ZeeSales

Enterprise SDR

AE vs AM

Hi guys - advice please.

Successfully Interviewed for an internal promotion (currently an SDR) to a panel of directors for a role either as an AE or AM, and I've been offered both roles.

Typically after the interview, management decide which route would be best for you based on your presentation style, however they've suggested they'd see me succeeding in either role and have left the decision up to me.

I now have a choice to make. I've always had my eye on the AE role, primarily because it's a natural transition from SDR and I've sat in on many calls with my AE, but feel I should do more research into AM before deciding either way.

My question is what do you guys think are the pros and cons of either? I'd be keen to hear from any AEs that have crossed over to AM and vice versa, and how has that been for you?

🧠 Advice

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14 comments

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CuriousFox

WR Officer

🦊

AE is new biz, AM is growing current biz which comes with customer service headaches.

DungeonsNDemos

Big Shot

Rolling 20's all day

100%. AM is dealing with ongoing issues and your opportunity to sell is limited.
I prefer AE but in my current role I also deal with AM stuff.

SaaSsy

Politicker

Exactly, do AE first for sure and if you don’t like it, always easier to transition to AM.

SaaSam

Politicker

Account Executive

I've done both and AM sucks... I always describe it as being responsible for keeping a client happy. Sometimes, clients just want to bitch about stuff. Heaven help you if you get a Karen client.

I don't much care to be responsible for someone else's happiness or at least satisfaction. AE all the way.

braintank

Politicker

Enterprise Account Executive

I lean towards AE b/c that's what I do.

What does an AM do at your firm?

Lucy710

Politicker

Channel Account Manager

I’ve done both but much prefer AM. My best friend has done both and prefers AE. She is definitely more of a hunter than I am and still enjoys the occasional cold call sprint. I’m the fixer at work and in my friend group, where I enjoy taking a troubled customer and making them see the error in their ways (and taking their money). While we frequently tie head to head on skill, it is about which parts of the job we enjoy the most.
You might ask to job shadow both of the roles for a half day to decide! That should give you more insight!

buckets1

Politicker

Assuming this would be an SMB role...I’d stay away from AM for the simple fact that small customers are the worst to deal with. Source: I’m basically a hybrid AE/AM as our company doesn’t have AMs. My time in SMB dealing with small customers was the worst sales job I’ve had, including SDR. You could not pay me enough money to do that job again.
I’d get some new logo experience and you can always go the AM route later, once you’re at a point in your career where you’re working with larger customers.

FattySnacks

Politicker

Senior Account Executive

New logo sales all the way

Sunbunny31

Politicker

Sr Sales Executive 🐰

AE all the way, but full disclosure, that's because that's what I am. AEs: new logos, hunter, get new business. AM: customer service, upsell, cross-sell.

Pick what suits you best.

TheOverTaker

Politicker

Senior Account Executive

AE if you dont want to deal with consumer complaints in my experience

Diablo

Politicker

Sr. AE

I have done both and my previous job involved developing new accounts and nurturing/growing them. Lately, have been doing AE.

FinanceEngineer

Politicker

Sr Director, sales and partnerships

I get to deal with both, and AM is much harder (so you should ask for a much higher base). However, total comp for AE is generally higher if you are bringing in new business.

ZeeSales

Good Citizen

Enterprise SDR

Thank you so much all for your input, invaluable advice.
I confirmed acceptance of the AE role today, starting in Jan!

Callbacklater

Contributor

Sales Manager

AE - Hunter
AM - Farmer

AE values creating new relationships regularly.
AM values establishing longer term relationships with a core group.

AE should have the higher earning potential and comes with a little more stress being performance based.

AM has more stability and typically less risk because of the solid customer base.

I think need to know what you're going to enjoy long term and the growth opportunities beyond each role.

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ZeeSales

AE vs AM

14 comments

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