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Account Executive - ask anyone starting out in sales what their goal is, and you’re likely to get this as an answer. And with good reason. It’s an exciting job. An account executive is a professional who serves as a liaison between a company and its clients. In fact, account executives are the ones responsible for developing and maintaining relationships with clients, as well as for being the drivers of generating new business. So for anyone who wants to be one, or already is one and wants to level up, here’s a post that’ll help you get there.

What is an account executive?

You probably know this already, but for those looking for more information, an account executive is a professional that serves as a link between your business, your prospect and your customers. An account executive is responsible for finding, building and maintaining relationships with clients in order to drive sales. Account executives must be excellent communicators and negotiators with an in-depth knowledge of their company’s products, services and markets. They are often one of the first points of contact for customers and play a major role in driving revenue growth for the business.

In addition to these responsibilities, they may also be responsible for identifying new business opportunities and developing strategies to increase sales. Account executives must have excellent communication and interpersonal skills, as well as the ability to think strategically and creatively. They must also be able to work independently and as part of a team.


What does an account executive do?

Account executives in sales are responsible for the entire sales process from prospecting to closing deals. They must identify new potential customers, initiate contact, build relationships and work to convert them into paying customers. Account executives must be able to effectively communicate their company’s products and services, and negotiate terms with potential customers. They must also be able to track and measure the performance of their accounts, and report regularly on their progress.

In addition to the above responsibilities, account executives must also be able to develop and implement strategies to increase sales and customer loyalty. They must be able to identify and capitalize on opportunities to increase sales, and be able to work with other departments to ensure that customer needs are met. Account executives must also be able to stay up to date on industry trends and changes, and be able to adjust their strategies accordingly.


What qualifications do you need to become an account executive?

When hiring an account executive, employers typically look for candidates with a college degree in business administration or marketing. They may also prefer candidates who have experience in sales or customer service, as well as excellent communication and interpersonal skills. Additionally, employers may look for candidates who have strong organizational skills, strategic thinking skills, and the ability to work independently.

In addition to the qualifications listed above, employers may also look for candidates who have a strong understanding of the industry they are working in, as well as the ability to think critically and solve problems. They may also prefer candidates who have a good understanding of the latest technology and trends in the industry, as well as the ability to work well with a team


qualifications to become an account executive

10 ways to be a successful account executive

Being an account executive in sales requires a blend of knowledge, skills and personality traits to be successful. It can be a difficult job, but the rewards can be great. Here are some strategies to help you become an effective and successful account executive in sales.


1. Know Your Product

To be a successful account executive in sales, you need to have an in-depth knowledge of the product you are selling. It is essential to understand how your product works, what its benefits are, and what makes it different from your competitors. This knowledge will enable you to effectively communicate these features and benefits of the product to your potential customers in a compelling way. Additionally, knowing the product well will also help you to anticipate customer objections and address them with confidence.

It is also important to stay up to date on the latest industry trends and developments that impact your prospect. This will help you to identify new opportunities for your product and to better understand, or even anticipate the changing needs of your prospects. 


2. Understand Your ICP

In order to be successful, account executives in sales need to first be clear about who their prospect - or ICP - is. And then understand their needs and wants. An effective account executive will take the time to get to know their prospect (only qualified prospects of course)  – asking questions about their needs, preferences and budget. This information will enable the account executive to customize their sales pitch and tailor in response to the prospects unique use-case. 

Staying on top of trends relevant to the prospect is super important. Because this will help you, as an account executive, to better understand customer's challenges based on what’s current and provide them with the most relevant and up-to-date information. Additionally, staying informed will help account executives to anticipate prospects' needs and offer your service as the potential solution before they are even asked. Research shows that 68% people are more likely to commit to a sale when someone calls with relevant information and listens to their needs.


3. Develop Effective Strategies

In order to be successful, account executives in sales must also develop effective strategies both short-term and long-term. Short-term strategies should focus on achieving specific sales goals while long-term strategies should focus on developing customer relationships and building customer loyalty. Additionally, account executives should also develop specific strategies to target specific customer segments, as well as strategies for meeting broader sales targets.

