Analyzing “Account Executive” job openings from 14 high growth B2B companies

The role of an Account Executive (AE) is crucial to the success of B2B SaaS companies, especially those experiencing at the forefront of driving high SaaS growth. Afterall, they're the bridge between the company and its clients, ensuring that customer needs are met while driving revenue growth. But with the rise of new technologies and the ever-evolving market demands, the expectations and requirements for Account Executives are changing. In this blog, we will analyze job openings from multiple high-growth B2B companies to understand the latest trends in job titles, core responsibilities, and industry-specific variations.

What is an Account Executive in B2B sales teams?

An Account Executive (AE) in B2B startups is a key player responsible for managing relationships with existing clients, closing deals, and ensuring customer satisfaction. AEs work closely with other sales team members, including Sales Development Representatives (SDRs) and Sales Managers, to drive the sales process across the sales cycle from prospecting to closing. This means they're often the most familiar with the B2B software they sell in order to address potential pain points that may come up during the call. Their role is not just about selling but also about understanding the client's business, identifying their needs, and providing solutions that add value.

Job titles and variations across companies

The title "Account Executive" is commonly used across B2B companies, but there are variations that reflect different levels of seniority, specialization, or focus areas within the sales function. In some companies, you might find titles like "Senior Account Executive," "Enterprise Account Executive," or "Account Manager," each with its own nuances in terms of responsibilities and expectations.

• Senior Account Executive: Typically denotes a more experienced AE who handles larger accounts or more complex sales cycles.
• Enterprise Account Executive: Focuses on selling to large organizations, often with longer sales cycles and higher deal values.
• Account Manager: While similar to an AE, this role may lean more towards managing existing relationships rather than focusing solely on new business development.

These variations indicate how companies tailor the AE role to fit their specific sales strategies and target markets.

Function descriptions of an Account Executive

Let's unpack what an AE typically does in the B2B SaaS market.

1. Core responsibilities

Despite variations in titles, the core responsibilities of Account Executives across B2B companies remain relatively consistent. These include:

• Prospecting and lead generation: Identifying potential clients and generating leads through various channels such as networking, cold outreach, and inbound marketing.
• Client relationship management: Building and maintaining strong relationships with clients, understanding their business needs, and ensuring satisfaction with the company's products or services.
• Sales demos: Effectively communicating the value proposition of the company's offerings, often through presentations, product demos, and tailored proposals.
• Negotiation and closing: Leading negotiations to finalize contracts and close deals, ensuring that both the company and the client achieve mutually beneficial terms.
• Pipeline management: Managing the sales pipeline to ensure a steady flow of opportunities, tracking progress, and adjusting strategies as needed to meet sales targets.
• Collaboration: Working closely with marketing, product development, and customer success teams to align on strategies, share feedback, and ensure a seamless customer experience.

2. Industry specific variations

While the core responsibilities are consistent, the specifics of the AE role can vary significantly depending on the industry in which the company operates. For example:

• Technology and  B2B SaaS company: In tech companies, especially those offering Software-as-a-Service (SaaS), AEs often need a deep understanding of the product's technical aspects. They must be able to explain complex features, integrate solutions with existing client systems, and often manage long-term subscription-based relationships.
• Financial Services: AEs in financial services may focus on selling complex financial products or services that require regulatory knowledge and the ability to navigate strict compliance requirements. They often work with clients in highly regulated industries, such as banking or insurance.
• Manufacturing and Industrial: In manufacturing, AEs might deal with longer sales cycles, large-volume deals, and a focus on product customization. Understanding the intricacies of supply chains and production processes is often crucial.
• Healthcare: For AEs in the healthcare sector, the ability to navigate a highly regulated environment is key. They must understand the specific needs of healthcare providers and ensure that their solutions meet compliance standards, all while managing relationships with multiple stakeholders, including physicians, administrators, and procurement teams.

Best job openings from 19 High growth B2B companies

Let's unpack what the job openings look like for Account Executives in B2B companies.

