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Account Executive Job Description

An Account Executive is a full-cycle sales professional who owns qualified opportunities from discovery through close, acting as the primary point of contact for prospective customers.

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Account Executive job description

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About the role

We are seeking an Account Executive to own opportunities from first discovery call to signed deal. You will run tailored demos, navigate multi-stakeholder buying groups, and guide prospects to a confident yes while keeping your forecast honest. This is a great fit for a consultative closer who can hold a complex deal together and genuinely enjoys solving a customer's problem.

Key responsibilities

  • Own the sales cycle for qualified opportunities through to close
  • Run consultative discovery and demos that tie value to business outcomes
  • Manage an accurate pipeline and forecast against quota

Day-to-day responsibilities

  • Run discovery calls to uncover pain, goals, and buying criteria
  • Deliver customized demos that connect features to business outcomes
  • Map stakeholders and build champions inside multi-threaded deals
  • Develop mutual action plans that keep deals moving to a close date
  • Negotiate pricing, terms, and contract details with procurement and legal
  • Maintain an accurate pipeline and forecast weekly in the CRM
  • Collaborate with SDRs to prioritize and progress inbound and outbound leads
  • Work with solutions engineering on technical evaluations and POCs
  • Address objections and competitive comparisons with clear positioning
  • Transition closed-won accounts to customer success with a clean handoff

Requirements

  • 3 or more years of full-cycle closing experience, preferably in B2B SaaS
  • A consistent record of hitting or beating annual quota
  • Experience managing multi-stakeholder deals and structured sales processes
  • Proficiency with a CRM and modern sales tooling
  • Bachelor's degree or equivalent professional selling experience

Skills

Must have

Full-cycle salesDiscoverySolution sellingForecastingNegotiationCRM (Salesforce)Multi-threading

Nice to have

MEDDIC / MEDDPICCSaaS / B2BValue sellingGong / ChorusContract negotiation

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FAQ

Questions about the Account Executive job description

An Account Executive owns qualified sales opportunities from discovery through to close, serving as the main contact for a prospective customer. They run demos, navigate the buying group, negotiate terms, and are accountable for hitting a revenue quota.

The core duties are running consultative discovery and demos, managing complex multi-stakeholder deals, and forecasting accurately against quota. Most Account Executives also partner with SDRs on lead flow, work with solutions engineers on evaluations, and hand off won accounts to customer success.

Consultative selling, discovery, and negotiation are the essentials, along with the ability to multi-thread and keep a complex deal on track. Strong forecasting discipline and clear, credible communication with senior buyers separate the best AEs from the rest.

A strong Account Executive job description starts with a definition and brief, then lists the key duties, full responsibilities, and required experience. Clarifying the deal size, sales cycle, target segment, and sales methodology helps the right closers recognize a fit.

Account Executives work closely with sales development reps who source pipeline, solutions engineers who support evaluations, and sales operations who maintain forecasting. They also coordinate with marketing, legal, and customer success, and report to a sales manager or director.

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