What is Account Executive (AE)?
An account executive is a sales professional responsible for managing the full sales cycle — from qualified opportunity through negotiation and close. AEs are the primary revenue generators on a sales team.
Account executives are quota-carrying sales reps who own the deal from qualified opportunity to signed contract. They are distinct from SDRs (who prospect and qualify) and account managers (who manage post-sale relationships). Most VP Sales careers start in the AE role.
AE Responsibilities
AEs run discovery calls, deliver product demos, manage multi-stakeholder buying processes, negotiate pricing and terms, and drive deals to close. In enterprise sales, AEs also manage complex procurement processes, security reviews, and legal negotiations.
AE Career Path
The typical AE career progression is: SDR/BDR → AE → Senior AE → Team Lead → Sales Manager → Director → VP Sales. Top-performing AEs who develop coaching skills and strategic thinking can reach VP Sales within 8-12 years.
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