The Account Executive holds a key position in a company’s business growth. Responsible for converting prospects into clients, they identify needs, propose solutions, and ensure that offers are aligned with demand.
In this article, our recruitment firm outlines the responsibilities, skills, tools, training, salaries, and career prospects for the role of Account Executive.
1. Responsibilities of an Account Executive
The Account Executive (AE) is involved in the acquisition phase, usually after the first contact has been made by SDRs (Sales Development Representatives) or BDRs (Business Development Representatives). They play a cross-functional role, similar to that of an Account Manager.
The AE qualifies the prospects’ needs, presents the proposed product or solution, addresses objections, negotiates contract terms, and finalizes the sale. They also support certain strategic accounts throughout the sales cycle, from identifying needs to closing, in order to build long-term collaborations and relationships with clients.
Here is a summary of the key responsibilities identified by our recruitment firm:
- Participate in RFPs, pitches, and product demos
- Negotiate commercial terms and close contracts
- Coordinate internal teams involved in the sales process
- Develop commercial strategies based on market trends
- Maximize revenue per client and improve conversion rates
In short, the AE’s role is to increase the number of prospects converted into clients and to optimize the revenue generated from each one.
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2. Management Tools
The Account Executive uses CRM tools to build and manage a relevant contact base. Each company uses different systems. These databases allow the AE to regularly track the progress of prospects and clients, as well as to identify new opportunities.
Here are some of the most commonly used tools:
- CRM (Salesforce, HubSpot) for tracking leads
- E-signature tools (DocuSign, Yousign)
- Project management tools (Notion, Trello)
- Presentation tools (PowerPoint, Canva)
- Office suite (G Suite, Office 365)
If you want to learn more about the Account Executive role or have a recruitment project, Bessand is a recruitment firm specialized in Sales and Tech that can help you find the right candidate for your company.
3. Key Qualities and Skills for an Account Executive
A good Account Executive has strong sales skills and a genuine sense of relationship-building. They excel in negotiation, which is essential for closing deals while ensuring customer satisfaction. Their curiosity keeps them informed about the market, competitors, and client needs, helping them establish themselves as commercial experts. They know how to adapt their communication to each type of contact, whether prospect or loyal customer.
With an analytical mindset, they interpret data to adjust their sales strategy, understand their clients’ specific challenges, and monitor results while setting goals. Organization is a key skill, as they often manage multiple accounts at once. They know how to plan, prioritize, and follow up effectively. Adaptability and strong interpersonal skills are also crucial.
An Account Executive is highly results-oriented. They can handle unforeseen challenges without slowing down the commercial dynamic. Their adaptability, communication skills, mastery of the sales process, and strategic market vision make them a key player in a company’s growth.
If you are looking for expert support in recruiting Sales profiles, contact us.
4. Training and Degrees Required to Become an Account Executive
To become an Account Executive, a degree ranging from a two-year diploma to a master’s degree is generally required, usually in business. There are several pathways for professionals with prior sales experience.
Recruitment depends on the number of years of experience and the size of the company. For example, a scale-up generally requires at least 3 years of B2B sales experience, while some startups may accept 1 year.
The most common training paths include:
- DUT in Marketing Techniques
- Professional Bachelor’s in Commerce or Sales
- Master’s in Sales or Marketing
- BTS MUC or NDRC
In addition to education, professional experience is often required. An Account Executive often has a background as a Business Developer, Account Manager, SDR, BDR, or in another sales role involving prospecting and KPIs (generated contracts, revenue, qualified leads, etc.).
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5. Salary of an Account Executive
The salary of an Account Executive includes a fixed base plus bonuses or commissions.
Based on experience, it can be estimated as follows:
- Entry-level: between €35,000 and €45,000 gross annually
- Senior: between €45,000 and €85,000
- Experienced: starting from €85,000
The variable portion can represent up to 50% of the total salary. Account Executive salaries are generally higher than those of SDRs or Business Developers, especially in high-demand sectors or regions such as Paris and Île-de-France.
Our recruitment firm supports startups and companies seeking Sales and Tech profiles, across France and internationally. Contact Bessand to learn more.
6. Where Does an Account Executive Work?
An Account Executive can work in various types of companies:
- SMEs
- Startups
- International companies
Bessand supports companies of all sizes and industries. Contact us for more information.
Career Development
The Account Executive role is often a key step in a sales career. Career growth opportunities include:
- Senior Account Executive
- Key Account Manager (KAM), managing strategic accounts
- Sales Manager or Head of Sales
- Customer Success Manager (for post-sale roles)
The Account Executive is a strategic role in any growing company. Versatile, organized, and results-oriented, they combine client relations, negotiation, and project management. Account Executives benefit from attractive compensation, whether at the beginning of their career or at a more advanced level. The workload varies depending on the objectives set.
If you would like to learn more, connect with companies that match your profile, or recruit this type of talent, Bessand can support you.