As an account executive, you should also be aware of the competitive landscape and develop strategies to differentiate your products and services from your competitors. You should also be aware of market and economic forecasts and use this knowledge to create innovative strategies to increase sales. Finally, account executives should also develop strategies to measure the success of their strategies and make adjustments as needed.


4. Set Ambitious Goals

A successful account executive in sales must have ambitious goals. Setting challenging goals will help to motivate you and give you something to strive for. Additionally, setting measurable goals will enable you to track your progress and make adjustments as needed. Ambitious goals will also give you a sense of satisfaction when you achieve them.

When setting ambitious goals, it is important to be realistic. Make sure that the goals you set are achievable and that you have the resources and support necessary to reach them. Additionally, it is important to break down your goals into smaller, more manageable tasks. This will help you stay focused and motivated as you work towards achieving your goals.


5. Stay Organized and Efficient

Organization is key to success in sales. Account executives should spend time each day creating schedules, lists and plans and ensuring they are followed. Staying organized will let account executives to keep track of customer interactions and ensure they are meeting their customers’ needs. Additionally, staying organized will help prevent missed opportunities and deadlines.

Organisation also helps account executives to stay on top of their workload and manage their time efficiently. By creating a plan for each day, account executives can ensure that they are focusing on the most important tasks and not wasting time on tasks that are not necessary. Additionally, staying organized will help account executives to stay motivated and productive.


6. Be Proactive

Account executives in sales must be proactive in order to be successful. Being proactive means actively seeking out new opportunities and not waiting for them to come to you. It also means staying up-to-date with industry trends and regularly checking in with existing customers to ensure they are satisfied with their products.

In addition, proactivity in sales requires a willingness to take risks and try new approaches. It is important to be creative and think outside the box in order to find new ways to reach potential customers. Additionally, it is important to be persistent and not give up when faced with rejection or failure. By being proactive and taking initiative, account executives can increase their chances of success in sales.


7. Maintain Your Professionalism

It is essential for account executives in sales to maintain a professional image at all times. This means being courteous and polite, dressing appropriately for all customer interactions and being mindful of your language. Additionally, maintaining a professional attitude will help to build trust with customers, which is essential for long-term success.

It is also important to be organized and prepared for customer meetings. Make sure you have all the necessary materials and information ready to go, and be sure to follow up with customers in a timely manner. Being organized and prepared will help to demonstrate your professionalism and commitment to the customer.


8. Utilize the Latest Technology

In today’s fast-paced world of sales, it is essential that account executives in sales use the right tools to empower them. This includes using social media platforms to reach out to customers, using a powerful all-in-one sales engagement platform for everything from prospecting to follow-ups, analytics tools to understand customer behavior and using customer relationship management software (CRM) to track customer interactions. According to research, businesses without automation spend 71% their time and resources on planning - not executing. The right sales technology is essential to make the sales cycle more efficient, which can lead to increased productivity.

Account executives should also be aware of the latest trends in technology and be able to adapt to new tools quickly. This will help them stay ahead of the competition and ensure that they are providing the best buying experience. A sales engagement platform like Outplay helps account executives send personalized communication at scale, track and test what’s working, and automate all manual tasks.


9. Keep Learning and Growing

Successful account executives in sales need to keep learning and growing in order to stay ahead of the competition. This can be done by attending industry events, reading industry publications and staying up-to-date on the latest trends in sales. You can also take courses or pursue certifications to help develop your skill set and increase your knowledge.

Networking is also an important part of staying ahead in sales. Connecting with other professionals in the industry can help you stay informed of new developments and opportunities. Additionally, networking can help you build relationships with potential customers and partners, which can be beneficial for your business.


10. Leverage Your Network to Generate Leads

Account executives in sales should leverage their network of contacts to generate leads. This includes leveraging their own contacts as well as taking advantage of referrals from existing customers. Additionally, building relationships with potential customers before they become a lead can help make it easier to generate leads in the future.



Ready to be the star account executive of your team? With the right skills, an openness to growth and learning, and the right tech, that’s exactly what you’ll be. Outplay is the perfect side-kick for every super Account Executive. From one click prospecting, seamless scheduling, personalized multi-channel engagement and more, Outplay helps everyone in the sales team hit those goals every quarter and drive up revenue. Try it today for free.


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