As an account executive, you’re responsible for managing your pipeline to drive new business growth. Whether you’re in a SaaS or B2B company, your role requires a mix of sales expertise and prospecting skills to convert leads into paying customers. You’re also responsible for delivering high-quality product demos, which require deep domain knowledge and empathy to understand prospects’ pain points and propose helpful solutions.

While the “your pipeline is your lifeline” saying might be a bit cliche, it’s important for an AE to maintain a steady flow of qualified opportunities. One of the best ways to do so is through implementing sales technology. AEs use tools to streamline the process of scheduling meetings, recording demos, and preparing quotes, which helps them close deals more quickly.

Another essential skill for an AE is patience. It can take months or even years to secure a deal, particularly in enterprise-level deals. That’s why AEs are always looking for ways to make clients feel valued throughout the process, including by upselling or cross-selling additional products or services.

Finally, AEs are also often responsible for mentoring and coaching junior sales reps. This is a great way to keep the talent in-house and help nurture the next generation of AEs, who can learn from their mentors while applying their own skills to new challenges. The more successful AEs are at their roles, the easier it is for the SDRs to succeed too. This is why SDRs and AEs should work closely together, sharing their expertise to support each other’s efforts.