What Does an Account Executive Do?
An account executive (AE) is a client-facing sales professional responsible for managing relationships, identifying business opportunities, and closing deals. Often serving as the bridge between a company and its clients, AEs ensure that customer needs are met while achieving revenue goals. Whether working in B2B, marketing, healthcare, or SaaS environments, account executives play a key role in fostering long-term business growth and customer satisfaction.
AEs handle a wide range of tasks, from prospecting and pitching new clients to managing ongoing accounts and renewing contracts. Their daily work involves sales strategy, communication, reporting, and close collaboration with internal departments such as marketing and customer success. Their performance directly impacts the company’s financial success, making them one of the most vital roles in any sales organization.
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Account Executive Core Responsibilities
- Develop and maintain strong relationships with clients and prospects
- Identify new business opportunities through outbound calls, networking, and referrals
- Conduct sales presentations, demos, and client meetings
- Negotiate contracts, pricing, and terms of service
- Manage the full sales cycle from lead generation to close
- Coordinate with internal teams to ensure client satisfaction and service delivery
- Maintain accurate records of client communications and pipeline activity in CRM tools
- Provide post-sale support and maintain long-term account relationships
- Meet or exceed monthly, quarterly, and annual sales targets
- Stay updated on industry trends, competitors, and product offerings
Required Skills and Qualifications
Hard skills
- Proficiency in CRM platforms (e.g., Salesforce, HubSpot)
- Understanding of sales methodologies such as SPIN, BANT, or Challenger Sale
- Strong presentation, proposal writing, and negotiation skills
- Familiarity with industry-specific tools or platforms (e.g., SaaS dashboards, marketing analytics)
- Ability to analyze sales data and build reports
Soft skills
- Excellent verbal and written communication
- High emotional intelligence and relationship-building ability
- Strong organizational and time management skills
- Adaptability in fast-paced, dynamic environments
- Resilience and persistence in the face of rejection
Education
- Bachelor’s degree in business, marketing, communications, or a related field
Preferred Qualifications
- 2–5 years of successful sales experience, ideally in a B2B or industry-specific role
- Certifications like Certified Professional Sales Leader (CPSL) or HubSpot Sales Software Certification can be beneficial
- Experience managing high-value or enterprise-level accounts
- Proven track record of meeting or exceeding sales quotas
- Familiarity with multi-touch sales cycles and complex buying processes
- Exposure to cross-functional collaboration with marketing and customer success teams
National Average Salary
Account executive salaries vary by experience, industry, organization size, and geography. Click below to explore salaries by local market.
The average national salary for a Position is:
$123,456
Sample Job Description Templates for Account Executives
Junior Account Executive
Position Overview
A Junior Account Executive plays a foundational role in supporting the sales team and developing client relationships. Focused on outreach and lead generation, this entry-level role offers a strong path to advancement within the organization. Junior AEs learn the ins and outs of the sales process while building confidence and skills under the guidance of more senior team members.
Junior Account Executive Responsibilities
- Conduct outbound calls and email campaigns to generate leads
- Support senior sales staff with research, presentation prep, and data entry
- Schedule and coordinate client meetings and follow-ups
- Maintain CRM records and assist with sales reporting
- Respond to inbound inquiries and provide basic client support
- Shadow senior team members during demos and client interactions
- Help prepare proposals, quotes, and onboarding materials
Junior Account Executive Requirements
Hard skills
- Familiarity with Microsoft Office and CRM software (Salesforce or similar)
- Basic understanding of sales funnels and customer service principles
- Strong writing and presentation preparation skills
Soft skills
- Excellent verbal and written communication
- Strong organizational skills and attention to detail
- Willingness to learn and take constructive feedback
- Positive attitude and team-player mindset
Educational requirements
- Bachelor’s degree in business, marketing, or related field (or equivalent experience)
Certifications
- Not required
Junior Account Executive Preferred Qualifications
- Previous internship or part-time experience in sales or customer service
- Exposure to CRM platforms or prospecting tools
- Interest in pursuing a long-term sales career
Mid-Level Account Executive
Position Overview
A Mid-Level Account Executive manages full-cycle sales efforts, from lead qualification through closing. They balance client relationship building with quota-driven performance and are often assigned to a book of mid-tier accounts. This role is ideal for sales professionals with 2 to 4 years of experience seeking more ownership and complexity in their work.
