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What are the fundamental differences between an account executive and a senior account executive?

What are some clear indicators that someone is ready to become a senior account exec role and the responsibilities that come with it? And, when in the senior account executive role, what are the key stages that distinguish the different levels of senior account execs.

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2 Answers
Developing Your Sales Career
  1. Rachel Mayes
    Rachel Mayes

    Carta Senior Director of Sales - Venture Capital at Carta • 1y

    The main differences to me between an Account executive and a Senior account executive comes down to organization, pipeline management, and using a solid sales process like MEDDPICC. Senior AEs always have their CRM (like Salesforce) up to date, accurately forecast QoQ, and know how to multi-thread deals. More Junior AEs tend to have "Closed lost reasons" such as "Wrong Decision Maker/Not the DM" or "Client went dark" This typically shows an inability to build strong relationships or following a ...Read More

    1,530 Views
  2. Helen D'Abreo
    Helen D'Abreo

    SurveyMonkey Director, Expansion Sales • 1y

    AEs start by learning the ropes and and developing their skills, so they can start to be consistent in their sales performance quarter on quarter. When you move to a senior account executive you have your process nailed and you start to look for and take on more complex deal cycles to land higher AOV deals. Not only are you looking to meet your number on a consistent basis but you are striving to exceed the number, so you can take advantage of the accelerators in the comp plan. A senior AE, will ...Read More

    562 Views

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