WHAT DOES AN ENTERPRISE ACCOUNT EXECUTIVE DO?

Published: Feb 04, 2025 – The Enterprise Account Executive strategically sells company products through a consultative approach. This role builds strong relationships with key stakeholders and develops tailored business proposals. The executive drives sales growth, ensures a high-quality customer experience, and maintains accurate CRM records.

A Review of Professional Skills and Functions for Enterprise Account Executive

1. Enterprise Account Executive Duties

  • Strategic Leadership: Strategic leadership position working directly with the CEO to build out the sales & revenue model of the business
  • Customer Acquisition: Build on current momentum and proven strategies to attract and acquire strategic enterprise customers
  • Career Development: Opportunity to grow into a senior executive role in the business
  • Mentorship: Mentor a small team of young, hungry account executives focused on mid and enterprise markets
  • Sales Management: Manage a complex sales process that involves multiple decision-makers
  • Territory Expansion: Work with the VP of sales to break into a territory and exceed quota
  • Strategy Execution: Game plan and execute an account strategy to deliver maximum revenue potential
  • Networking: Actively network and prospect territory
  • Lead Management: Develop and track all leads from inception to completion through the CRM system.

2. Enterprise Account Executive Details

  • Consultative Selling: Strategically and consultatively sell to communicate the value proposition of the company products
  • Sales Management: Drive and manage the sales process with companies looking to improve performance and/or reduce cost with the company technology
  • Relationship Building: Build consensus and develop relationships at multiple levels, including executives, influencers, and decision-makers
  • Proposal Development: Develop and deliver comprehensive business proposals to address customer and prospect priorities and critical needs
  • Customer Experience: Ensure a successful and high-quality customer experience through effective account planning and executive engagements
  • Product Sales: Sell a portfolio of Trusaic products directly to mid to enterprise-size organizations
  • Opportunity Identification: Identify opportunities to increase sales volume
  • Sales Achievement: Achieve annual sales goals
  • CRM Maintenance: Maintain records of sales activities and results in the CRM (HubSpot) system.

3. Enterprise Account Executive Responsibilities

  • Portfolio Management: Develop & manage a large sales portfolio
  • Revenue Generation: Generate revenue from both new & existing clientele
  • Lead Generation: Responsible for lead generation from both prospective & established clients
  • Marketing Coordination: Coordinate marketing activities alongside established & recognized marketing department
  • Partner Management: Responsible for managing & networking with various channel partners/professional organizations/industry associations
  • Business Development: Generate new business opportunities to fuel the sales pipeline
  • CRM Management: Efficiently work within existing Salesforce CRM and re-establish connections with old leads
  • Strategic Planning: Help build and prioritize strategic target account lists
  • Account Research: Research and build new and existing accounts
  • Executive Communication: Conduct high-level conversations with Senior Executives in prospect accounts
  • Sales Targets: Achieve monthly goals and quarterly quotas
  • Compliance: Adhere to set internal controls

4. Senior Enterprise Account Executive Accountabilities

  • Sales Achievement: Consistently achieve targeted sales quota
  • Sales Closure: Prospect, qualify, and close technical solution sales
  • CRM Management: Manage CRM – Manage pipeline and forecast daily, weekly, monthly
  • Appointment Scheduling: Maintain 6-8 appointments weekly in various phases of the sales cycle
  • Presentation Skills: Develop customer presentations and participate in customer meetings
  • Strategic Planning: Develop clear, specific, action-oriented account plans to develop prospects and present to leadership knowledge of plan and business
  • Client Engagement: Engage the senior leadership team on client engagements
  • Pipeline Ownership: Take ownership of pipeline management, CRM updates, forecasting, and report accordingly to senior management and other business functions

5. Sr. Enterprise Account Executive Functions

  • Market Development: Develop new Enterprise and SME business in various vertical markets
  • Pipeline Development: Work across the business to develop an ongoing pipeline of opportunity utilizing Marketing, Inside Sales, and Channel support while also proactively prospecting via own networking, cold-calling, events, and marketing lead follow-up
  • Sales Autonomy: Work autonomously to close sales processes to ensure meeting or exceeding productivity and quota targets
  • Product Knowledge: Develop a detailed understanding of the Acoustic Solution and product set, delivering value propositions to prospective clients
  • Customer Insight: Deep dive into customer requirements and understanding of challenges to offer the best solution
  • Proposal Management: Manage RFP processes, responsible for working with Solutions to develop, write, and deliver solution-based sales proposals
  • Client Management: Own client meetings, deliver technical demonstrations alongside the Solutions team
  • Negotiation: Own the negotiating process, successfully work with stakeholders on contracts with clients, working closely with the sales management, and the Finance, Legal, and Contracts teams