Account Executive Career Development Framework
| Account Executive Career Levels V2 | |||||
| Job Level | Commercial (P2) (not in use) | Mid-market (P3) | Enterprise (P4) | Sr. Enterprise (P5) | Strategic (P6) |
| Competency Execution | Skill: Knows and understands key competencies, but is more task-oriented, and continuing to develop. Is gaining independence in managing Account Teams. Drives deal execution with very regular assistance from leadership. Deal complexity is primarily low and volume high.
Meeting Expectations (Rating 3+) across majority of competencies. May Need Improvement in those that are more complex, particularly when new in role. Mentors SDRs on moving into a closing role. |
Skill: Self-aligns surrounding team around Commercial Level deals and has solid knowledge of advance selling techniques. Drives deal execution with frequent assistance from leadership. Deal complexity is primarily medium and volume high.
Meeting Expectations (Rating 3+) across majority of competencies. May Need Improvement in those that are more complex, particularly when new in role. Mentors AE2s and brings new ideas to the Commercial Team. |
Skill: Self-aligns surrounding team around Mid-Enterprise deals and consistently executes on some advanced selling techniques. Drives deal execution with regular assistance from leadership. Deal complexity is a blend of medium and high.
Meeting Expectations (Rating 3+) or exceeding across majority of competencies. May be an Expert in others, most likely when preparing for a P5 promotion. Mentors AE3s and brings new ideas and approaches to the Commercial team. |
Skill: Self orchestrates multi-functional internal account teams around Enterprise Deals. Masters several advanced selling techniques. Drives deal execution with occasional assistance from leadership. Deal complexity is higher, with prioritization into large account expansion.
Expert across majority of competencies (Rating 2+), Meeting Expectations in all others. Mentors AE3-5 and brings new ideas and approaches to the Enterprise team. |
Skill: Self orchestrates multi-functional internal teams to drive highly strategic deals with the largest, most complex enterprise accounts. Considered a master of advanced selling techniques. Drives deal execution with minimum assistance from leadership. Deal complexity is higher, with prioritization into large account expansion.
Expert across all or majority of competencies (Rating 2+) Drives cross-functional alignment and enablement to win and retain our largest strategic accounts. And takes part in company-wide initiatives. |
| Territory Profile | N/A | Most number of overall accounts.
Nearly all accounts fall into the “Mid-Market” (1.5k - 4.5k employees) profile. Some accounts in “Small Enterprise” (4.5k - 9k). No “Large Enterprise” or “Strategic” accounts. |
Second most number of overall accounts.
Most accounts fall into the “Small Enterprise” (4.5k - 9k employees) profile. Fewer accounts fall into the “Large Enterprise” (9k - 30k employees) profile. May contain some accounts in the “Mid-market” (1.5k - 4.5k) profile. Territory may include “Strategic” profile accounts, but these are exceptions. |
Second fewest overall accounts.
Most accounts fall into the “Large Enterprise” profile (10k - 30k employees). Fewer accounts fall into the “Strategic” (30k+ employees) profile. Fewest accounts fall into the “Small Enterprise” (4.5k - 9k employees) profile. Territory may include “Mid-Market” profile accounts, but these are exceptions.* |
Fewest overall accounts.
Most accounts fall into the “Strategic” Territory Profile (30k+ employees). Fewer accounts fall into the “Large Enterprise” Territory Profile (10K+ employees). Fewest accounts in “Small Enterprise”, and must be rationalized on the basis of tenure within the company or account-specific advantages of assignment. No accounts in the “Mid-Market” (1.5k - 4.5k employees) profile. |
| Promotion Eligibility (to the next level) | N/A | combined two year attainment above 100% or Full-year 120% in the most recent year | combined two year attainment above 100% or Full-year 120% in the most recent year | combined two year attainment above 100% or Full-year 120% in the most recent year | combined two year attainment above 100% or Full-year 120% in the most recent year |
| Quota Target | N/A | $885K; New Logos: 8; 95% Renewal Target | $1.154M; New Logos: 8; 95% Renewal Target | $1.269M; New Logos: 8; 95% Renewal Target | $1.385M; New Logos: 8; 95% Renewal Target |
| Impact Review Rating | N/A | Must have “3” rating or above in Impact Review Process | Must have “3” rating or above in Impact Review Process | Must have “3” rating or above in Impact Review Process | Must have “3” rating or above Impact Review Process |