Dear SaaStr: What Makes for a Great AE?
A good AE (Account Executive) is someone who can consistently close deals, hit quota, and build strong relationships with customers.
But at the core, a great AE has a few standout traits:
1. Product Mastery:
They know your product inside and out. They can demo it, answer tough questions, and position it as the solution to the customer’s problem. This is especially critical in B2B, where customers expect AEs to be experts. I’ve seen AEs who came from unconventional backgrounds—like selling juice or boat tours—excel because they were obsessive about learning the product and understanding the customer’s needs.
2. High Velocity and Efficiency, Especially for SMB Sales
A great AE can handle a high volume of deals without sacrificing quality. For example, at Gorgias, their AEs were closing 30-40 deals per month by leveraging automation and tools to streamline their workflow. They focused on delivering high-quality demos and follow-ups to move prospects through the funnel quickly.
3. Data-Driven and Coachable. Don’t Just Want Run Playbook For Their Last Gig.
They don’t rely on gut instinct alone. They use data to refine their approach and are open to feedback. Sales is a repeatable process, and the best AEs constantly look for ways to improve their performance based on metrics and coaching.
4. Customer-Centric. They Don’t Ghost The Day The Deal is Signed.
They genuinely care about solving the customer’s problem, not just closing the deal. This builds trust and leads to better long-term relationships, which is critical for SaaS businesses where renewals and upsells drive growth.
5. Resilience and Drive. It’s Even Harder Without a Brand to Sell Behind.
Sales is tough. A great AE doesn’t get discouraged by rejection and keeps pushing to hit their goals. They’re self-motivated and thrive in a competitive environment.
If you’re hiring, look for these traits during the interview process. Ask candidates about their past performance, how they’ve handled challenging deals, and how they approach learning a new product. And if you’re building a team, invest in tools and training to help your AEs succeed.
More here:
