Key Responsibilities
- Conduct product demonstrations and consultative sales presentations to qualified leads.
- Manage and nurture the sales pipeline within the CRM, ensuring accurate updates for every stage of the deal.
- Draft customized commercial proposals, negotiate contractual terms, and close new business.
- Collaborate closely with SDR/BDR teams to align on the Ideal Customer Profile (ICP) and optimize handovers.
- Align expectations with the Customer Success team to ensure a smooth onboarding process for new accounts.
Requirements & Skills
Day in the Life
The daily routine of an Account Executive is highly dynamic and revenue-driven. The day usually starts by reviewing the pipeline and CRM, prioritizing deals closest to closing and responding to urgent emails from prospects. Throughout the day, the AE conducts multiple discovery calls and tailored product demonstrations for potential clients qualified by the SDR team. Between meetings, they draft customized commercial proposals, coordinate terms with legal departments, and perform strategic follow-ups. At the end of the day, time is always dedicated to updating the sales forecast and aligning strategies with the sales leadership.
Career Path
Top Tools
Frequently Asked Questions
What is the difference between an SDR and an Account Executive (AE)?
An SDR (Sales Development Representative) focuses on outbound prospecting, initial qualification, and booking meetings. The Account Executive (AE) is responsible for taking over those qualified leads, conducting sales presentations, negotiating proposals, and closing the contracts.
How does compensation work for an Account Executive?
It usually follows an OTE (On-Target Earnings) model, split 50/50 or 60/40 between a fixed base salary and variable commission tied to hitting monthly or quarterly sales quotas.