worktolive14

Director of Sales and Partnerships

Account Manager to Account Executive

hey everyone,

long time listener, first time caller.

I know there have been several comments regarding AE vs AM's but I believe this situation to be a little unique and would appreciate your guidance.

I am an AM at a software company selling complex enterprise SaaS solutions to some of the largest companies in the world (energy industry). The role of AM in my company is customer success + upsell/cross sell, but you are really only measured on hitting quota.

I have sold ~1m each year in the 2 years I have been in this role which has been hitting target by 115-125%. A lot of these deals are upsells, i.e., just an order form which aligns to their annual subscription. But, I have worked several deals which are getting new clients, like a sister company into a new contract and I am always working on these deals cradle to grave. Discovery, setting up demos, working with procurement/legal, closing the deal.

I have just interviewed at a start up for an AE role as I think it may be time to diversify my skillset/take on a new challenge for my resume. The CEO liked my experience but asked if I would be interested in their open AM role as they still dont have any AM's and are keen to fill this.

He assured me the pay would be the same (role is offering 110-160k GBP + double OTE + stock) and the strategy for the AM role is land and expand as their is a ton of room to upsell these existing clients.

I have a follow up interview with the head of sales and feel as though I have already been pushed into the AM role.

Career path wise, should i be looking to make the shift to AE? I feel as though I would have more opportunity for growth in this path based on what I have read here. But at the same time, I think it could be worth considering the AM role given the salary + benefits range.

let me know your thoughts!

🎈 Mentorship

🤝 Interviewing/Offer

7

9 comments

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Beans

Big Shot

1

Enterprise Account Executive

Join the dark side.

RealPatrickBateman

Politicker

1

🔪Amateur Butcher🔪

Yesssss Beans

buckets1

Politicker

1

AE

I’d check out companies where the AE also gets to sell the the existing customer base. You could sell your AM experience as being able to help the team learn how to better manage upsells. I’m at a large public company and do new logos once in a while but it’s mostly cross sell/upsell. Honestly our jobs sound super similar I just have an AE title and then an AM also supporting me. Best of both worlds.

BenitoBlanco_

Opinionated

1

Regional Account Executive

AE is higher stakes, more exciting, higher upside. Depends on what you personally want.

I also don't think you'd have an issue going back into an AM role from an AE role if you decided you didn't like it. Plenty of legit reasons besides just "I suck at prospecting" that you could leverage in an interview.

TheNegotiator

Arsonist

0

VP of Sales

Don’t you just live for the rush?

Jewcan_Sam81

Politicker

0

Account Executive

So I legit just did this early last year. It was 100% the best decision I've ever made in my career.

I'm an awful customer service rep, and being an AM is exactly that. Yes there's the relative safety of having a parachute when you need to close some quick biz as an AM. But long-term career longevity: an Account Manager is not universally employable like an AE is.

If you're down for the hunt, can make it through more complex deal cycles, and want to make more money, be an AE. Everyone is going to give you some bullshit about how much harder it is and how much pressure it is. Being an AM is just as bad, if not worse, because you have the pressure comin at you from both ends (internal AND external).

I say do it, your stress will thank you, your wallet will thank you, and future you will thank you.

TheNegotiator

Arsonist

0

VP of Sales

Very well said.

@OP. Personally, I could never be an AM long term. It would kill me. But if you feel differently, as you said, given the salary/comp in general, I would sure as hell consider it. Maybe ride the role for a year before getting back in with the sharks. Do what feels right.. but most importantly do what you know you can do well. I could be a great AM for a year if I HAD to. In this case it might be worth considering it.

Diablo

Politicker

0

Sr. AE

Basic question - are you enjoying your role or not?

worktolive14

Fire Starter

0

Director of Sales and Partnerships

I enjoy the aspect of having more solid relationships with a client base as opposed to quicker more transactional relationships. I do however dislike the limitation to my sales only being to existing accounts or maybe their sister companies where as AE is a little more limitless. Mixed emotions I'd say. Grass is always greener right?

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