1. Ramp

Fintech company Ramp is based in Manhattan. They provide corporate charge cards, expense management, and bill-payment software.

Function

An Account Executive's role at Ramp depends on the target market they're involved with. This can be anything from commercial, to mid-market, large accounts, SMB and more.

Requirements

The following is an example of what an Account Executive working with mid-market needs.

• Minimum 4 years of quota-carrying direct SaaS sales experience in a full cycle closing role with strong prospecting, qualifying, negotiating, and closing skills
• Experience closing upwards of 20 deals a quarter, with an average deal size about 50K in ACV
• Ability to discuss Ramp's value proposition with C-level executives, finance teams, and decision makers
• Experience with outbound prospecting and conducting product demonstrations
• Consultative sales approach and comfortable leveraging analytical & quantitative skills
• Consistent track record of hitting or exceeding sales targets in a fast-paced environment
• High adaptability and understanding of change within the evolution of a startup
• Excellent verbal and written communication skills

Compensation

• The annual salary/OTE range for the target level for this role is $195,500-$230,000 (50/50 split) + target equity + benefits (including medical, dental, vision, and 401(k)

Benefits

• 100% medical, dental & vision insurance coverage for you. Partially covered for your dependents with one Medical annual membership
• 401k (including employer match on contributions made while employed by Ramp)
• Flexible PTO
• Fertility HRA (up to $5,000 per year)
• WFH stipend to support your home office needs
• Wellness stipend
• Parental Leave
• Relocation support for NY
• Pet insurance
  

Check out the careers page here or the live job description here.

2. Deel

Deel is an American payroll and compliance provider based in San Francisco, California. 

Function

An Account Executive's role at Deel is region and target market specific. It can be anything from expansion across SMB and mid-market to enterprise across Belgium & Luxembourg and North Asia as well as ASEAN.

Requirements

The following is an example of the requirements needed for an Account Executive focused on expansion in mid-market.

• Located in EMEA
• 3+ years of sales experience and client development, with a minimum of 2 years selling into EMEA
• A proven track record of developing a greenfield territory and expanding business
• SFDC proficiency
• Experience in cross-functional teams to ensure Customer Success and satisfaction
• Desire to work for a fast-paced startup and take on increasing levels of responsibility
• Fluency in German and English

Compensation

Salary is undisclosed.

Benefits

The following are listed under 'Rewards'.

• Provided computer equipment tailored to your role
• Stock grant opportunities dependent on your role, employment status and location
• Additional perks and benefits based on your employment status and country
• The flexibility of remote work, including WeWork access where available

Check out the job description here.

3. Notion

Based in California, Notion is a productivity management application.

Function

The function of an Account Executive at Notion largely depends on their focus which can be across commercial side, enterprise and mid-market. It is also region specific across Japan, DACH, South Europe and more.

Requirements

The following are examples of the requirements for an Account Executive, Commercial role based in San Francisco.

• 1-3 years of full cycle sales at a fast growing software company
• A track record of high achievement in current and previous roles hitting or exceeding quotas
• A phenomenally strong communicator
• Engaging and compelling presentation skills
• A positive and openness minded attitude
• A strong desire to be successful without sacrificing your values
• A builder mentality who thrives in collaborative environments
• An ability to operate within the gray and find creative or out-of-the-box solutions when faced with ambiguity
  

They've also listed some nice to haves, including.

• You've been an early sales hire at a fast growing start up before
• You've got strong technical chops
• Direct sales plus experience of selling through Partners
• Experience of quarterly sales planning
• New logo acquisition sales experience

Compensation

Salary is undisclosed.

Benefits

Benefits are undisclosed per role. But there are general benefits found on their careers page for all team members including:

• Medical, dental and vision
• Paid time off (flexible paid vacation)
• Personalized treatment plans for mental health and wellbeing for you and your family
• Parental leave
• Fertility coverage
• Retirement matching
• Commuter benefits
• Monthly stipend
  

Check out their careers page here or the live job description here.

