market trends, emerging technologies, and competitive positioning to continuously improve outreach effectiveness.

• Supports the accuracy, integrity, and operational flow of data across enterprise systems. • Focuses on acquisition data migrations, ongoing data quality monitoring, and operational analysis to ensure data is reliable and ready for reporting and decision-making. • Partners with Integration, Business Systems, and business stakeholders to analyze source data, execute repeatable data migrations, validate data loads, and respond to ad-hoc data needs. • Helps automate manual processes and translates business definitions into clear, well-documented data logic. • Responsible for migrating and processing acquisition data from their system into UPSTACK Salesforce system. • Partners with key stakeholders and the integration team; manages expectations, and provides consistent and key updates. • Conducts thorough data and source system analysis to the structure and format of acquired CRM data and defines mapping and transformation requirements. • Utilizes declarative ETL tools to migrate data into Salesforce using repeatable processes. • Executes comprehensive audit and testing procedures to validate data loads, leveraging both custom and existing reporting functionalities. • Responds to rapid-turnaround data requests to support immediate business decision-making. • Runs regular checks for data anomalies and validates data against source systems. • Assists in maintaining reference data, mapping tables, and standardized metrics definitions.

• Provide day-to-day support to users across business systems, including troubleshooting issues, answering questions, and providing guidance on system usage and best practices. • Assist with the configuration and maintenance of enterprise systems, including managing data fields, workflows, validations, permissions, and user interfaces. • Help maintain data quality and integrity by performing regular audits, identifying duplicates or inconsistencies, and supporting data cleanup efforts. • Build and maintain standard reports and dashboards that provide visibility into operational and business performance. • Support the automation of business processes by helping maintain existing workflows and assisting with new automation initiatives. • Collaborate with senior administrators and cross-functional team members to support system solutions aligned with business needs. • Stay current on system best practices, platform updates, and new features through training sessions, documentation, and internal knowledge sharing.