About the Account Executive role
An Account Executive (AE) owns deals from qualified opportunity to signature: running discovery, tailoring demos, building business cases, navigating stakeholders, negotiating, and closing. In most B2B teams, AEs take over opportunities that SDRs have qualified and carry the revenue quota.
The profile changes with deal size. Transactional AEs run high-velocity cycles measured in days; mid-market AEs juggle multi-stakeholder evaluations; enterprise AEs orchestrate months-long processes with procurement and security reviews. Your posting should state segment, average deal size, cycle length, and quota so candidates can match their experience honestly.
Look for structured discovery habits and honest loss analysis. Great AEs win by understanding customer problems deeply, not by pushing features, and their pipeline discipline shows in how precisely they can describe every open deal.
Account Executive job description template
Job brief
We are looking for an Account Executive to own and close new business opportunities. Your responsibilities include running discovery calls and product demos, building relationships with multiple stakeholders, managing your pipeline accurately, and negotiating and closing deals against a quota. To succeed in this role, you should have a track record of meeting revenue targets in B2B sales and a consultative, customer-first selling style.
Responsibilities
- Own opportunities from qualification through close, carrying a revenue quota
- Run structured discovery to understand prospects' problems, priorities, and buying process
- Deliver tailored product demonstrations that connect capabilities to customer pain
- Build champions and navigate multi-stakeholder buying committees
- Create proposals and business cases that quantify value
- Negotiate pricing and terms within company guidelines
- Maintain accurate pipeline stages, next steps, and forecasts in the CRM
- Partner with SDRs on territory strategy and feedback on lead quality
- Collaborate with customer success for smooth handoffs after close
- Share market and competitor intelligence with product and marketing
Requirements and skills
- Proven work experience as an Account Executive or in a closing sales role
- Track record of meeting or exceeding quota across multiple periods
- Strong discovery, presentation, and negotiation skills
- Experience managing multi-stakeholder sales cycles
- Proficiency with CRM software such as Salesforce or HubSpot
- Excellent written and verbal communication
- Resilience, coachability, and disciplined pipeline habits
- BA or BSc degree, or equivalent practical experience
Nice to have
- Experience selling SaaS or in our industry
- Familiarity with sales methodologies such as MEDDIC, SPIN, or Challenger
- Experience selling to our buyer persona, such as HR or finance leaders
- A network in our target market
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