Enterprise Account Executive Job Description Template - 2025 Guide

An Enterprise Account Executive drives revenue growth by managing and expanding relationships with large enterprise clients, typically companies with 1,000+ employees or $100M+ annual revenue. This strategic sales role requires expertise in complex B2B sales cycles, C-suite engagement, and solution-based selling to deliver significant business impact.

Key Highlights

• Revenue Impact: Own $2-10M+ annual quota with average deal sizes of $100K-$500K+
• Enterprise Focus: Manage 15-25 strategic accounts with complex organizational structures
• Sales Cycle: Navigate 6-18 month enterprise sales cycles with multiple stakeholders
• C-Suite Access: Regular engagement with executives, VPs, and senior decision-makers
• Strategic Partnership: Act as trusted advisor for digital transformation and business growth
• Cross-Functional: Collaborate with solution engineers, customer success, and product teams

Why This Role Matters

Enterprise Account Executives serve as the primary revenue drivers for organizations targeting large enterprise customers. They bridge the gap between complex business challenges and sophisticated solutions, requiring deep industry knowledge, relationship-building expertise, and strategic thinking. Success in this role directly impacts company growth, market expansion, and long-term customer partnerships.

In today's competitive enterprise landscape, these professionals must navigate increasingly complex procurement processes, demonstrate clear ROI, and build consensus among diverse stakeholder groups. The role demands both hunting new opportunities within existing accounts and defending against competitive threats while expanding solution footprint.

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Job Description Template

About the Role

We're seeking an experienced Enterprise Account Executive to drive revenue growth within our most strategic customer accounts. You'll own relationships with enterprise clients, identify expansion opportunities, and execute complex sales strategies that deliver measurable business outcomes. This role requires a consultative approach, deep industry expertise, and the ability to navigate sophisticated organizational structures.

As our Enterprise Account Executive, you'll serve as the primary point of contact for C-suite executives and senior leaders, positioning our solutions as critical enablers of business transformation. You'll work closely with internal teams including solution engineering, customer success, and product management to ensure seamless customer experiences and successful implementations.

This position offers significant growth potential and the opportunity to shape our enterprise go-to-market strategy while working with industry-leading organizations across diverse sectors.

Key Responsibilities

• Account Planning & Strategy: Develop comprehensive account plans for 15-25 enterprise clients, identifying growth opportunities, competitive threats, and strategic initiatives aligned with customer business objectives

• Revenue Generation: Achieve annual quota of $2-10M+ through new business development, account expansion, and contract renewals with average deal sizes exceeding $100K

• Stakeholder Management: Build and maintain relationships with C-suite executives, VPs, and department heads across multiple business units and geographies

• Solution Selling: Conduct needs assessments, present complex solutions, and articulate value propositions that address specific enterprise challenges and strategic priorities

• Sales Process Management: Lead enterprise sales cycles from opportunity identification through contract execution, managing proposals, negotiations, and procurement processes

• Competitive Positioning: Monitor competitive landscape, develop competitive strategies, and position solutions effectively against enterprise-grade alternatives

• Cross-Functional Collaboration: Partner with solution engineers, customer success managers, and product specialists to deliver compelling demonstrations and proof-of-concepts

• Pipeline Management: Maintain accurate forecasting and opportunity management using CRM systems, providing regular reporting on account health and revenue projections

• Market Intelligence: Gather customer feedback, market insights, and competitive intelligence to inform product development and go-to-market strategies

• Customer Advocacy: Facilitate customer references, case studies, and speaking opportunities that support broader marketing and sales initiatives

Requirements

Must-Have Qualifications:

• Bachelor's degree in Business, Marketing, or related field; MBA preferred
• 5-8 years of enterprise B2B sales experience with proven track record of quota achievement
• Experience managing enterprise accounts with $100M+ annual revenue or 1,000+ employees
• Demonstrated success with complex sales cycles (6-18 months) and large deal sizes ($100K+)
• Strong relationships with C-suite executives and senior enterprise leaders
• Proficiency with CRM systems (Salesforce, HubSpot) and sales engagement platforms
• Excellent presentation, negotiation, and communication skills
• Industry knowledge relevant to target market (technology, financial services, healthcare, etc.)

