Account Executive Career Guide

What is an account executive?

An account executive is a sales professional who connects a company with its clients. They help bring in new clients and keep current ones happy by ensuring the company’s products or services meet their needs. These executives are often the “face” of the company to the client, working in many industries, like advertising, technology, and healthcare.

Duties and responsibilities

An account executive’s main job is managing client relationships. They find new clients, give sales presentations, negotiate contracts, and close deals. They also take care of existing clients, making sure they’re satisfied and addressing any concerns.

Account executives work with other departments, like product development, customer service, marketing, and finance. They pass along client feedback to ensure the company’s products and services align with customer needs. They also track sales and report to senior management, providing insights that help shape business strategy.

Work environment

Most account executives work in offices but might also travel to meet clients or attend industry events. Recently, many have begun working remotely, conducting business through video calls and email. The work environment can be fast-paced and competitive, especially in industries where client needs change quickly. 

Typical work hours

Account executives usually work full-time, often more than the standard 9-to-5 hours. They might need to adjust their schedules to meet with clients in different time zones, especially in global organizations. 

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How to become an account executive

If you’re interested in becoming an account executive, here’s a quick guide to the steps you should take:

Step 1: Get a bachelor’s degree

Most account executive jobs require a bachelor’s degree, typically in business, marketing, communications, or a related field. Focus on courses that cover sales, marketing, and customer relations. Internships or part-time sales and customer service jobs can give you practical experience and help you build your resume.

Step 2: Build your communication skills

You must be good at talking to people and explaining things clearly. Take public speaking classes, attend networking events, or join clubs that require teamwork. These experiences will help you become more comfortable with communication.

Step 3: Gain work experience

Start with entry-level sales or marketing jobs to get some industry experience. Look for roles where you can work with clients and help create sales strategies. These jobs will give you a solid understanding of how to manage client relationships.

Step 4: Learn about your industry and get certifications

Depending on the industry you’re interested in, specialized knowledge or certifications can be helpful. For example, if you’re interested in advertising, you might consider certifications from the American Advertising Federation or the Public Relations Society of America. Online courses from Udemy or Coursera can also help you learn more about business strategies or management fundamentals class.

Step 5: Network and apply for jobs

Use your professional network to find job leads and meet people in the industry. Attend job fairs, industry conferences, and networking events to connect with potential employers. Check job search websites and social media platforms like LinkedIn for openings. When applying, customize your resume and cover letter to highlight your education, experience, and skills relevant to the account executive role.

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How much do account executives make?

Many factors can influence an account executive’s salary, including the industry they work in, their geographical location, the company’s size, their experience level, and the complexity of the sales process and products or services they deal with. Sales commissions can also significantly impact their compensation.

Highest paying industries

Browse account executive salary data by market

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Types of account executives

• Advertising account executive: Advertising account executives are the link between clients and advertising agencies. They manage client accounts, coordinate ad campaigns, and ensure the client’s needs are met.
• Sales account executive: Sales account executives focus on making sales for a company. They understand the company’s products or services and use that knowledge to meet sales targets. 
• Public relations account executive: PR account executives work for PR agencies or in-house PR departments. They manage relationships with the media, create PR campaigns, write press releases, and handle crisis communications. 
• Software account executive: Software account executives sell software products and services, so they need a good understanding of the tech industry and the specific software they sell. They work with clients to understand their software needs and recommend tailored solutions.
• Logistics account executive: Logistics account executives work in the logistics and supply chain industry. They manage client relationships, ensure smooth delivery of logistics services, and look for ways to expand business with existing clients. 
• Financial account executive: Financial account executives work in banks or financial services companies. They manage client accounts, offer financial advice, and sell financial products and services. 
• Healthcare account executive: Healthcare account executives work with clients in the healthcare industry, selling pharmaceutical products, medical equipment, and healthcare services. They need a good grasp of these products and services to be successful.

