Account Executive

What the role involves

• Own the full sales cycle for mid-market and enterprise opportunities
• Build multi-stakeholder relationships across the customer organisation
• Build account plans that find and grow expansion opportunities
• Lead complex negotiations with legal, security and procurement
• Own forecast accuracy for your book of business

Core skills

• Complex Deal Management (level 4/5)
• Multi-Stakeholder Relationship Building (level 5/5)
• Value Selling & ROI Business Cases (level 4/5)
• Negotiation & Contract Management (level 4/5)
• Account Planning & Expansion (level 4/5)
• CRM Discipline & Forecasting (level 4/5)

Preferred skills

• Industry & Domain Expertise
• Financial Modelling (ROI Cases)
• Executive Presentation

Tools

Experience expected

3-6 years closing progressively larger deals

Projects that prove the role

• Named account strategy that grew a logo into a multi-year partnership
• Enterprise deal worth six figures closed against an incumbent
• Renewal and expansion programme worth a material share of quota

Evidence to collect

• A multi-year account plan you can present
• A deal history with cycle length and competitive context
• A business case you built that closed the deal

What the interview covers

• A complex deal with several stakeholders who disagreed
• Building a business case that survived finance scrutiny
• A customer whose business changed mid-cycle
• Negotiating with procurement on a deal you had already won

How the role progresses

• Sales Representative
• Account Executive
• Senior Account Executive
• Enterprise Account Executive
• Sales Director

Certifications that carry weight

• HubSpot Sales Certification
• Salesforce Certified Sales Cloud Consultant
• Challenger Sales

Related roles

• sales-representative
• sales-operations-analyst
• customer-success-manager

Turn this into a plan

Inside CareerDev4AI, choosing this role generates a roadmap of the skills, projects and milestones that move you towards it.