Nice-to-Have Qualifications:

• Previous experience in SaaS, cloud technologies, or enterprise software
• Track record of consistently exceeding quota by 110%+ over multiple years
• Experience with solution selling methodologies (MEDDIC, Challenger Sale, SPIN)
• Existing network of enterprise contacts and relationships
• Graduate degree or professional sales certifications

What We Offer

Compensation Package:

• Base salary: $120,000-$180,000 depending on experience and location
• Variable compensation: $120,000-$200,000 based on quota achievement
• Total earning potential: $240,000-$380,000 with accelerators for over-achievement
• Equity participation with high-growth potential

Benefits & Perks:

• Comprehensive health, dental, and vision insurance
• 401(k) with company matching up to 6%
• Flexible PTO and sabbatical options
• $5,000 annual professional development budget
• Top-tier sales tools and technology stack
• Quarterly team events and annual sales kickoff

Growth Opportunities:

• Clear path to Senior Enterprise AE and Sales Management roles
• Mentorship from seasoned enterprise sales leaders
• Access to executive leadership and strategic planning sessions
• Opportunity to influence product roadmap and go-to-market strategy

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Context Variations

Corporate Environment Adaptation

Large corporations typically require more formal processes, compliance awareness, and integration with existing enterprise systems. Emphasize experience with procurement processes, vendor management, and enterprise security requirements. Highlight ability to navigate complex approval chains and work within structured corporate environments.

Startup Environment Adaptation

High-growth startups need enterprise AEs who can build processes while executing. Focus on entrepreneurial mindset, adaptability, and comfort with ambiguity. Emphasize experience building enterprise sales programs from the ground up and ability to wear multiple hats while maintaining focus on large deal execution.

Remote/Hybrid Environment Adaptation

Remote enterprise sales requires exceptional digital relationship-building skills and virtual presentation capabilities. Highlight experience with video-first selling, digital collaboration tools, and ability to build trust remotely. Include requirements for home office setup and travel expectations for in-person customer meetings.

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Industry Considerations

Industry	Key Requirements	Unique Factors
Technology/SaaS	Technical aptitude, understanding of cloud/digital transformation	Rapid product evolution, integration complexity
Financial Services	Regulatory knowledge, risk management focus	Compliance requirements, long procurement cycles
Healthcare	HIPAA compliance, clinical workflow understanding	Patient safety impact, complex stakeholder groups
Manufacturing	Operations knowledge, industrial IoT experience	Capital expenditure processes, ROI measurement
Retail/E-commerce	Customer experience focus, omnichannel understanding	Seasonal buying patterns, fast implementation needs
Government/Public	Security clearance potential, public sector experience	Budget cycles, proposal requirements, transparency

Additional Industry-Specific Requirements:

Industry	Certifications	Special Skills	Typical Sales Cycle
Energy/Utilities	NERC compliance knowledge	Understanding of grid operations, renewable energy	12-24 months
Aerospace/Defense	Security clearance eligibility	Government contracting experience, ITAR compliance	18-36 months
Education	FERPA compliance understanding	K-12 or higher education experience	6-18 months
Transportation/Logistics	DOT regulations knowledge	Supply chain optimization understanding	9-18 months

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Compensation Guide

Salary Information

National Average Total Compensation: $240,000-$380,000

• Base Salary: $120,000-$180,000
• Variable/Commission: $120,000-$200,000
• At-target earnings typically represent 60-70% achievement

Regional Variations

Metro Area	Base Salary Range	Total Comp Range	Market Premium
San Francisco Bay Area	$140,000-$200,000	$280,000-$420,000	+25-30%
New York City	$135,000-$195,000	$270,000-$410,000	+20-25%
Boston	$130,000-$185,000	$260,000-$390,000	+15-20%
Chicago	$125,000-$175,000	$250,000-$370,000	+10-15%
Atlanta	$120,000-$170,000	$240,000-$360,000	Baseline
Dallas	$125,000-$175,000	$250,000-$370,000	+10-15%
Seattle	$135,000-$190,000	$270,000-$400,000	+20-25%
Los Angeles	$130,000-$185,000	$260,000-$390,000	+15-20%

Company Size Impact

Company Size	Base Salary Adjustment	Variable Comp Adjustment	Equity Component
Startups (< 100 employees)	-10-20%	+20-30%	High equity upside
Scale-ups (100-1000 employees)	Baseline	+10-15%	Moderate equity
Mid-market (1000-5000 employees)	+5-10%	Baseline	Limited equity
Enterprise (5000+ employees)	+10-20%	-5-10%	Minimal equity

