An Account Executive (AE) is a sales closer. Once a lead has been qualified by an SDR (Sales Development Representative) or BDR (Business Development Representative, the AE takes over and guides the prospect through the rest of the sales process, from product demos to negotiation to closing the deal.
AEs are often measured by quota and revenue goals, and they’re trained to ask deep discovery questions, tailor solutions, and handle objections.
What AEs do
- Conduct discovery calls and product demos
- Address objections and build custom solutions
- Create and negotiate pricing and proposals
- Close deals and drive revenue
Why AEs matter
AEs are the ones who turn strong interest into actual income. They bridge the gap between curiosity and commitment, and their ability to understand a client’s needs can make or break a deal. A strong AE not only closes deals, but also helps start long-term customer relationships.
