Here are some base assumptions: ACCOUNT MANAGER Also known as "Customer Success Manager," "Partner Manager," "Client Success Manager," etc. Charged w/ upselling, growing, renewing existing accounts. More of a "farmer" role. Pros: Generally considered less volatile than AE. You get to develop deeper client relationships, perhaps more interesting than the repetitive nature of AE work. Cons: Can pay less than AE. AMs typically cap out at $200k OTE, whereas AEs can make $300-350k OTE. And with accelerators / over-performance, AEs can make $500k - $1M, whereas this is generally unattainable for an individual contributor (IC) AM. You have to deal with more "baggage" than AEs. AEs can sign a very tough client & forget about it. The AMs are tasked with keeping them happy indefinitely and delivering on promises that AEs may have over-promised. ACCOUNT EXECUTIVE May also known as "Sales Executive," "Sales Director," etc. Charged with closing net-new business / logos More of a "hunter" role Pros: Compensation: As discussed earlier, with the right product / accounts / territory, you can smash into 7-figure upside. Work is generally straightforward & strictly defined: you know exactly what you need to do; what success looks like is clear-cut. You generally don't have to put out a fire w/ the product on Christmas Eve as an Account Manager might have to. The scope of your engagement begins & ends with you hitting your performance KPIs and closing revenue. In short, you can essentially set your own schedule as long as you're hitting quota. Cons: Depending on what environment you're in, it's "do or die." It's a what-have-you-done-for-me-lately kind of job where you're only as good as your last 2 quarters. As time goes on, you may box your self in. If you sign too many accounts, what logos are there left to sign? As time goes on, your territory may get smaller, your vertical may get smaller. And if you CRUSH your quota this year, management may double it for the next year, building a bridge to nowhere. As such, shelf life for AEs may be short, perhaps 1.5 - 2.0 years in some places. What are your thoughts on this analysis? And which side do you prefer & why?

I prefer 100% farming over 100% hunting, but will take an AE role with sdr/inbound support over an AM

AM comes with a lot of BS and support/implementation woes, AE is more hit it and forget it. I MISS IT SO BAD.

Account Director

Account Manager (AM) vs. Account Executive (AE): Which do you prefer & why?

Here are some base assumptions:

ACCOUNT MANAGER

Also known as "Customer Success Manager," "Partner Manager," "Client Success Manager," etc.
Charged w/ upselling, growing, renewing existing accounts.
More of a "farmer" role.

Pros:

Generally considered less volatile than AE.
You get to develop deeper client relationships, perhaps more interesting than the repetitive nature of AE work.

Cons:

Can pay less than AE. AMs typically cap out at $200k OTE, whereas AEs can make $300-350k OTE. And with accelerators / over-performance, AEs can make $500k - $1M, whereas this is generally unattainable for an individual contributor (IC) AM.
You have to deal with more "baggage" than AEs. AEs can sign a very tough client & forget about it. The AMs are tasked with keeping them happy indefinitely and delivering on promises that AEs may have over-promised.

ACCOUNT EXECUTIVE

Pros:

Compensation: As discussed earlier, with the right product / accounts / territory, you can smash into 7-figure upside.
Work is generally straightforward & strictly defined: you know exactly what you need to do; what success looks like is clear-cut. You generally don't have to put out a fire w/ the product on Christmas Eve as an Account Manager might have to. The scope of your engagement begins & ends with you hitting your performance KPIs and closing revenue. In short, you can essentially set your own schedule as long as you're hitting quota.

Cons:

Depending on what environment you're in, it's "do or die." It's a what-have-you-done-for-me-lately kind of job where you're only as good as your last 2 quarters. As time goes on, you may box your self in. If you sign too many accounts, what logos are there left to sign? As time goes on, your territory may get smaller, your vertical may get smaller. And if you CRUSH your quota this year, management may double it for the next year, building a bridge to nowhere. As such, shelf life for AEs may be short, perhaps 1.5 - 2.0 years in some places.

What are your thoughts on this analysis? And which side do you prefer & why?

Attached poll

Account Executive ("hunting") Account Manager ("farming")

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