4. Airtable

Airtable is a low-code platform designed to build next-gen apps.

Function

The function of an Account Executive largely depends on their focus across commercial, to strategic (involving state or local government) and mid-market. It's also region specific involving ANZ, DACH, Northern Europe and more.

Requirements

The following is an example of an extensive list of requirements for an Account Executive, Strategic (State and Local government) including the following.

• 7+ years of sales experience within Enterprise SaaS organization selling software solutions to multiple industries.
• Experience dealing with systems integrators, resellers, distributors and other partners to extend our reach in the local market
• 3+ years of working with State and Local government partners 
• A robust professional network in the Public Sector (SLG) System Integration and Services Ecosystem.
• Track record of overachieving quota 
• Experience selling to central buying/IT teams and managing stakeholders in Procurement and Legal. I (?) also develop and deepen relationships with C-level, Exec, and VP stakeholders.
• Demonstrated ability to successfully and repeatedly close 6-figure ARR deals in a competitive market 
• You have strong prospecting, account planning, and experience selling to teams.
• You have owned complex deals with named accounts (3000+ FTEs). 

Compensation

Airtable has disclosed the following compensation package for an Account Executive, Strategic (State and Local government)

Compensation awarded to successful candidates will vary based on their work location, relevant skills, and experience. Their total compensation package also includes the opportunity to receive benefits, restricted stock units, and may include incentive compensation. 

For work locations in the San Francisco Bay Area, New York City, and Los Angeles, the base salary range for this role is:

$127,500 - $166,100 USD

For all other work locations (including remote), the base salary range for this role is:

$114,750 - $149,500 USD

Benefits

Benefits are undisclosed.

Check out their careers page here or the live job description here.

5. Slack

Recently acquired by Salesforce in 2021, Slack is an instant messaging application designed for businesses.

Function

Slack's careers are tied directly with Salesforce, so to are the functions of the Account Executive. They have a regional focus as well as market specific such as for SMB and UK&I.

Requirements

Unlike the previous job description, the requirements of an Account Executive at Salesforce through Slack aren't as extensive. They've stated the following requirements for a SMB Account Executive UKI.

If you enjoy the energy of making sales and interacting with customers - you’ve come to the right place. We're seeking individuals proficient in English who have strong interpersonal and communication skills, a beginner's mentality, and the ability to work with all levels of the business. If you are open to learning, willing to achieve results, and want to work in a diverse & dynamic team, then we are looking for you.

Compensation

Salary is undisclosed.

Benefits

Benefits are under B-Well, Salesforce's holistic wellbeing and benefits program designed to help employees care. Benefits through this program are split across mental wellbeing, time off and plan to prosper categories.

For Slack: Check out their careers page here. Or search 'Slack' via Salesforce's career page here.

6. Miro

Miro is an online collaborative whiteboard platform that allows teams to work together in real time, regardless of their location.

Function

Account Executives in Miro are split across commercial, enterprise, large enterprise and strategic key accounts. It's also region specific depending on the role's location including Austin, US, Amsterdam and more.

Requirements

Below is an example of the kind of background their ideal Account Executive for large new business has.

• 3+ years of closing experience with a tech/SaaS company  
• Intimate knowledge of the European Enterprise markets
• Strong prospecting, territory planning, and team-selling experience
• Proven track record of exceeding sales quotas
• Experience in a fast-paced, dynamic environment
• Excellent verbal and written communication skills
• You are curious: always looking for an opportunity to learn, grow and give/receive feedback
• Spanish, Italian OR Polish speaker preferred

Compensation

Salary is undisclosed. Only mentions competitive equity package.

Benefits

The following are listed as the benefits for an Account Executive for large new business

• Medical insurance coverage
• Lunch, snacks and drinks provided in the office
• Wellbeing benefit and WFH equipment allowance
• Annual learning and development allowance to grow your skills and career
• Travel allowance for your commute
• Opportunity to work for a globally diverse team
• Inspiring workplace in the heart of Amsterdam
  

Check out their careers page here or check out the live role for an Account Executive for large new business here.