Mid-Level Account Executive Responsibilities
- Identify and qualify leads through prospecting, referrals, and campaigns
- Conduct product demos and sales presentations independently
- Manage a pipeline of active opportunities from start to close
- Prepare proposals, pricing models, and contract terms
- Meet or exceed monthly and quarterly revenue targets
- Coordinate with marketing and customer success to align on goals
- Maintain CRM updates, forecasting, and activity tracking
Mid-Level Account Executive Requirements
Hard skills
- Proficiency with CRM systems (e.g., Salesforce, Zoho)
- Strong understanding of sales methodology and deal progression
- Ability to build customized proposals and value-based pitches
Soft skills
- Persuasive communication and negotiation skills
- Time management and task prioritization
- Self-motivated with a goal-oriented mindset
Educational requirements
- Bachelor’s degree in business, communications, or related discipline
Certifications
- Not required, though sales methodology certifications are a plus
Mid-Level Account Executive Preferred Qualifications
- 2–4 years of B2B or industry-specific sales experience
- History of meeting or exceeding quota targets
- Experience selling into mid-sized or regional accounts
Senior Account Executive
Position Overview
A Senior Account Executive is responsible for managing high-value clients and large opportunities. This experienced sales professional operates with greater autonomy, often overseeing long-term accounts and negotiating strategic deals. The role requires advanced sales acumen, deep product knowledge, and the ability to influence decision-makers across client organizations.
Senior Account Executive Responsibilities
- Own and grow a portfolio of key accounts and high-value prospects
- Conduct high-level discovery, solution selling, and contract negotiation
- Build long-term relationships with decision-makers and stakeholders
- Develop account growth plans and cross-sell opportunities
- Partner with marketing and product teams on tailored strategies
- Lead RFP responses and customized proposal creation
- Track KPIs, report pipeline health, and forecast revenue accurately
Senior Account Executive Requirements
Hard skills
- Expert-level CRM usage and pipeline management
- Strong financial and business analysis to support ROI-driven proposals
- Experience with complex sales cycles and multi-party negotiations
Soft skills
- Executive presence and consultative communication
- Strategic thinking and problem-solving
- Leadership and mentoring skills
Educational requirements
- Bachelor’s degree in business, economics, marketing, or related field
Certifications
- Not required, though advanced sales training is advantageous
Senior Account Executive Preferred Qualifications
- 5+ years of B2B sales or enterprise sales experience
- Proven success managing six-figure+ deals or enterprise clients
- Experience working across departments (sales, legal, finance)
Enterprise Account Executive
Position Overview
An Enterprise Account Executive manages the most complex and highest-value client relationships. This senior-level role involves selling into Fortune 500 companies, managing strategic accounts, and leading high-stakes negotiations. The role requires exceptional sales expertise, cross-functional collaboration, and an ability to navigate C-suite-level conversations.
Enterprise Account Executive Responsibilities
- Build and manage relationships with senior executives at enterprise accounts
- Lead large-scale deals with multiple stakeholders and extended timelines
- Customize solutions to meet each client’s technical and strategic needs
- Drive account planning, long-term growth, and strategic renewals
- Collaborate with product, engineering, legal, and finance on tailored solutions
- Influence product development through client feedback and competitive analysis
- Represent the company at high-level industry events and conferences
Enterprise Account Executive Requirements
Hard skills
- Mastery of enterprise CRM systems, analytics tools, and sales enablement platforms
- Deep understanding of complex, multi-phase sales processes
- Financial modeling and ROI justification expertise
Soft skills
- Executive communication and boardroom presence
- High emotional intelligence and negotiation agility
- Strategic account vision and long-term planning
Educational requirements
- Bachelor’s degree required; MBA preferred
Certifications
- Not required, but enterprise sales certifications (e.g., Miller Heiman) are valuable
Enterprise Account Executive Preferred Qualifications
- 7+ years of sales experience, including at least 3 in enterprise sales
- Record of closing multi-million dollar contracts
- Familiarity with procurement, legal, and compliance processes in large organizations
Remote Account Executive
Position Overview
A Remote Account Executive is a digitally driven sales professional responsible for managing client relationships and driving revenue from anywhere. This role blends traditional sales responsibilities with the autonomy and agility required to succeed in a remote environment. Whether closing deals over Zoom, managing leads in a CRM, or collaborating with internal teams via Slack, remote AEs operate independently while staying fully engaged with clients and teammates across locations.
Remote Account Executive Responsibilities
- Build and manage a sales pipeline using outbound and inbound channels
- Conduct virtual demos, sales calls, and client meetings
- Navigate the full sales cycle, from discovery to contract execution
- Collaborate cross-functionally with marketing, product, and customer success via digital tools
- Maintain accurate CRM records and activity logs
- Communicate clearly through email, video, and chat platforms
- Achieve or exceed sales quotas while working independently
- Respond promptly to client inquiries across time zones as needed
- Provide regular updates and reports to sales leadership
Remote Account Executive Requirements
Hard skills
- Proficiency with virtual collaboration tools (Zoom, Slack, Microsoft Teams)
- CRM expertise (e.g., Salesforce, HubSpot) and pipeline management
- Ability to generate reports and analyze sales data
- Strong digital literacy and comfort with cloud-based tools
Soft skills
- Excellent written and verbal communication
- High degree of self-motivation and time management
- Adaptability to changing priorities and virtual team structures
- Strong organizational skills with attention to follow-up and detail
Educational requirements
- Bachelor’s degree in business, communications, or related field
Certifications
- Not required
Remote Account Executive Preferred Qualifications
- Previous experience working in a fully remote or hybrid sales role
- Consistent track record of exceeding targets in a virtual environment
- Familiarity with asynchronous sales communication and remote onboarding processes
- Secure home office setup with reliable internet and necessary technology
SaaS Account Executive
A SaaS Account Executive drives new business acquisition and account growth within the software-as-a-service (SaaS) sector. These professionals specialize in guiding prospects through complex, consultative sales processes involving demos, technical evaluations, and multi-stakeholder decisions. They work closely with customer success and product teams to deliver value across the sales lifecycle.
