Key Responsibilities and Required Skills for a Growth Account Executive

🎯 Role Definition

A Growth Account Executive (AE) is a dynamic sales professional responsible for managing the entire sales process, from initial prospecting through to deal closure, with a special focus on a 'growth' segment of the market. This typically involves targeting emerging or mid-market businesses, or identifying and capitalizing on upsell and cross-sell opportunities within our current customer base. Unlike a pure new-business 'hunter' or an existing-business 'farmer', the Growth AE blends both skill sets. They act as a strategic partner to clients, seeking to understand their evolving needs and demonstrating how our solutions can directly fuel their success. The ultimate objective is to generate predictable, sustainable revenue growth by both landing new logos and expanding our footprint within established relationships.

📈 Career Progression

Typical Career Path

Entry Point From:

Sales Development Representative (SDR) or Business Development Representative (BDR)
Junior Account Executive or SMB Account Executive
Account Manager looking for a closing role

Advancement To:

Senior Account Executive or Principal Account Executive
Enterprise Account Executive
Sales Manager or Team Lead

Lateral Moves:

Customer Success Manager
Partner or Channel Sales Manager
Product Marketing Manager

Core Responsibilities

Primary Functions

Drive the full, end-to-end sales cycle, from initial lead qualification and prospecting to conducting product demonstrations, negotiating terms, and successfully closing new business.
Manage and cultivate a healthy pipeline of both new business opportunities and expansion opportunities within existing accounts to consistently meet and exceed quarterly and annual sales quotas.
Conduct in-depth discovery calls with prospective and current clients to deeply understand their business challenges, key objectives, and specific pain points.
Deliver compelling, customized product demonstrations that are tailored to the prospect's unique needs and clearly articulate the tangible business value and ROI of our solution.
Skillfully negotiate contract terms, pricing, and service level agreements with key decision-makers, including VPs, Directors, and C-level executives.
Develop and execute strategic territory and account plans to effectively penetrate target accounts and identify high-potential growth areas.
Build and maintain strong, long-lasting relationships with key stakeholders and champions within your book of business, establishing yourself as a trusted advisor.
Meticulously maintain accurate and up-to-date records of all sales activities, customer interactions, and pipeline stages within the company's CRM (e.g., Salesforce).
Provide accurate and timely sales forecasts to sales leadership, offering clear insights into your pipeline and deal progression.
Proactively identify and pursue upsell and cross-sell opportunities by staying engaged with existing customers and understanding their evolving business strategies.
Master the company's product suite, value proposition, and competitive landscape to effectively position our solution against alternatives in the market.
Lead and orchestrate complex sales cycles, effectively managing internal resources (such as Sales Engineers or Solution Architects) to present a unified front to the customer.
Craft and deliver persuasive business proposals and presentations that effectively communicate our value and address the client's critical business needs.
Generate a pipeline of new leads through strategic outbound prospecting, leveraging tools like LinkedIn Sales Navigator, email campaigns, and cold calling.
Represent the company with professionalism and enthusiasm at industry events, trade shows, and networking functions to build brand awareness and generate leads.

Secondary Functions

Collaborate closely with the Marketing team to provide feedback on lead quality and help refine messaging for targeted campaigns and personas.
Partner with the Customer Success team to ensure a seamless post-sale handover and to proactively identify expansion opportunities within your managed accounts.
Actively contribute to the evolution of our sales playbook by sharing best practices, competitive insights, and successful strategies with the broader sales organization.
Participate in regular team-wide pipeline reviews and forecasting sessions, providing accurate and realistic projections to contribute to overall business planning.
Engage in continuous learning and professional development to stay ahead of industry trends, sales techniques, and new product features.

Required Skills & Competencies

Hard Skills (Technical)

CRM Proficiency: Deep expertise in using Salesforce or a similar CRM for pipeline management, activity logging, and reporting.
Sales Methodology Application: Proven experience applying a structured sales methodology (e.g., MEDDIC, Challenger Sale, Sandler) to manage complex deals.
Pipeline Forecasting: Ability to accurately forecast sales pipeline and revenue on a monthly and quarterly basis.
B2B SaaS Sales Experience: Demonstrable experience selling complex software-as-a-service solutions in a B2B environment.
Sales Tech Stack Fluency: Proficiency with modern sales engagement tools like Outreach, SalesLoft, ZoomInfo, and LinkedIn Sales Navigator.
Contract Negotiation: Strong skills in negotiating pricing, terms, and legal agreements with procurement and executive leadership.
Product Demonstration: The technical aptitude to master a software product and deliver compelling, solution-oriented demos.

Soft Skills

Persuasive Communication: Exceptional verbal and written communication skills, with the ability to craft compelling narratives and present ideas clearly.
Active Listening: The ability to listen intently to understand a customer's true needs and challenges, going beyond surface-level questions.
Relationship Building: A natural ability to build rapport and establish long-term, trust-based relationships with clients and internal colleagues.
Resilience & Grit: The mental toughness to handle rejection, navigate challenging negotiations, and maintain a positive, motivated attitude.
Strategic Thinking: The capacity to develop and execute on long-term account plans and think critically about how to penetrate a market or territory.
Problem-Solving: A creative and analytical approach to overcoming obstacles and finding solutions that work for both the customer and the company.
Coachability: A strong desire to learn, receive feedback, and continuously improve your sales craft.
Time Management & Organization: Excellent organizational skills to effectively manage a high volume of leads, tasks, and competing priorities.

Education & Experience

Educational Background

Minimum Education:

Bachelor’s Degree or equivalent practical sales experience demonstrating a track record of success.

Preferred Education:

Bachelor’s Degree from an accredited university.

Relevant Fields of Study:

Business Administration or Management
Marketing & Communications
Economics

Experience Requirements

Typical Experience Range:

3-5 years of experience in a B2B sales role with a consistent track record of meeting or exceeding quota, including at least 2 years in a full-cycle closing role.

Preferred:

Experience selling SaaS or technology solutions to mid-market or enterprise companies.
Formal training in a recognized sales methodology.
A proven history of successfully managing a portfolio of existing accounts for expansion while simultaneously hunting for new business.