Factors Affecting Compensation:

• Industry vertical and average deal sizes
• Individual quota and historical performance
• Company stage and funding status
• Geographic location and cost of living
• Years of enterprise sales experience
• Existing customer relationships and network

Salary data sourced from RepVue, Glassdoor, and industry compensation surveys (2024-2025)

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Interview Questions

Technical/Functional Questions

1. Account Strategy: "Walk me through how you would develop a strategic account plan for a Fortune 500 company in your first 90 days."

   • Evaluation Focus: Strategic planning, methodical approach, stakeholder identification

2. Deal Management: "Describe your largest enterprise deal. What was the sales cycle, key stakeholders, and how did you navigate obstacles?"

   • Evaluation Focus: Deal complexity management, problem-solving, persistence

3. Competitive Positioning: "How do you handle situations where you're competing against incumbent vendors with existing relationships?"

   • Evaluation Focus: Competitive strategy, differentiation, relationship building

4. Stakeholder Management: "Tell me about a time you had to build consensus among conflicting stakeholders in a complex enterprise sale."

   • Evaluation Focus: Political navigation, consensus building, communication

5. Value Selling: "How do you quantify and present ROI to C-suite executives when selling enterprise solutions?"

   • Evaluation Focus: Business acumen, executive presence, analytical skills

6. Pipeline Management: "What's your approach to forecasting accuracy and how do you maintain pipeline hygiene?"

   • Evaluation Focus: Process discipline, analytical rigor, predictability

7. Solution Selling: "Describe your process for conducting needs assessments with enterprise prospects."

   • Evaluation Focus: Discovery methodology, consultative approach, business understanding

8. Negotiation: "Walk me through a complex enterprise negotiation and how you achieved a win-win outcome."

   • Evaluation Focus: Negotiation skills, strategic thinking, relationship preservation

Behavioral Questions (STAR Method)

9. Relationship Building: "Tell me about a time you turned a skeptical enterprise stakeholder into a champion."

   • Evaluation Focus: Relationship building, influence, persistence

10. Resilience: "Describe a situation where you lost a major enterprise deal. How did you handle it and what did you learn?"

    • Evaluation Focus: Resilience, learning agility, professional maturity

11. Collaboration: "Give me an example of when you had to work with internal teams to solve a complex customer challenge."

    • Evaluation Focus: Cross-functional collaboration, problem-solving, teamwork

12. Problem Solving: "Tell me about a time when standard solutions weren't working for an enterprise client. How did you adapt?"

    • Evaluation Focus: Adaptability, creativity, customer focus

13. Leadership: "Describe a situation where you had to influence without authority to move a deal forward."

    • Evaluation Focus: Leadership, influence, project management

14. Customer Focus: "Share an example of when you went above and beyond for an enterprise customer."

    • Evaluation Focus: Customer service, initiative, value creation

Culture Fit Questions

15. Growth Mindset: "How do you stay current with industry trends and continuously improve your sales approach?"

    • Evaluation Focus: Continuous learning, industry engagement, self-development

16. Team Dynamics: "What role do you typically play in sales team environments and cross-functional projects?"

    • Evaluation Focus: Team collaboration, leadership style, cultural fit

17. Work Style: "How do you balance the demands of multiple enterprise accounts while maintaining attention to detail?"

    • Evaluation Focus: Time management, organizational skills, quality focus

18. Motivation: "What aspects of enterprise sales energize you most, and what do you find most challenging?"

    • Evaluation Focus: Intrinsic motivation, self-awareness, job fit

Technical Competency Assessment

Skill Area	Assessment Method	Key Indicators
CRM Proficiency	Practical demonstration	Data hygiene, reporting, automation usage
Presentation Skills	Mock presentation	Executive presence, clarity, engagement
Industry Knowledge	Scenario-based questions	Market understanding, trends awareness
Sales Methodology	Process walkthrough	Systematic approach, best practices

Evaluation Tips: Look for specific examples with quantifiable results, evidence of strategic thinking, and ability to build relationships across organizational levels. Strong candidates will demonstrate resilience, adaptability, and genuine customer focus while showing progression in deal size and complexity over their career.

