Account Executive Job Description: Top Duties and Requirements

An Account Executive, or Sales Executive, is essentially a Sales Representative in a particular industry focused on making sales to clients over the phone, on the internet, and via email. Unlike a traditional Sales Representative, however, an Account Executive has more experience and works closely with other sales representatives as well as managers and additional higher-ups in the organization to ensure that customers are satisfied with their accounts and are provided with the proper goods or services.


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What does an Account Executive do?

Account Executives are a key part of any company that requires a sales team to push their products or services. They will also create business plans to help the company reach its goals or any quotas management might impose in addition to maintaining contact with account holders regularly to maintain and/or expand their accounts. Another major aspect of an Account Executive job is record-keeping and making sure client data is saved securely yet easily accessible for others in the company.


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Account Executive Job Description Examples:


Example 1

Do you have a passion for sales and building meaningful relationships with partners and customers? Are you interested in joining a company that is dedicated to serving organizations that are changing the world? Do you want to build a reputation as a thought leader in the nonprofit tech community? Are you ready to take ownership of sales growth for a portfolio of solutions designed to help nonprofits succeed? *Who are we?* With over 15,000 nonprofit customers, 100+ technology partners and 20 years of experience; iATS, a Deluxe Company, is the only payment solutions provider focused exclusively on nonprofits. We thrive on delivering nonprofit specific solutions and the highest levels of service, to save our clients time and money so they can focus on their mission. *What’s the role?* The Account Executive, Partnerships, is an exciting role within our Partner sales & development team. The role is responsible for demonstrating sales success within a iATS’ ISV partners’ client base. It’s a direct impact role and will be measured by the ongoing success to drive sales, engagement, new customer pipeline and revenue growth. *Who are you?* You are a high energy sales professional who thrives on customer engagement. You are a tireless champion for your clients and partners and seek to understand their business needs prior to prescribing solutions. You are comfortable in leading discovery calls as well as client demonstrations as needed. You want to build your presence and reputation in the nonprofit sector and give back, recognizing that the relationships you build now will be important for years to come. You understand that payments in the nonprofit world are so much more than simply transactions, and that they can deliver value, reduce costs and save real money for customers. *What will you do?* · In response to our partner client leads, you will be running successful outbound sales efforts and campaigns to reach clients both reactively and proactively. Using your nonprofit and payment industry knowledge, you will need to take the time to understand the client environmentand needs to effectively position iATS Payments as the preferred partner. · Leveraging your history of success and higher than average close ratios, you will quickly establish rapport and build relationships with clients by managing demos, sales calls, rate and contract reviews, post sales inquiries and follow ups on inactivity. · You will use existing client base & channel relationships to up sell, win new business & increase dollars processed and collaborate with the Partner Success Manager to execute upon supportive marketing efforts and automated processes, communication cadences to ensure a fully engaged onboarding experience for new clients. · You will be keep yourself informed of iATS’ value proposition, competitive advantages and our competitor's offerings and demonstrate an aptitude for timely follow up on all partner/client leads and cultivate relationships built on trust by delivering the joint partner/iATS value proposition · Where applicable, you will identify new Channel Partner prospects & seek to obtain meetings for Partner Business Development team. Job Types: Full-time, Permanent Salary: per year Additional pay: * Commission pay Benefits: * Casual dress * Dental care * Employee assistance program * Extended health care * On-site gym * Paid time off * RRSP match * Stock options * Vision care * Work from home Schedule: * Monday to Friday COVID-19 considerations: As we navigate through this pandemic and to ensure the safety of our employees we do offer the ability to work remotely at this time. Experience: * B2B (Business to Business) Sales: 3 years (preferred)

