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.
1 Answer
Carta Senior Director of Sales - Venture Capital at Carta • December 11
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 consistent sales process.
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