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Hiring Tips

Quick Sourcing Guide

Top Sourcing Platforms:

Platform	Effectiveness	Best For	Cost Range	Quality Score
LinkedIn Sales Navigator	⭐⭐⭐⭐⭐	Experienced enterprise AEs, passive candidates	$$$	9.2/10
ZoomInfo/Apollo	⭐⭐⭐⭐	Identifying AEs at target companies	$$$	8.5/10
RepVue	⭐⭐⭐⭐	Sales talent with compensation transparency	$$	8.8/10
AngelList	⭐⭐⭐	Startup-focused enterprise AEs	$	7.5/10
Sales Recruiters	⭐⭐⭐⭐⭐	Specialized networks, hard-to-fill roles	\(\)	9.0/10

Professional Communities:

• Revenue Collective: Exclusive community for enterprise sales leaders and professionals
• Sales Hacker Community: Active network of B2B sales professionals and thought leaders
• Modern Sales Pros: Slack community focused on contemporary sales approaches
• Women Sales Pros: Professional network for women in enterprise sales roles
• Industry associations: Leverage vertical-specific groups (e.g., HR Tech, MarTech, FinTech)

Posting Optimization:

Element	Best Practice	Impact on Applications
Title	Include "Enterprise" + specific industry/vertical	+40% qualified candidates
Compensation	List OTE range and quota size	+60% application quality
Deal Context	Mention average deal size and sales cycle	+35% role clarity
Benefits	Highlight unique perks and growth opportunities	+25% candidate interest
Requirements	Separate must-have vs. nice-to-have clearly	+30% qualified applicants

Red Flags to Avoid

Critical Warning Signs:

Red Flag Category	Specific Indicators	Impact on Performance
Quota Achievement	Cannot articulate specific quota performance	High probability of underperformance
Deal Size Mismatch	Experience primarily with SMB/mid-market deals	Extended ramp time, potential failure
Stakeholder Level	Limited C-suite engagement experience	Difficulty in enterprise environments
Sales Cycle Misalignment	Inexperience with 6+ month cycles	Impatience, poor long-term relationship building
Industry Misalignment	No relevant industry knowledge or transferable skills	Steep learning curve, credibility issues
Reference Issues	Reluctance to provide enterprise customer references	Potential relationship or performance problems

Interview Performance Red Flags:

• Inability to provide specific examples of enterprise deal management
• Blaming external factors for missed targets without self-reflection
• Poor preparation or lack of research about your company and industry
• Aggressive or pushy behavior that would alienate enterprise stakeholders
• Unrealistic compensation expectations not aligned with market rates
• Lack of strategic thinking or focus only on transactional activities

Recruitment Timeline

Phase	Duration	Key Activities	Success Metrics
Job Posting	2-3 weeks	Multi-platform posting, sourcing outreach	50+ applications, 15+ qualified
Initial Screening	1-2 weeks	Phone screens, basic qualification	8-10 candidates for first round
First Round Interviews	2 weeks	Hiring manager + peer interviews	3-5 candidates for final round
Final Round	1 week	Executive interviews, reference checks	1-2 final candidates
Decision & Offer	3-5 days	Internal decision, offer negotiation	Accepted offer

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FAQ Section

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Final Implementation Notes

This Enterprise Account Executive job description template provides a comprehensive framework for hiring top-tier enterprise sales talent. The role demands a unique combination of strategic thinking, relationship building expertise, and execution capabilities that directly impact organizational growth and market expansion.

Key Customization Areas:

• Adjust quota ranges based on your specific market and pricing model
• Modify industry requirements to match your target verticals
• Customize compensation ranges for your geographic market
• Tailor the interview questions to assess your specific solution complexity
• Adapt the sourcing strategy based on your company stage and resources

Success Factors:

• Clearly define your ideal customer profile and account characteristics
• Establish realistic but challenging quotas based on market opportunity
• Provide comprehensive onboarding and ongoing support resources
• Create clear career progression paths to retain top talent
• Foster a collaborative culture that supports complex deal management

The most successful Enterprise Account Executives combine deep business acumen with genuine relationship-building skills, serving as trusted advisors who help enterprise customers achieve their strategic objectives while driving predictable revenue growth for your organization.

Last updated: January 2025 Data sources: RepVue, Glassdoor, industry surveys, and market research