Role library / Sales & Commercial
Account Executive
A specialist role — leans on Market.
Manages the full sales cycle for mid-to-large accounts, from prospecting and qualification through to negotiation and close. Builds deep relationships with buyers and acts as a trusted advisor throughout the customer journey.
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Force signature of this role
Insight0
Craft0
Market86
People14
Order0
This role leans almost entirely on Market — a specialist role, not a bridge.
Core skills
Sales methodology (SPIN/MEDDIC)Deal closing & negotiationAccount managementLead generation & prospectingSales pipeline managementUpselling & cross-selling
A related archetype
The Connector — “I'm the bridge between want and who.” — names Account Executive among the roles where they thrive. Their own mix is Market × People; this role leans on one force, not two. See the Connector archetype →
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