CRAG112

Account Executive

Account Manager v Sales Executive Cultures

Is the AM environment basically just the same as the AE environment?

I am sure we all have stories of terrible work environments and situations as direct sellers, AE's etc. Curious if the grass is basically the same color even as an AM doing cross sells, upsells, renewals?

Your thoughts?

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18 comments

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poweredbycaffeine

WR Lieutenant

☕️

Your first paragraph makes my head hurt. Did you forget half your argument?

CRAG112

Valued Contributor

Account Executive

I rephrased it just for you. I dub thee special.

I recommend Tylenol or Motrin for that headache.

poweredbycaffeine

WR Lieutenant

☕️

How does anonymity have anything to do with paragraph and argument structure?

No. They are vastly different. AMs and CSMs often deal with cleaning up the mess of a shitty AE. If the deal was sold properly, then they get to create value and work on renewals and upsells through their work in increasing adoption and utility of the tool/service.

I find that AEs and A/CSMs are not comparable in most circumstances.

CRAG112

Valued Contributor

Account Executive

I understand they are different. I would like to focus on the differences in the cultures of each department, and if there truly are any.

CuriousFox

WR Officer

🦊

Well yes AEs hunt.

TennisandSales

Politicker

Head Of Sales

This is less an AE vs AM thing and more of a company v company thing.

AE and AMs have different jobs. but based on the culture of the COMPANY they may feel the same or feel very different.

poweredbycaffeine

WR Lieutenant

☕️

That’s down to the company and leadership. Generally speaking, AEs are savages and AMs are tame house cats. One hunts and the other acts erratically based on their mood and desire to be mildly destructive.

I’ve been both.

CRAG112

Valued Contributor

Account Executive

Cats are straight killers and hunters, instinctively. Don't get fooled by the 8 pound squeaky fur ball.

poweredbycaffeine

WR Lieutenant

☕️

Oh, ever met a 24 pound house cat that is afraid of lemons? Killer.

hunnybunny

Opinionated

SaaS Sales

I've worked as both an AE and an AM. Currently, I'm a Partnerships AM, so basically keeping current clients happy and hunting for referrals and introductions to their network. I also work on upselling them at renewal.

The worlds are super different. I agree with what a lot of people here have said. AEs will say anything to close. That's their whole job. AMs have to KEEP clients happy, and that is much harder, in my opinion. But, there are totally upsides. AMs tend to develop more lasting relationships with clients and they earn respect in a way that AEs can't just from closing the sale.

Just for perspective- I was a Senior AM at my last company and when my network heard I was *maybe* looking for a new job, I had 3 job offers without ever applying. My phone was ringing off the hook and my LinkedIn was blowing up because they knew me and how I worked.

CRAG112

Valued Contributor

Account Executive

That's definitely the kind of answer I was looking for.

What's been your experience in the best ways to not only keep your clients happy, but also upsell them and meet the renewal and upselling goals?

hunnybunny

Opinionated

SaaS Sales

Really, it’s all about relationships. You want them to WANT to talk to you. Not just about work even. It’s not “sales” in the way that you’re only promoting the product, but you become the face of the company to them. I’m a young female so, honestly, a little bit of flirting never hurts 🤷🏼‍♀️ but really, the more you understand them and build relationships, the more you’ll be able to pull on examples of why your product (or the next model up) benefits them and will solve a problem they’re experiencing.

“I know your renewal is coming up in a couple of months and I want to make sure you are able to solve your issue with x that you were telling me about so let’s get y added for you. This will help with x by abc and you’re going to love it! Does next Thursday work for a Zoom call to go over these enhancements?”

It obviously depends on the product. And if you’re working completely remote or if you get to visit clients in person.

Pachacuti

Politicker

They call me Daddy, Sales Daddy

I guess they are both similar as in they both sell beyond that I am not sure what you are asking.

AE's are generally hunters and AM's are gatherers, generally. These are not hard and fast rules. I would say AE's generally have the higher risk/reward structure too.

AchillesOfAdTech

Valued Contributor

Account Director

@CRAG112 What I want 2 know is which make more moneyz? I need numbers.

CRAG112

Valued Contributor

Account Executive

I suppose based on the comments I am reading it's probably fair to say that the sales culture is unlikely to similar, if close at all in an AM role, and probably more reflective of how the company operates daily.

IYNFYL

Politicker

Enterprise SaaS AE

Depends on the org as some require AMs to upsell while other just focus on retention. Totally different world between the two roles

CRAG112

Valued Contributor

Account Executive

Yes, exactly. Seems to be either upsell and retention combined, or full cycle sales prospecting is also thrown in. If full cycle sales is involved, I would expect it's a sales role like many other to include the environment that likely comes with it.

If the AM role does not involve full sales cycle prospecting, then based on my research it seems like you are more a part of the post sales environment, Customer Success, Implementation, etc, and those are definitely different types of people.

sleepingjaguar

Opinionated

CSM, Emerging Markets

This is very subjective. I have been in farming/AM for 7 years and it comes down to org culture. I'm a degen so I prefer to be more aggressive than what some would consider an AM. In my experience, if you do well and hit your numbers AM is a bit more forgiving than new business. Not always the case, just speaking from experience.

Of all the interviews I've done, depending on the org there are AMs that do everything (i.e. renewals, upsell/cross sell, support, etc), then there's AMs ONLY do renewals (ew), there's AMs that only hunt (100% expasion), and then you have hybrid roles with both new biz prospecting and renewal/upsell which I believe is a sweet spot.

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