7. Zoom

Zoom is a video software company developed by Zoom Video Communications.

Function

An Account Executive at Zoom is split across a few functions including commercial, SMB, enterprise, mass market, mid-market, upmarket and named account. It's also dependent on regions such as Japan, France, UK, Seoul, Saudi Arabia and more.

Requirements

For an Account Executive Mid-Market UK, Zoom typically look for the following experience.

• Have some great Account Executive experience in a Technology company
• Have direct SaaS/Cloud or web conferencing solutions selling experience, as well as outbound sales experience
• Be able to demonstrate excellent presentations skill with the ability to build relevant, strategic messaging
• Have business forecasting, pipeline development, and management skills, with a record of closed sales and client satisfaction
• Be detail oriented, organised, ethical, responsible, and self-motivated
• Have excellent Internet research skills with excellent PC literacy [Excel, Outlook, Word, PowerPoint]and Salesforce CRM experience
• Have excellent verbal skills, speaking English at a high professional level, with consultative professional business acumen

Compensation

Salary is undisclosed.

Benefits

Zoom employees get access to their benefits program which includes a variety of perks, benefits, and options to help employees maintain their physical, mental, emotional, and financial health; support work-life balance; and contribute to their community in meaningful ways.

Check out their careers page here or the job description here.

8. HubSpot

HubSpot is a customer relationship management platform designed for for inbound marketing, sales, and customer service.

Function

Account Executives at HubSpot typically look at mid-market and small business. It's also regional specific across several locations including Colombia, Germany, Ireland and France.

Requirements

There are a few requirements for an Account Executive Nordics role including the following.

• Candidates must be based in the Republic of Ireland to be considered for a remote opportunity
• 1-3 years of Closing Sales experience
• Fluency in English, (Nordic Language or Market Exposure preferred but not essential)
• Unmatched consultative selling and closing skills
• Accurate forecasting and pipeline management
• Track record of being a high performer (e.g. over quota, President's Club)
• A sharp focus on your goals and a strong approach for achieving them

Compensation

Salary is undisclosed.

Benefits

The benefits listed are as follows.

• Generous remuneration
• Interactive employee training and onboarding 
• An education allowance up to €4,000 per annum
• Pension
• Health Insurance
• Life Assurance (x4 times your annual salary)
• Long term illness cover
• Free breakfast and lunch catered on-site
• 25 days holidays
• On-site gym and fitness workshops
• Amazing colleagues to learn from and enjoy company social outings, parties, and events

Check out their careers page here or job description here.

9. ClickUp

ClickUp is an all-in-one project management software with features such as tasks, whiteboards, and document collaboration.

Function

An Account Executive at ClickUp typically focuses on either commercial, SMB and enterprise. They're also regionally focussed depending on the role's location which includes Ireland, UK and Australia.

Requirements

For an Account Executive focussed on commercial, the following qualifications are required.

• 2-5+ years of relevant sales experience, preferably in all sales cycles, from converting net new prospects to growing and retaining existing customers at a smb-market level.
• 2-5+ years of SaaS sales cycle experience.
• Excellent written, verbal, and presentation skills.
• Process-driven with diligent attention to detail.
• Experience with completing and leading Requests for Information or Requests for Quotes.
• We work a lot and love it, you LOVE work as much as we do, and can dedicate your life to this while it gets off the ground.

There are also desirable requirements such as the following.

• Experience with project management software or other productivity tools.
• Some exposure to Customer Service and Technical Support processes, and sending responses quickly.
• MEDDICC or MEDDPICC Trained is highly desirable

Compensation

Salary is undisclosed.

Benefits

General benefits for ClickUp employees include:

• Paid time off
• Remote and hybrid work environments
• Sabbatical program
• Professional development
• Health plans
• Wellness programs
• Paid parental leave
• Teammate recognition awards
• Retirement pot contribution
  

Check out their careers page here or job description here.

