Enterprise Account Executive Jobs

Manages relationships with the largest accounts. High-pressure but significant earning potential.

Enterprise Account Executives work for businesses across various sectors, including some of the biggest manufacturers, telecommunications corporations, software companies, and retail chains worldwide. Because the position carries a significant amount of responsibility and can be a sometimes high-pressure environment, Enterprise Account Executives have the potential to earn considerable money.

Selling to enterprise accounts requires more than charm and clever closing tricks. Customers at all levels are becoming better informed, more receptive to your rivals' pitches, and are continuously looking to avoid "being sold to." To meet customers where they are in this new buying environment, a business needs a well-prepared, dedicated, and capable Enterprise Account Executive to help nurture and maintain a healthy sales relationship with enterprise accounts.

What is an Enterprise Account?

It's natural to assume that enterprise accounts refer to those customers who bring in the largest amounts of revenue. While that definition isn't necessarily incorrect, it is incomplete.

An enterprise account would include a revenue-generating customer that is reliable, repeating, and well-established in their industry. Enterprise accounts can provide significant revenue over time for little additional work once the initial business relationship is established.

On top of that, an enterprise account has some additional characteristics. For example, they're usually influential entities in their industry, have a complex internal organization, and possess a budget to readily adopt enhanced features and services.

What Does an Enterprise Account Executive Do?

As the job title suggests, an Enterprise Account Executive prospects and manages the sales process with the select enterprise accounts.

While Account Executives are salespeople who work to close business with new and existing customers, Enterprise Account Executives typically have significantly more responsibilities, such as selling to a company's largest and most key accounts.

Duties often include meeting with prospective clients offering support and solutions, making presentations, arranging training where applicable, assisting with advertising and PR campaigns, and interacting with the client's various departments such as finance, management, production, and sales.

Key Responsibilities

Enterprise Account Executives play a significant role in achieving a business's sales targets and objectives. Here are some of the most critical responsibilities:

• Attract and cultivate new Enterprise customers to enhance sales.
• Increase sales by developing innovative strategies.
• Assist in generating new leads by effectively managing current connections and networking with contacts.
• Negotiate prices in sales-related contracts.
• Maintain robust relationships with existing clients.
• Develop and present product or service presentations to potential new accounts.
• Maintain accurate sales records, reports, and other relevant customer information.
• Have an intimate understanding of their business's products and services.
• Attend sales meetings and training programs.

Essential Skills For an Enterprise Account Executive

Because Enterprise Account Executives are primarily involved in sales and maintaining customer relations, strong communication skills are a must. Skills in creating and presenting product or service presentations are also essential.

In addition, an Enterprise Account Executive should possess the following qualities:

1. Have a strong background in closing new business
2. Be experienced in sales and contract negotiation, especially with deals over $100k
3. Be self-motivated
4. Be able to handle high-pressure situations
5. Be able to work in a target-oriented environment

Prerequisites For Enterprise Account Executives

Although there are different educational requirements for Enterprise Account Executives, most openings call for at least a bachelor's degree in business, communications, or marketing. A master's degree isn't often necessary, but it can help make you stand out among others.

The most effective Enterprise Account Executives are self-driven and have an entrepreneurial mindset. Experience is probably the most essential thing to have. No one starts their sales career at the enterprise level.

How Much Do Enterprise Account Executives Earn?

On average, in the US, Enterprise Account Executives earn a yearly base salary of approximately $110,000. The range itself can be anywhere from $74,000 to $160,000 annually. Additional earnings could come from commissions, bonuses, and profit sharing. On average, extra earnings for this position come to about $100,000 per year.

Top Cities for Enterprise Account Executives

If you've decided that becoming an Enterprise Account Executive is the goal you aspire to, consider the following cities where Enterprise Account Executives tend to earn the most:

• San Francisco, CA
• Arlington, VA
• Chicago, IL
• New York City, NY
• Santa Cruz, CA
• Sunnyvale, CA

Taking On a Top Sales Position

Taking on the position of Enterprise Account Executive means taking on relationships with some of the country's biggest, most influential companies—maybe in the world. It's a position that presents many challenges, but it can deliver substantial financial and personal rewards for the right candidate.