Definition
An Account Executive (AE), often called a « closer, » is a sales professional responsible for managing the full sales cycle and closing deals. They take the qualified leads and opportunities generated by SDRs and BDRs and guide them from the initial meeting to a signed contract. The AE’s role is centered on building relationships, conducting product demonstrations, negotiating terms, and ultimately, converting prospects into paying customers.
Examples
- SaaS Company: After an SDR schedules a demo, the AE takes over the relationship, showcases the software’s value, addresses the prospect’s specific pain points, negotiates the subscription plan, and closes the deal.
- Digital Marketing Agency: An AE receives a qualified lead, prepares and presents a custom proposal to the potential client, handles objections about budget and scope, and signs them to a long-term contract.
- Enterprise Sales: An AE manages a complex, multi-stakeholder deal over several months, coordinating with technical experts, responding to RFPs (Requests for Proposal), and negotiating a large-scale enterprise agreement.
- Go-To-Market Team as a Service: The AE role is outsourced to an expert who acts as the client’s dedicated closer, managing the closing process for all opportunities the service generates.
Advantages/Benefits
- Increased Closing Rate: AEs are specialists in negotiation and closing, leading to a higher conversion rate from opportunity to customer.
- Specialized Roles: Allows the sales team to be more efficient, with SDRs/BDRs focusing on prospecting and AEs focusing on revenue generation.
- Revenue Accountability: As the primary individuals responsible for sales quotas, AEs provide clear accountability for revenue targets.
- Stronger Customer Relationships: AEs build deep relationships with decision-makers, which is crucial for long-term partnerships, upselling, and renewals.
- Deal Orchestration: They are skilled at navigating complex buying committees and managing internal resources to get deals across the finish line.
Related terms
- SDR (Sales Development Representative)
- BDR (Business Development Representative)
- Sales Cycle
- Sales Quota
- CRM (Customer Relationship Management)
- Closing Rate
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