An Account Executive is a member of the Sales team.
In Sales, the word “account” is slang for a customer relationship, while “executive” means a person with senior managerial responsibility in a business.
Therefore, an Account Executive is a senior employee whose primary responsibility is to manage customer relationships.
Being an Account Executive can be a lucrative and rewarding career for those comfortable with sales, communication, and fast-paced work.
We’ll discuss the job functions in more detail below.
Account Executive Job Information
| Official Job Title | Account Executive |
| Average Salary | $60,777 |
| Stress Level | Average |
| Work/Life | Average |
| Job Satisfaction | Low |
| Career Advancement | High |
Account Executive Job Description
What Is an Account Executive?
The Account Executive’s job is to give presentations and close the sales opportunities delivered to them by the SDR.
Based on your industry, presentations could require a product or service demonstration.
We will focus on Account Executives in the SaaS industry who most commonly present digital products and services.
All Account Executives have in common that they first listen to the customer’s needs, then present their product or service in a way that fixes the customer’s problem.
Presentations can be in-person or virtual, depending on your customers’ proximity or the requirements of your demo.
During the presentation, you first review the customer’s needs.
Why are they interested in your product, and what problems would it solve for them?
Once you know these details, you can begin to demonstrate how your product can solve those problems.
You will give a high-level overview of your company’s offerings, focusing on the services that most benefit your customer.
What Does An Account Executive Do On A Daily Basis?
While responsibilities can differ, your most common day-to-day responsibilities as an Account Executive are giving presentations, closing sales, and managing customer relationships.
You can be assigned one or more customers, with expectations being that you will keep your designated portfolio of customers happy and grow their relationships with your company.
You can also be assigned a specific region as an Account Executive, covering customers within a predetermined geographical area.
The path to becoming an Account Executive typically starts with the role of Sales Development Representative, commonly referred to as an SDR.
Once the lead expresses interest, it’s your job to schedule a demo presentation, close the sale, and manage the relationship in the future.
As an Account Executive, you typically report to a Sales Manager who you meet with frequently to discuss recent wins, losses, upcoming opportunities, and upcoming hurdles.
As an Account Executive, you’ll spend a decent chunk of time keeping your current customers happy.
This can range from simply checking in a few weeks after a sale to upselling them on additional services your company offers.
As you check in with your customer, you will have to solve many of your customers’ problems.
Responsibilities, Duties & Roles Of An Account Executive
As part of your job as an Account Executive, you must upsell your customers on additional features to make the relationship more profitable for your company.
This is very common in SaaS companies, who sometimes offer their base-level service at a loss for the chance to upsell on their highly profitable additional features.
Sometimes upsells are less profitable, but they typically increase the customer’s lifetime value (LTV), which is always profitable to your company.
As an Account Executive, your cheapest and easiest way to sell is through existing customers who already enjoy your company’s service.
To upsell most effectively, make sure you’re selling your customers additional products/features that are relevant and necessary while providing a money-back guarantee if it doesn’t work out.
Account Executive Salary
One of the best parts about being an Account Executive is the pay.
Average Salary
While the average salary of an Account Executive is $60,777.
This is a high income, considering you can get into this career with no degree.
Like any career, Account Executive pay can largely depend on the company you work for and where that company is located.
Starting Salary
The average entry-level salary is $52,177.
Senior Salary
The average senior-level salary is $103,423.
How to Become an Account Executive
The Entry Level: Certification, Training & Degree
Account executives can get hired without degrees if they’re excellent speakers and have strong interpersonal abilities.
However, many start with bachelor’s degrees in business, marketing, or a related field.
Certifications are optional, but they include the Certified Sales Professional (CSP) or the Certified Sales Executive (CSE).
Other Skill Sets, Requirements & Qualifications
You must have excellent communication, interpersonal, and problem-solving skills.
Account executives must be competitive and results-driven.
They have to be able to stay organized while handling client calls.
How Long Does It Take To Become An Account Executive?
It doesn’t take long to break into this field if you have natural communication abilities.
If you already have a high school diploma, you could start applying.
Is It Hard To Become An Account Executive?
No, it’s not hard to get hired as an account executive.
Account Executive Career Paths
Roadmap
First, complete your education, whether it’s a high school, associate’s, or bachelor’s degree.
Although companies favor bachelor’s degrees in candidates, they’re not necessary.
Second, get hired at the entry-level and demonstrate strong sales capabilities.
After several years of work, you can begin training new sales associates.
Eventually, you could be promoted to a managerial position.
Projections For Growth
The U.S. Bureau of Labor Statistics projects a 5% growth through 2031.
In Summary: Is an Account Executive A Good Career?
If you love working with people, then yes!
There’s great potential for driven, competitive individuals.
Working Conditions
Can An Account Executive Work Remotely From Home?
Yes, account executives can work remotely.
How Many Hours Does An Account Executive Work?
Generally, they work 40 hours per week.
It could be a bit more or less, depending on their workload and client base.
Can An Account Executive Work Part-Time?
Not usually, but some smaller companies may hire part-time account executives.
What Are The Average Vacation Days Of An Account Executive?
On average, account executives get ten vacation days per year.
Alternative Careers and Similar Jobs to an Account Executive
- Financial Analyst
- Bookkeeper
- Account Representative
- Accounting Manager
- Inside Sales Representative
- Finance Director
- Business Development Manager
- Marketing Manager
Account Executive Resume Tips
Depending on your education and background, your resume layout may differ from the next candidate’s.
If you’ve completed higher education, be sure to list it.
However, you’ll also want to highlight your people skills in a “soft skills” section.
List relevant experiences like customer service roles or client relationship work.
Account Executive Interview Questions
Q1: What made you want to become an Account Executive?
Why It Works: This helps the hiring manager understand your desire for the role.
Q2: What are you willing to sacrifice to be a successful Account Executive?
Why It Works: This allows hiring managers to understand whether anything will hold applicants back from the job.
For HR Managers: Tips For Hiring An Account Executive
Key Characteristics To Look For In An Account Executive
Account Executives are part of the Sales team, so choose someone excellent at giving presentations, closing sales, and managing customer relationships.
In addition to bringing on new customers, they should be exceptional at upselling existing customers.
Candidates must be driven and have excellent communication skills to thrive.
In short, look for the following skills:
- Listening Skills
- Presentation Skills
- Ability to Negotiate
- Empathetic to Customer Issues
- Organization Skills
- Being Goal-Orientated
- Strong Work Ethic
Minimum Level of Education & Experience
To be competitive, the minimum education is a bachelor’s degree, but exceptionally outgoing candidates could get by without postsecondary degrees.
Candidates must have prior customer service experience.