In SaaS sales, the terms “Account Executive” and “Account Manager” are often used to describe two different roles within the sales organization. While there is some overlap in the responsibilities of these positions, there are distinct differences between the two. In this post, we’ll explore the differences between the Account Executive and Account Manager roles in SaaS sales.

Account Executive (AE)

An Account Executive is typically responsible for generating new business for the company. They focus on finding new prospects and converting them into customers. AEs are usually the first point of contact for potential clients and are responsible for developing and maintaining relationships with key decision-makers.

AEs are responsible for the entire sales process, from prospecting to closing deals. They work closely with the marketing team to identify new leads and develop targeted campaigns to reach them. AEs also collaborate with other members of the sales team, including Sales Development Representatives (SDRs) and Account Managers, to ensure that they are effectively communicating with customers at every stage of the sales process.

AEs must be able to work independently and manage their time effectively. They need to be comfortable with cold-calling, email outreach, and other forms of prospecting to generate new business. AEs must also have strong communication and negotiation skills to navigate complex sales processes and close deals.

Account Manager (AM)

Account Managers, on the other hand, are responsible for managing existing customer accounts. They focus on building relationships with customers and ensuring their satisfaction with the company’s products or services. AMs are typically assigned to specific accounts and work to build long-term relationships with key stakeholders.

The role of an Account Manager is to maintain the relationship between the customer and the company. They work closely with the customer to identify their needs and ensure that the company is meeting those needs. AMs may also work with the customer to upsell additional products or services to help them achieve their goals.

AMs must be excellent communicators, able to build and maintain strong relationships with customers. They must also have a deep understanding of the products or services they are selling and be able to identify opportunities to provide additional value to the customer. AMs must be proactive in addressing any issues or concerns the customer may have to ensure their continued satisfaction.

Key Differences between AE and AM roles

While there are some similarities between the roles of an AE and an AM, there are several key differences that set them apart. Here are some of the most significant differences between the two positions:

1. Responsibilities: AEs focus on generating new business, while AMs focus on managing existing accounts.
2. Sales Process: AEs are responsible for the entire sales process, while AMs typically only manage accounts after they have been closed.
3. Customer Interaction: AEs are primarily focused on prospecting and closing deals, while AMs work to build and maintain relationships with customers.
4. Goals: AEs are focused on meeting sales targets and generating new revenue, while AMs are focused on retaining existing customers and increasing their lifetime value.

In conclusion, while there is some overlap in the responsibilities of an AE and an AM, they are two distinct roles within the sales organization. AEs are responsible for generating new business, while AMs are responsible for managing existing accounts. Understanding the differences between these roles is critical for any sales professional looking to succeed in the SaaS industry.