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Top skills for account executives

• Communication skills: You’ll talk with clients regularly, presenting products, understanding client needs, and fixing any issues. Good communication helps you explain things clearly and professionally, building trust and preventing misunderstandings.
• Relationship-building skills: You need to build strong, long-lasting relationships with clients. A good relationship builder can create a loyal client base that keeps coming back.
• Sales proficiency: Meeting sales targets is a big part of the job. A skilled salesperson can drive revenue and help the company grow.
• Negotiation skills: Good negotiation leads to terms that work for both the company and the client. This skill is crucial for maintaining a positive business relationship.
• Strategic thinking: Strategic thinking helps you anticipate client needs, find opportunities for upselling or cross-selling, and stay competitive. Strong strategic thinkers can drive sales growth and contribute to the company’s success.

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Account executive career path

The career path to becoming an account executive often begins in entry-level sales or customer service roles. You might start as a sales or customer service rep, where you learn the basics of client interaction, relationship building, and understanding your company’s products or services.

As you gain experience and show you have a knack for sales and customer relationships, you can move up to a junior account executive or account manager role. In these positions, you start managing a portfolio of client accounts, ensuring they’re satisfied, and helping boost sales.

With a few years of solid performance and proven leadership potential, you could be promoted to an account executive role. Here, you’ll manage larger, more strategic accounts, negotiate contracts, and be responsible for meeting sales targets.

As you continue to excel and gain more experience, you may become a senior account executive, handling key accounts and possibly supervising junior account executives.

Eventually, the career path can lead to higher-level positions, like sales manager or director of sales. In these roles, you’ll oversee a team or department, set sales targets, and develop strategies to grow sales.

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Similar job titles

• Account Manager
• Advertising Sales Representative
• Business Development Manager
• Inside Sales Representative
• Medical Device Sales Representative
• Outside Sales Associate
• Sales Director
• Sales Manager
• Sales Representative

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Account executive position trends and outlook

The role of account executives is changing as businesses adopt new sales approaches and adapt to the digital age. Here are the top trends affecting this position:

• Consultative sales approach: Account executives are increasingly expected to act as advisors, providing clients with solutions that address their specific business needs. This consultative approach involves more than just making sales—it’s about adding value and building long-term relationships.
• Data analytics: They use data to understand customer behavior, find sales opportunities, and make better decisions. This requires a basic understanding of data analysis tools, on top of traditional sales skills.
• Technology and remote work: These executives must be comfortable with digital tools like CRM systems, sales automation software, and online communication platforms. Remote work is also becoming common, which means managing client relationships virtually. 

Employment projections

According to the U.S. Bureau of Labor Statistics, the broader category for account executives—’Advertising, Promotions, and Marketing Managers’—is expected to grow 6 percent through 2031. This growth is driven by businesses aiming to stay competitive and expand their market share. Job prospects will be best for those with strong communication skills, a good understanding of digital tools and data analytics, and a customer-focused approach. 

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Account executive career tips

Understand client needs

Know what your clients need and want to achieve. Listen closely and communicate with empathy. When you understand your clients’ goals, you can offer better solutions.

Prioritize building relationships

Strong relationships are key in account management. Focus on providing excellent service, meeting client needs, and addressing issues quickly. This approach helps build long-lasting connections.

Stay updated with industry trends

Keep an eye on industry trends to anticipate changes and adjust your strategies. Look for shifts in market conditions, customer behavior, or technology advancements.

Develop sales and negotiation skills

You need strong sales and negotiation skills. Learn the art of persuasion, effectively communicate the value of your products, and be persistent but respectful in negotiations.

Build a professional network

Networking is crucial for career growth. It helps you learn from others, stay informed about industry trends, and find new opportunities. Consider joining professional organizations like the American Association of Inside Sales Professionals (AA-ISP) or the National Association of Sales Professionals (NASP).

Be proactive

A proactive approach makes a big difference. Anticipate client needs, identify issues early, and find ways to improve your service.

Commit to continuous learning

Continuously learning is essential to keep up with a rapidly changing industry. Here are some ways to do this:

• Join sales training programs and workshops
• Read sales and marketing books or industry publications
• Attend sales and marketing conferences
• Take online courses or webinars on customer relationship management, negotiation, or strategic planning

Use CRM tools effectively

Learn how to use customer relationship management (CRM) tools to manage client information, track interactions, and analyze customer behaviors. Proper use of CRM can boost productivity and improve client relationships.

Maintain a results-driven mindset

Your success is often measured by meeting sales and customer retention goals. Focus on achieving results, meeting targets, and contributing to your organization’s success.

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FAQs