Account Executive
Definition
Account Executive: An Account Executive (AE) owns the sales process from qualified opportunity to closed deal. AEs run demos, manage relationships, negotiate contracts, and close revenue. They're measured on quota attainment—revenue from new business. AE is typically the primary revenue-generating sales role.
Example Usage
“Our AEs close deals from $10K to $100K ARR. Each carries a $600K annual quota with average deal cycles of 45 days.”
Common Misconceptions
Related Terms
Sales Development Rep
A Sales Development Rep (SDR) focuses on top-of-funnel sales activities—prospecting, outbound outreach, qualifying inbound leads, and booking meetings...
Quota
A quota is the sales target assigned to an individual salesperson or team for a specific period, typically monthly, quarterly, or annually. Quotas are...
Sales Pipeline
A sales pipeline is a visual representation of all active sales opportunities organized by stage in the buying process. Pipelines track deals from ini...
Demo
A demo is a live presentation of your product to prospects, typically following discovery to show how your solution addresses their specific needs. Ef...
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