SaaS Account Executive Responsibilities
- Generate and qualify leads through outbound and inbound channels
- Conduct product demos and technical walkthroughs tailored to prospect’s needs
- Manage full sales cycle from discovery to negotiation and close
- Build ROI-based proposals and address objections effectively
- Collaborate with sales engineers to answer detailed technical questions
- Maintain pipeline accuracy and forecasting within CRM systems
- Achieve monthly and quarterly quota targets
- Provide feedback to product and marketing based on customer insights
SaaS Account Executive Requirements
Hard skills
- Proficiency in CRM platforms (e.g., Salesforce, Pipedrive) and SaaS metrics (CAC, LTV)
- Strong understanding of cloud-based solutions and subscription models
- Experience with sales automation tools (Outreach, Gong, ZoomInfo)
Soft skills
- Strong communication and consultative selling
- Quick learner with technical curiosity
- Resilient under pressure and target-driven
Educational requirements
- Bachelor’s degree in business, technology, or a related field
Certifications
- Not required; SaaS-specific sales certifications are a plus
SaaS Account Executive Preferred Qualifications
- 2+ years of experience in SaaS sales or B2B tech sales
- Proven record of meeting or exceeding software sales targets
- Familiarity with freemium or trial-to-paid conversion models
Healthcare Account Executive
Position Overview
A Healthcare Account Executive manages sales and relationship development with medical organizations, hospitals, or providers. These professionals work in a highly regulated, relationship-focused industry where understanding clinical workflows, compliance, and decision-making hierarchies is crucial.
Healthcare Account Executive Responsibilities
- Build and manage relationships with healthcare providers and administrators
- Navigate complex purchasing processes across legal, compliance, and clinical teams
- Present solutions that align with patient care and operational efficiency goals
- Track opportunities through long sales cycles and multiple decision-makers
- Coordinate with internal regulatory, implementation, and product teams
- Maintain updated knowledge of healthcare industry trends and policies
- Ensure accurate CRM documentation and reporting
- Manage client onboarding and transition to account management post-sale
Healthcare Account Executive Requirements
Hard skills
- Familiarity with healthcare regulations (e.g., HIPAA, FDA, HITECH)
- Experience with healthcare-specific CRM or sales tools (e.g., Veeva, Salesforce Health Cloud)
- Proposal development and RFP response experience
Soft skills
- High trustworthiness and professional presence
- Empathy and ability to understand patient-centered solutions
- Ability to manage long, compliance-heavy sales cycles
Educational requirements
- Bachelor’s degree in healthcare administration, business, or a related field
Certifications
- Not required
Healthcare Account Executive Preferred Qualifications
- 3+ years of experience in healthcare sales or medical technology
- Established network within hospitals, IDNs, or provider groups
- Experience selling SaaS or hardware into the healthcare space
Marketing Account Executive
Position Overview
A Marketing Account Executive serves as the key contact between an agency and its clients, ensuring that campaigns are delivered on time, within scope, and aligned to strategy. These professionals coordinate between creative, media, and analytics teams while building client trust and growing account value.
Marketing Account Executive Responsibilities
- Act as the primary liaison between clients and internal creative teams
- Translate client goals into clear briefs and deliverables
- Manage project timelines, budgets, and status updates
- Support campaign ideation, execution, and reporting
- Present creative and strategic recommendations to clients
- Conduct competitive research and contribute to pitch development
- Monitor KPIs and compile performance reports
- Identify upsell and renewal opportunities
Marketing Account Executive Requirements
Hard skills
- Proficiency with project management tools (e.g., Asana, Trello, Monday.com)
- Understanding of marketing channels (digital, traditional, experiential)
- Strong presentation and reporting abilities
Soft skills
- Client-facing communication and active listening
- Detail-oriented with excellent organizational skills
- Creative mindset with business acumen
Educational requirements
- Bachelor’s degree in marketing, communications, or a related field
Certifications
- Not required
Marketing Account Executive Preferred Qualifications
- 1–3 years of agency or in-house account management experience
- Experience managing multiple accounts simultaneously
- Familiarity with paid media campaigns or creative production cycles