Account Executive onboarding at a glance

Week one covers orientation, safety and shadowing. Days 1–30 build vocabulary and supervised practice on core procedures; days 31–60 move to independent work with competency sign-offs; days 61–90 focus on full productivity, cross-training and a credential plan.

Before day one

Confirm start date, schedule, pay and supervisor in writing
Verify required credentials: HubSpot Sales Software certification, Salesforce certifications (as applicable)
Prepare equipment and access: CRM systems such as Salesforce or HubSpot; sales engagement tools; video meeting software; linkedIn Sales Navigator
Assign a buddy or preceptor
Enroll the new hire in Account Executive training so foundations are covered before or during week one

Week one: orient and protect

Workplace tour, emergency procedures and incident reporting
Protect customer data
Follow honest sales practices
Manage stress and set boundaries
Travel safely for field sales
Shadow an experienced account executive through a full shift
Training modules 1–3: role foundations, a day on the job and essential vocabulary (15 terms)

Days 1–30: learn

Goal: perform core tasks safely under supervision.

Supervised practice: run a discovery call
Supervised practice: handle a price objection
Supervised practice: manage a sales pipeline
Training modules 4–7: duties, step-by-step tasks, tools and safety
30-day check-in: confidence, questions and early wins

Days 31–60: contribute

Goal: handle a regular workload independently.

Prospect and qualify leads: independently
Run discovery calls and demos: independently
Write proposals and quotes: independently
Negotiate and close deals: independently
Competency sign-offs completed (see checklist below)
Training final knowledge check and certificate of completion
60-day check-in

Days 61–90: own

Goal: full productivity and a growth plan.

Meet productivity and quality targets for the role
Begin cross-training on a secondary task
Agree on a credential goal (for example, HubSpot Sales Software certification)
Discuss the career path: Sales Development Representative → Account Executive → Senior AE or Account Manager
90-day review

Competency checklist

Skill or task	Trained	Observed	Signed off
Run a Discovery Call
Handle a Price Objection
Manage a Sales Pipeline
Prospecting
Discovery and qualification
Product demos
Negotiation

How to measure onboarding success

Time to independent shifts or first sale
Sales per hour, conversion or quota attainment
Customer satisfaction scores
30- and 90-day retention

How Account Executive training maps to this plan

Introduction to the Account Executive Role
A Day on the Job
Essential Account Executive Vocabulary
Core Duties and Responsibilities
Common Tasks, Step by Step
Tools, Equipment and Technology
Safety, Compliance and Professional Standards
Skills Employers Look For
Launching Your Account Executive Career
Final Knowledge Check

Get team pricing

Account Executive Onboarding Plan (30-60-90 Days)