10. Rippling

Rippling is an all-in-one HR software based in the UK.

Function

Account Executives at Rippling generally work across SMB, mid-market including cross sales, enterprise and broker channel. It can get product specific between payroll and Rippling Spend, and also depends on the the location of the roles which typically includes Ireland, California, New York, India and more.

Requirements

The following requirements is a typical example for an Account Executive focused on global payroll for SMBs.

• BA/BS Degree
• 1+ years closing experience, particularly in SaaS markets selling B2B
• Experience carrying a $1M+ annual quota
• Experience of success (top 10% of sales org) 
• Experience selling HRIS/HCM, payroll, or global payroll products
• Ability to thrive in a fast paced environment
• Excellent communication required - Fluent English  
• Nice to have - additional European Languages - German, Dutch, French, Swedish, Norwegian, Finish etc

Compensation 

Salary is undisclosed. But they offer competitive On-Target Earnings (base salary + sales commission) + benefits + equity. On-Target Earnings for employees will be 50/50 commission split for base/variable pay but commission is not gauranteed.

Benefits

Benefits are not disclosed.

Check out their careers page here or job description here.

11. Mercury

Mercury is a fintech company that provides banking services to early stage startups.

Function

An Account Executive at Mercury typically works cross-functionally with other teams including underwriters and the partnerships team.

Requirements

The following is an example of the requirements needed for an Account Executive focused on ECommerce.

• Have 1-2 years of closing experience.
• Experience working with capital products and eCommerce companies preferred.
• Existing relationships with a portfolio of eCommerce founders preferred. 
• Experience negotiating contracts preferred.
• Comfortable building a pipeline of high-quality prospects.
• Be highly autonomous in building and executing on sales pipeline.
• Understand the inputs of good sales discovery.
• Have a strong product sense.
• Work well as part of a team and uplevelling your teammates.
• Communicate complicated ideas with clarity and precision.
• Enjoy learning about companies with complex business challenges.
• Be passionate about fintech and ecommerce.
• Have experience with the MEDDICC sales methodology, preferred but not required.

Compensation

A specific salary package isn't listed. However, they have shared their target new hire base salary ranges for this role which are the following:

• US employees in New York City, Los Angeles, Seattle, or the San Francisco Bay Area: $130,000 - 162,500
• US employees outside of New York City, Los Angeles, Seattle, or the San Francisco Bay Area: $117,000 - 146,300
• Canadian employees (any location): CAD 118,300 - 147,900

Benefits

Mercury employees typically get the following benefits.

• Health, dental, and vision
• 12+ weeks of paid parental leave
• $600 custom work-from-home equipment setup
• Annual $1K learning & development budget
• Paid 6-week sabbatical after the 5-year mark
• Weekly $100 food budget
  

Check out their careers page here or job description here.

12. Brex

Brex is a financial services company that offers corporate credit cards and cash management accounts to tech companies.  

Function

An Account Executive at Brex typically focuses on the Growth and Mid-Market segments. The sales team at Brex focuses on upmarket sales.

Requirements

The following are typical requirements for an Account Executive at Brex.

• High-performing SDR/BDR background
• 1+ years of B2B SAAS closing experience, preferably in a hunter role 
• Familiarity selling SAAS products/solutions and effectively communicating the value/ROI
• Consistent quota attainment and track record of being a top 10% performer
• Bachelor’s degree preferred
• Must be willing to work in office 2 days per week on Wednesday and Thursday

Compensation

$132,888 - $166,110. Depending on the candidate’s location, skills, experience, market demands, and internal pay parity.

Benefits

Benefits for Brex employees are split across self care, money, rest and hybrid. It includes the following.