Example 2

We are looking for a tech-savvy, detail-oriented B2B SaaS Account Executive to join our team. In this role you will gain detailed knowledge of our comprehensive suite of technology platforms including SCOOP® Project Management and Automation platform (mPMA), GLOO™ Cloud Integration Platform (iPaaS) and advanced LOOXY™ Business Intelligence and Analytics (BI) service. You will also develop an in-depth understanding of the Renewable Energy and Sustainable Infrastructure market (our target market) and develop an intimate knowledge of the challenges and pain points our customers experience. With this empathy, and knowledge, you will lead the sales process including discovery conversations, live demonstrations, stakeholder buy-in and negotiations. As a leader in this area of the business, you will be expected to help improve and innovate on the current process, as well as to work closely with the team across Sales, Marketing and Customer Success. *Responsibilities: * * Your role is focused on leading prospects and companies through the Sales process from initial demo to contract negotiation and signing. * You must be able to quickly and effectively understand the prospect and their business, identify key pain points and opportunities and tailor a live presentation and technical demonstration of the platform to illustrate the value of Scoop Robotix technology to their particular needs. * You must be able to establish trust and rapport through the initial demo meeting as well as subsequent communications through your gained knowledge of the industry and the particular customer’s specific challenges. * You will have the opportunity to bring new ideas and innovation to the current sales process to increase the total number of prospects and companies who enter the process as well as increase the conversion of those companies to customers. * You will also have the opportunity to lead live Webinar and Workshop demonstrations for prospects as a way to educate and add value to the stakeholders in our industry who may be considering a solution like Scoop. * You will work closely with the Sales development and marketing teams to enhance the effectiveness of the overall sales funnel and process. *Skills Required: * * +5 years’ experience in a SaaS sales development or Account Executive role. * A proven track record with clear examples of success leading a technical SaaS product sales cycle (CRM, ERP, PM platforms) including live product demos. * Technically savvy, comfortable with a variety of business SaaS tools with a strong appetite for continuous learning. * Expertise at facilitating a sales cycle with multiple stakeholders including technical execution level stakeholders (PMs, Admins, Ops managers) and executive leaders (C-Suite, VP of Ops, Owner/Operator). * Proven examples of improving a current sales process to increase conversion rate from New Deal to Customer using sales as well as automation. * Excellent live presentation skills with an excitement and drive to facilitate multiple sales discovery meetings, demos and negotiations on a daily basis. * Excellent written communication skills with a clear process for proactively nurturing deals through the sales process. * Excellent problem solving, project management, analytical thinking skills. * Can-do, positive and energetic attitude. *BONUS* * Experience with marketing automation tools to enhance and support the sales process. * Experience recording short demo videos to enhance and support the sales process. * Experience with Enterprise sales cycles. Job Types: Full-time, Permanent Experience: * SaaS Development: 5 years (preferred) * Account Executive: 5 years (preferred) * Technical SaaS product sales cycle: 3 years (preferred) * Marketing Automation: 2 years (preferred) * Enterprise sales: 2 years (preferred)

Account Executive duties and responsibilities

Account Executives are essential for the sales team of any company to succeed. To facilitate proper maintenance and expansion of customer accounts, an Account Executive must carry out several essential duties, including:

  • Cold-calling potential customers, prospecting for accounts, and generating and following leads
  • Generating new sales
  • Closing contracts and extending accounts
  • Managing a team of Sales Representatives and encouraging cooperation
  • Teaching clients about all relevant goods and/or services
  • Developing effective solutions to customer problems
  • Keeping organized records and tracking progress toward business goals and quotas using automation tools


Account Executive skills and qualifications

In order to fulfill their duties, Account Executives need to possess a variety of different skills and qualifications to get the job done properly, including:

  • Problem-solving skills
  • Interpersonal skills
  • Knowledge of the latest advertising and marketing trends
  • Written and oral communication
  • Decision making
  • Deep understanding of business sales processes
  • Microsoft Office and CRM software
  • Negotiation skills


Account Executive experience requirements

Account Executives are managers in their own right, so the position requires a bit of experience in whatever industry the prospective employee will be working in.  While it may not be necessary to have experience with the particular products a company is offering, an Account Executive typically must have at least three years of experience in sales working under another Account Executive.


Account Executive education and training requirements

An Account Executive position typically requires at least a bachelor’s degree in a field such as communications, marketing, business administration, or anything else relevant. While a master’s degree may be preferred and even necessary for those looking to pursue more senior roles later, this is not required in most cases. As for training, an Account Executive should already know negotiation techniques and have customer service skills. All they would need training on is the company’s products, but even that is already expected in some cases when Account Executives are hired from within a business. 


Account Executive salary expectations

According to Indeed Salaries, the average salary for an Account Executive is $70,872 per year. Of course, individual salaries depend on the experience of the worker, the location of the position, and the company itself.


Job description samples for similar positions

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Account Executive job description FAQs


What's the difference between an Account Executive and a Sales Representative?

While both Account Executives and Sales Representatives make sales, an Account Executive is more focused on managing and expanding existing accounts. Cold calls and creating accounts are still part of the Account Executive position, but the focus is targeted toward accounts already in existence. Think of an Account Executive as a Sales Representative with more experience that is expected to handle more essential accounts rather than drawing in new ones.


What's the difference between an Account Executive and an Account Manager?

Both Account Managers and Account Executives are part of the sales team, but they have different focuses. Account Managers almost solely focus on growing existing client accounts, while Account Executives still have to close initial sales as well. Much of what Account Executives have to do involves making initial contact with customers. Account Managers, on the other hand, don’t begin their relationship with clients until the clients have already become customers or signed a sales contract. Their focus is on maintaining that relationship. 


Do Account Executives have different responsibilities in different industries?

Any company that sells a product or service will need Account Executives, whether they’re selling insurance, paper, or food, but their specific responsibilities can vary slightly. Some Account Executives are restricted to work within a particular region, for example, while other Account Executives may work across the entire country. 

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