Sales & Retail career

Account Executive

Also called: B2B Sales Representative · Sales Representative (Services) · Business Development Representative · Inside Sales Representative

What account executives do, what they earn, how long training takes and how to get started, with official BLS pay data and practical, job-level detail.

Updated By the Career Education Institute Curriculum Team
What does an account executive do?

Sales representatives of services sell business services such as software, telecommunications, staffing, security and marketing, managing the sales process from prospecting to close. The median pay is $69,990 per year (BLS, May 2025), most people train for about 1–6 months, and employment is projected to grow +2.7% from 2025–35.

Pay data: BLS OEWS, May 2025 · Outlook: BLS 2025–35 · Checked October 15, 2026

  • Median pay
    $69,990
    $33.65/hour · May 2025
  • Job growth
    +2.7%
    2025–35, about as fast as average
  • Openings per year
    115,700
    Average, 2025–35
  • Typical entry education
    High school diploma or equivalent
    BLS classification
  • Time to train
    1–6 months
    Typical program length
  • U.S. jobs
    1,272,700
    Employment, 2025

What account executives do

Account executives sell services to businesses. They research prospects, make calls and send emails, run discovery meetings and demos, write proposals, negotiate and close deals, then grow accounts with renewals and upsells. Many start as sales development representatives booking meetings for senior reps.

No degree is strictly required, though many reps have one. Communication, persistence and organization matter most. Pay usually combines base salary and commission, with strong earning potential in software and technology.

Typical duties

  • Prospect and qualify leads
  • Run discovery calls and demos
  • Write proposals and quotes
  • Negotiate and close deals
  • Manage a pipeline in CRM
  • Grow existing accounts
  • Hit monthly and quarterly quotas

Work environment and schedule

Account executives work in offices or remotely, on phones and video calls, with some travel for field sales roles.

Schedule: Most work full-time, with extra hours at the end of quarters.

A day in the life

  1. Review the pipeline and plan the day’s priorities.
  2. Make prospecting calls and send personalized emails.
  3. Run a discovery call with a potential client.
  4. Demo the product to a buying committee.

See a full day in the life of an account executive →

Account Executive salary

Half of account executives earned more than $69,990 and half earned less in May 2025. Pay ranged from about $37,980 for the lowest 10% to $148,840 for the top 10%.

Full account executive pay scale and hourly rates →

How to become an account executive

  1. Build communication skills
  2. Start as an SDR
  3. Learn the product
  4. Become an account executive
  5. Advance

A high school diploma is the minimum, and many employers prefer a bachelor’s degree. Sales training and product knowledge are learned on the job.

Step-by-step guide to becoming an account executive →

Skills and tools

Technical skills

  • Prospecting
  • Discovery and qualification
  • Product demos
  • Negotiation
  • CRM management

People skills

  • Persistence
  • Listening
  • Communication
  • Resilience

All account executive skills and tools →

Pros and cons

Pros

  • High earning potential
  • Remote-friendly roles
  • No degree required for many jobs
  • Clear career ladder

Cons

  • Quota pressure
  • Rejection
  • Income can vary
  • End-of-quarter crunch

Certifications and licenses

  • HubSpot Sales Software certification: CRM and sales training.
  • Salesforce certifications: CRM administration and sales cloud credentials.
  • Certified Sales Professional (CSP): National Association of Sales Professionals credential.
  • Sales methodology training: Programs such as MEDDIC or Challenger.

Career path

  1. Sales Development Representative: Book meetings.
  2. Account Executive: Close deals.
  3. Senior AE or Account Manager: Handle larger accounts.
  4. Sales Manager or Director: Lead sales teams.

Learn the job before day one

Our Account Executive training (10 hours, $89.99) covers the role, 15+ key terms, step-by-step procedures such as run a discovery call and handle a price objection, safety and how to land your first job.

View Account Executive trainingIs this career right for me?

Sales Manager

Lead sales teams, set goals and drive revenue growth.

  • $148,270
  • 4 years plus 3–5 years in sales

Marketing Manager

Plan campaigns and strategies that grow brands and bring in customers.

  • $166,790
  • 4 years plus 5+ years of experience

Compare: Account Executive vs. Sales Manager · Account Executive vs. Wholesale Sales Rep · Account Executive vs. Customer Service Rep · Account Executive vs. Marketing Manager

Account Executive FAQ

Do account executives need a degree?

Not always; many companies hire for skills.

How are AEs paid?

Usually base salary plus commission.

What is an SDR?

An entry-level role that books meetings for AEs.

How much does an account executive make?

The median annual wage for account executives was $69,990 ($33.65 per hour) in May 2025, according to the U.S. Bureau of Labor Statistics. The lowest 10% earned less than $37,980 and the highest 10% earned more than $148,840.

How long does it take to become an account executive?

Most people need about 1–6 months of training. A high school diploma is the minimum, and many employers prefer a bachelor’s degree. Sales training and product knowledge are learned on the job.

Do you need a degree to be an account executive?

No four-year degree is typically required. BLS lists “high school diploma or equivalent” as the typical entry-level education, plus moderate-term on-the-job training.

More account executive questions →

Sources

Reviewed by the Career Education Institute Curriculum Team. Pay figures are national estimates; local pay varies. See our editorial policy.

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