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What is an account executive?
An account executive (AE) is a sales professional responsible for managing new and existing clients, closing deals, and growing revenue. Unlike account managers, who focus on retaining and nurturing current clients, AEs primarily drive new business and convert leads into customers.
While AEs operate in many industries, their core responsibilities remain consistent:
- Conducting market research to identify prospects
- Delivering personalized product demonstrations
- Building and maintaining relationships with clients
- Managing multiple opportunities through the sales funnel
- Negotiating contracts with strong negotiation skills
- Hitting defined sales targets or quotas
In the United States, thousands of companies rely on skilled account executives to fuel top-line growth. How much do Account Executives make? The median base salary for Account Executives is $97,500. The median total compensation, or OTE, is $180,000. Source: RepVue (Updated 06/16/2025)
Key responsibilities of an account executive
Let’s take a closer look at what the account executive position typically includes on a day-to-day basis:
- Prospecting and lead qualification
Account executives don’t always start with warm leads. In many B2B sales teams, AEs conduct outreach through calls, emails, and LinkedIn to build their pipeline. - Product demonstrations and discovery calls
An AE must present value clearly. Strong sales skills and product knowledge help tailor presentations to each prospect’s needs. - Proposal development and pricing
AEs manage quote creation and pricing discussions. They need a deep understanding of the company’s products and services and the client’s budget. - Pipeline management and forecasting
Great AEs maintain a clean CRM, update deal stages, and forecast revenue accurately. - Collaboration with cross-functional teams
They often partner with project managers, marketers, and implementation teams to ensure a smooth client experience. - Account growth and upselling
Though their main role is acquisition, many AEs help grow existing client accounts over time.
💡 Pro Tip: With tools like Remuner, sales leaders can track AE performance, model comp plans, and adjust incentive structures as needed—all from one dashboard.
Account executive vs. account manager vs. sales rep
Account Executive vs. Account Manager
- AEs close new business and drive revenue growth.
- Account managers maintain and grow existing client relationships.
Account Executive vs. Sales Development Rep (SDR)
- SDRs qualify leads and book meetings.
- AEs run the full sales cycle from discovery to close.
Account Executive vs. Project Manager
- Project managers oversee timelines and deliverables post-sale.
- Account executives focus on the front-end sales process.
This distinction varies depending on company size and structure, but in general, the account executive position sits closer to the revenue engine than support or retention roles.
Examples of account executives in different industries
Understanding how AEs operate in various contexts helps clarify the role.
Tech SaaS
AEs at SaaS companies handle high-value product demos, explain pricing tiers, and negotiate contracts. They’re often comped based on quota and new revenue generated.
Advertising
In media, account executives sell ad space and develop proposals tailored to the advertiser’s audience. They balance sales strategies with creative insights.
Healthcare
Medical AEs work with hospitals or clinics to sell devices or software. The sales cycle can be long, requiring persistence and deep product knowledge.
Financial Services
AEs in finance might work with existing clients to expand services or attract new clients through personalized financial products.
Sales targets, quota, and OTE explained
To measure success, most companies set clear metrics for AEs:
- Sales targets: Goals related to monthly or quarterly revenue
- Quota: The number of deals or revenue needed to meet expectations
- OTE (On-Target Earnings): A combination of base salary + variable compensation for hitting quota
Example
If an AE has a $60,000 base and $40,000 variable, their OTE is $100,000. But hitting that full amount depends on quota attainment.
Companies use tools like Remuner to ensure OTE remains competitive and realistic based on market benchmarks and historical attainment.
Curious how account executive pay stacks up across industries? Check out our breakdown of the highest paying sales jobs in 2025 to see where AEs rank.
Compensation models for account executives
AE compensation packages typically include:
- Base salary
- Variable pay/commissions
- Bonuses for exceeding quota
- Accelerators (e.g., 1.2x payout after 120% attainment)
Sales incentives motivate performance but need careful design. Overly complex comp plans create confusion, while underwhelming ones fail to inspire.
Remuner helps organizations test multiple compensation models, automate calculations, and give reps full visibility into their progress—reducing disputes and improving morale. Explore how Remuner supports commission tracking by booking a demo for free.
Top skills needed for success as an account executive
To succeed in this fast-paced role, AEs need a strong blend of technical and interpersonal skills:
- Negotiation skills: Close deals on favorable terms
- Communication: Convey value clearly in meetings and writing
- Time management: Juggle multiple accounts and pipelines
- CRM proficiency: Keep records clean and actionable
- Product knowledge: Demonstrate solutions with confidence
- Empathy: Build lasting business relationships
These skills vary depending on the industry, but all great AEs have one thing in common: a hunger to win deals and grow the business.
Tools account executives rely on
Modern AEs need more than just a phone and email.
Common AE tools:
- CRM (e.g., Salesforce, HubSpot)
- Sales enablement (e.g., Outreach, Gong)
- Proposal software (e.g., PandaDoc)
- Compensation management (e.g., Remuner)
By giving AEs visibility into sales targets, comp plans, and quota attainment, Remuner becomes an essential part of the modern AE’s toolkit.
Career path: How to grow from account executive
AEs often go on to become:
- Senior Account Executives
- Account Managers (focusing on post-sale growth)
- Sales Managers or Directors
- Customer Success Managers (especially in SaaS)
- VP of Sales or Revenue Leaders
As they climb the ladder, their responsibilities expand to hiring, strategy, and team performance tracking.
Remuner helps leaders in these roles design scalable compensation strategies that support long-term growth.
How Remuner supports account executives and sales teams
Account executives thrive when they have:
- Transparent visibility into earnings
- Motivating sales incentives
- Accurate quota expectations
- Supportive sales enablement tools
Remuner delivers all this by:
- Automating commission tracking
- Providing dashboards tied to sales targets
- Enabling managers to simulate plan changes
- Reducing disputes with transparent data
Whether you’re leading a 5-person team or a 500-person revenue org, Remuner helps ensure your AEs stay focused, confident, and high-performing.
FAQs Account executive
What does an account executive do?
An account executive manages client acquisition, runs the sales process, presents product demos, and closes deals.
How does an account executive differ from an account manager?
Account executives focus on bringing in new business. Account managers maintain and grow existing client relationships.
What skills are needed for an account executive?
Core skills include negotiation, communication, product expertise, and time management. Success depends on balancing strategy with execution.
How is an account executive compensated?
Most AEs earn a base salary plus commissions or bonuses tied to quota. OTE reflects total expected earnings if they hit target.
Is an account executive an entry-level role?
It varies. Some companies hire junior AEs directly, while others require SDR experience first.
Do account executives work with project managers?
Yes. After a deal closes, AEs may collaborate with project managers to ensure smooth onboarding or delivery.
Can Remuner help track AE performance?
Absolutely. Remuner connects comp plans to performance data, offering real-time visibility into earnings and attainment.
