Account Executive (AE) Jobs

Responsible for closing deals with new clients and managing existing accounts. Commission-based with quotas.

An Account Executive (AE) is a salesperson who is typically in charge of closing deals with new prospective clients, managing the process from prospect to deal signing. In addition, they are frequently required to reach a revenue goal as they receive commissions for selling the goods and services of the business they represent.

An AE will work with a Sales Development Representative (SDR) who is responsible for generating initial interest and scheduling the first sales appointment. The AE and SDR frequently collaborate at the start of the process, with the Account Executive taking the most active role after the first sales appointment.

Is an Account Executive Position Right For You?

Depending on the size of the company and the maturity of the sales team, the Account Executive may also be in charge of prospecting new clients. Because they perform the duties of both the SDR and AE, this position is sometimes referred to as a "full-cycle sales rep." We see this a lot in early stage startups.

An Account Executive will be expected to check in regularly to ensure customers are still satisfied with the business, product, or service. In addition, they will look for opportunities to upsell and cross-sell additional products or services and work to maintain customer satisfaction and loyalty.

The Account Executive position has been around for decades, and it has grown and evolved as technology, demographics, consumer needs, and the economy have also developed and changed. One report from the US Bureau of Labor Statistics predicts a 7% increase in demand for AEs within the next couple of years.

Most AEs begin their careers as SDRs—typically working in that position for about one to three years. After that, the best performers graduate on to Account Executive, which could lead to more significant sales or management positions.

Beginning annual salary ranges from $45,000 to $70,000 depending on experience, region, and business. Performance bonuses and commissions could then augment this base salary.

What Are an Account Executive's Duties?

Account Executives are essential to many businesses. They often serve as the company's first impression to customers and are responsible for a significant portion of that business's revenue.

Their primary duties may consist of:

• Having a complete knowledge of the product or service being sold.
• Following up on leads submitted by SDRs.
• Conducting discovery and demo calls.
• Moving deals through the sales process.
• Conducting research and creating sales decks in preparation for sales meetings.
• Maintaining phone and electronic communication.
• Sending new pitches to increase business revenue.
• Managing and developing clients following business transactions to help identify upsell or cross-sell opportunities.
• Seeking new clients, retaining current ones.
• Assisting in training of new SDRs and new Account Executives.
• Generating sales performance reports.
• Participating in department and team meetings.

What Does a Successful Account Executive Look Like?

Account Executives are typically evaluated on their sales performance - specifically relating to their quota.

The target for a sales quota is usually determined by a desired number of deals closed or meeting a specified revenue amount. Quotas are typically set by the month, quarter, or year.

To make sure that deals are closed with desirable clients, a portion of an Account Executive's performance bonus or commission may be calculated based on customer retention.

How Does One Become an Account Executive?

Most Account Executives begin their careers as Sales Development Representatives or Junior Account Executives. This period often lasts one to three years and involves:

1. Gaining experience and building skills in prospecting.
2. Researching ideal decision makers to reach out to.
3. Conducting cold calls.
4. Sending cold emails.
5. Facilitating meetings between potential clients and an Account Executive.

After a successful period of training and collaboration, SDRs and Junior Account Executives often advance to full Account Executive status.

What Skills Allow an Account Executive To Succeed?

Here are the critical skills and qualities necessary to have a successful career as an Account Executive:

• Previous sales experience – Most companies prefer to see at least five years of sales experience either within their own company or a similar business.
• Good listening skills – A successful salesperson knows how to listen to prospective clients, learn what problems they need to solve and ask insightful questions.
• Can be informative without being pushy – An effective Account Executive should be able to inform and educate clients on the best solutions.
• Superior communicator skills – Account Executives must be at ease when speaking on sales calls, leaving voicemails, composing emails, and conducting presentations.
• Effective negotiators – AEs should possess a solid understanding of sales psychology and feel confident when negotiating crucial contract points.
• Organized – Account Executives are responsible for various tasks, including helping internal stakeholders with initiatives, managing existing customer relationships, and closing prospects.
• Confidence – A good Account Executive must possess a good amount of confidence and self-assurance.
• Resilience – Salespeople hear the word "no" a lot. A good Account Executive must be able to brush off discouragement and move on to the next call with enthusiasm.

What Comes Next For Account Executives?

Because there is expected growth in the number of Account Executive positions becoming available over the next few years, it also means there is room for advancement. Account Executives will often be promoted to working with larger companies and larger deal sizes. Alternatively, they may advance to more senior positions, such as Director or Vice President of Sales.

Building a Great Career

Account Executives are an essential part of any successful business. It's a position with the potential for high earnings and can help provide significant personal growth. There is also the genuine possibility of further advancement for those Account Executives who prove their worth above and beyond expectations.