AlexT profile picture
AlexT profile picture

AlexT

Account Executive

Politicker
Executive
Catalyst
+7

What are the KPI of a high-performing Account Executive selling entreprise tech?

Hey, sales savages,


I got promoted to AE beginning of this year from SDR and I hit my yearly quota 1 week ago.


Now that I am done bragging I find myself wanting to reach "my full potential".


The problem is there are plenty crappy suggestions of KPIs for AE out there.


What are the best ones to track and follow to be a top performer? (link to useful posts accepted)


Edit: e.g. for SDR: 50 dials, 30 emails and 20 LI msg a day. 24 qualified opportunities a quarter, etc...

🥎 Training
🤓 Sales Tech
☕️ Workflow and Daily Habits
5

17 comments

Sort by:
brotato
WR Lieutenant
6
Head of Sales
Pipeline velocity

(# of qualified deals X average deal size X win %) / length of sales cycle
It's an equation you can Google. Basically you want the numerator to be greater than the denominator. 

Higher pipeline velocity = good and a lower pipeline velocity = bad
Then figure out the ways to increase your qualified pipeline (or decrease your unqualified pipeline), increase your deal size, or improve your win rate.
AlexT
Politicker
0
Account Executive
@brotato Gold, gold, gold. This is the kind of stuff I was hoping to read. Great value, thanks! 
FinanceEngineer
Politicker
0
Sr Director, sales and partnerships
Velocity is very important, and this is the metric that matters most. The key - you have to close.
Salespreuner
Big Shot
2
Regional Sales Director
Got to check this thread soon for sure - congratulations on your quota completion!
AlexT
Politicker
1
Account Executive
@VKN_Salespreuner Thank you for your kind word! 
Salespreuner
Big Shot
0
Regional Sales Director
Welcome @AlexT !! :)
CuriousFox
WR Officer
1
🦊
Nice job!

Follow your company's KPIs set by the sales playbook. 
AlexT
Politicker
1
Account Executive
Hey @CuriousFox, there are no KPIs and playbook at the moment. Any ideas? I see you are Senior Account Executive :) 
CuriousFox
WR Officer
1
🦊
What are other AEs at your company following?
AlexT
Politicker
1
Account Executive
You are asking all the right questions, I need to edit my post! 

There is a Head of Sales and myself (AE), nobody else. We have outsourced lead gen so I am free of SDR work. I am the only one who is quota-carrying + 100% focused on execution since my manager is more strategic. 

There are no other AE or SDR. This is the first time I have a job and no clue what best practice looks like. I am obviously performing but would like to go to the next level. My manager doesn't believe in KPIs so I have none. 

So the goal of the post is to get gather best practice from other AE and SAE on what do great KPIs look like. 

e.g. for SDR: 50 dials, 30 emails and 20 LI msg a day. 24 qualified opportunities a quarter, etc...
JuicyKlay
Celebrated Contributor
1
AM
The only KPI's AE's should be caring about is pipeline generated and business closed.
Beasthouse
Opinionated
1
Corporate trainer
start here my man 



https://blog.bridgegroupinc.com/2021-sdr-metrics-report
Blackwargreymon
Politicker
1
MDR
Got to check this thread soon for sure
Clashingsoulsspell
Politicker
1
ISR
Got to check this thread soon for sure - congratulations on your quota completion!
SalesPharaoh
Big Shot
0
Senior Account Executive
Shouldn't your heads be able to consult you on that? I don't think you should do all this by yourself as it differs between industry and another
Chep
WR Officer
0
Bitcoin Adoption Specialist
Yea usually the company will set this, but so much of the KPIs depend on if the SDR is passing off leads or if you're full cycle
MR.StretchISR
Politicker
0
ISR
Got to check this thread soon for sure - congratulations on your quota completion!

Related posts

13
Members only

ISR (Inside Sales Rep) VS AE (Account Executive)

Question
🏢 Org Chart
36
11

Is my Sales Target too high?

Discussion
🔎
🙏
💰
17
What should be an ideal SQL target for SDRs?
20% 5-10
43% 10-15
24% 15-20
13% 20-25
123 people voted
12

Thoughts on Enterprise Associate Account Executive position at AWS?

Question
🏹 War Room
12
Bravado is a community of trusted sales professionals endorsed by their customers.
Apple Store logo
Products
The War Room Jobs Salary Guide Tech Sales U
Company
About Us How It Works Blog Bug Bounty
Contact
Press Careers
© 2024 Bravado Inc. All rights reserved.
Privacy Policy Legal and Privacy Center Sales Jobs
If you are hired as a contract sales rep by a Bravado customer, we may ask you to prove access to the employee email account provided to you by that customer. This data will be shared with customers to track your sales productivity; customers can use this data to confirm you meet the minimum activity requirements to pay out your ramp stipend and commission.