• Health, dental, and vision
• One Medical
• Spring Health mental wellbeing
• Calm Membership
• Competitive compensation with an annual comp cycle, equity, 401(k) plan, and more
• Generous PTO if full time, paid holidays, company weeks off, and parental leave
• Designated in-office collaboration days, lunches and events
• Team and company offsites, 4 fully remote weeks, commuter benefits and a monthly stipend.
  

Check out their careers page here or job description here.

13. Stripe

Stripe is a multinational financial services company.

Function

An Account Executive at Stripe typically works across existing business, billing and tax for mid market, enterprise, SMB and startups. There's also a Digital Native team that has a focus on growth and expansion of Stripe’s large and fast growing clients such as B2C marketplaces.

Requirements

For an Account Executive on the Digital Native team, the following is listed as typical minimum requirements.

• 10+ years of sales experience, preferably selling a technical product, with a track record of top performance
• Ability to understand technical requirements and craft solutions across multiple products
• Ability to develop and execute account plans spanning multiple business units across complex organizations
• A knack for working well with a wide range of people, both internally and externally
• Strong presentation skills, particularly for in-person meetings with multiple stakeholders
• Proven ability to lead complex negotiations involving bespoke commercial agreements
• Superior verbal and written communication skills
• Ability to operate in a highly ambiguous and fast-paced environment
• Strong interest in technology and a deep understanding of the space

Compensation

$295,700 - $443,500. However for sales roles, the range provided is the role’s On Target Earnings ("OTE") range, meaning that the range includes both the sales commissions/sales bonuses target and annual base salary for the role. 

Benefits

Stripe employees benefit from the following.

• Equity
• Company bonus or sales commissions/bonuses
• 401(k) plan
• Medical, dental, and vision benefits
• Wellness stipends.

Check out their careers page here or job description here.

14. Retool

Retool is a platform that allows businesses to build internal applications.

Function

An Account Executive at Retool typically works across enterprise, growth and mid-market.

Requirements

An Account Executive focused on enterprise at Retool typically needs the following experience.

• Experience hitting quota of $1M+ of ARR per year
• A track record of success in driving consistent activity, pipeline development, and quota achievement
• 5-8+ years of sales experience preferred with an emphasis on developer tools, cloud infrastructure, databases, and/or business intelligence
• A solution-based approach to selling and the ability to manage a complex sales process.
• Excellent presentation and listening skills, organization, and contact management capabilities
• A hands-on approach to learning technical concepts and leading technical discussions with stakeholders of all levels

Compensation

Candidates based in the US are subject to three geographic pay zones which represent base salary range for non-commissionable roles or on-target earnings (OTE) for commissionable roles.

Tier 1: $24,600—$350,000

Tier 2: $209,600—$297,600

Tier 3: $172,600—$245,000

Benefits

Employees at Retool typically get the following benefits.

• Healthcare plans including flexible, competitive options for medical, vision, dental, life insurance, and disability benefits.
• Fully snack-stocked kitchens provided at our San Francisco and New York offices
• $1,200 annual stipend that can be utilized for all learning-related expenses, including books, conferences, classes, and more
• Family planning services, generous paid parental leave for new parents, and a remarkable $10,000 lifetime benefit towards fertility support
• Unlimited PTO and a 4 week Work From Anywhere policy
• Enrollment and matching up to 4% for our US-based employees for retirement
• Wellbeing perks and memberships
  

Check out their careers page here or the job description here.

Conclusion

The role of the Account Executive remains crucial in driving business growth and maintaining competitive advantage across B2B SaaS marketing. The best B2B SaaS sales teams have revealed the need for Account Executives to have a blend of sales acumen, customer relationship management, and technical proficiency. This is especially the case for AEs responsible for driving high SaaS growth. Companies are increasingly seeking candidates with a strong understanding of their specific industry and the ability to drive revenue through strategic partnerships and navigating a complex customer base, as well as working closely with the marketing team. The analysis also highlights the importance of adaptability and digital skills including email marketing and inbound marketing as well as content marketing, reflecting the growing trend towards remote work and digital transformation.

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