The deal closers. Account executives manage the full sales cycle from prospecting to close and beyond.
$40K-$55K + commission
0-2 years
Build pipeline through outbound prospecting, qualify leads, book demos.
At the entry level, focus on building strong foundations in Prospecting, Cold Outreach, CRM Management. Understand the fundamentals deeply before moving to advanced topics. Build pipeline through outbound prospecting, qualify leads, book demos.
To advance from BDR / Inside Sales Rep to Account Executive (SMB/Mid-Market), you need to demonstrate mastery of Prospecting, Cold Outreach, CRM Management and start developing skills in Full-Cycle Sales, Demo/Presentation. Take on stretch assignments, seek mentorship, and build a track record of consistent delivery.
$70K-$120K + commission
2-5 years
Own full sales cycle, conduct demos, negotiate and close deals.
At the mid level, focus on building strong foundations in Full-Cycle Sales, Demo/Presentation, Negotiation. Deepen your expertise and start developing leadership skills. Own full sales cycle, conduct demos, negotiate and close deals.
To advance from Account Executive (SMB/Mid-Market) to Senior AE / Enterprise AE, you need to demonstrate mastery of Full-Cycle Sales, Demo/Presentation, Negotiation and start developing skills in Enterprise Sales, Multi-stakeholder Deals. Take on stretch assignments, seek mentorship, and build a track record of consistent delivery.
$120K-$200K + commission
5-8 years
Close large enterprise deals, navigate complex buying committees.
At the senior level, focus on building strong foundations in Enterprise Sales, Multi-stakeholder Deals, Executive Selling. Deepen your expertise and start developing leadership skills. Close large enterprise deals, navigate complex buying committees.
To advance from Senior AE / Enterprise AE to Sales Director / VP Sales, you need to demonstrate mastery of Enterprise Sales, Multi-stakeholder Deals, Executive Selling and start developing skills in Sales Organization Leadership, Revenue Strategy. Take on stretch assignments, seek mentorship, and build a track record of consistent delivery.
$180K-$350K+
8+ years
Build and lead sales teams, own revenue targets, define GTM strategy.
At the lead level, focus on building strong foundations in Sales Organization Leadership, Revenue Strategy, Hiring & Coaching. Deepen your expertise and start developing leadership skills. Build and lead sales teams, own revenue targets, define GTM strategy.
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Key skills for BDR / Inside Sales Rep (0-2 years): Prospecting, Cold Outreach, CRM Management, Qualification (BANT/MEDDIC), Phone Skills, Resilience. Build pipeline through outbound prospecting, qualify leads, book demos.
Key skills for Account Executive (SMB/Mid-Market) (2-5 years): Full-Cycle Sales, Demo/Presentation, Negotiation, Contract Management, Forecasting, Discovery Calls. Own full sales cycle, conduct demos, negotiate and close deals.
Key skills for Senior AE / Enterprise AE (5-8 years): Enterprise Sales, Multi-stakeholder Deals, Executive Selling, Strategic Account Planning, 6-12 Month Sales Cycles. Close large enterprise deals, navigate complex buying committees.
Key skills for Sales Director / VP Sales (8+ years): Sales Organization Leadership, Revenue Strategy, Hiring & Coaching, Go-to-Market, Board Reporting. Build and lead sales teams, own revenue targets, define GTM strategy.
Account Executive salaries range from $40K-$55K + commission at entry level to $180K-$350K+ at the Lead level.