Account Executive
Turns pipeline into revenue: runs sales cycles from discovery to signature.
Why this hire matters.
The Account Executive is the direct engine of your revenue — and the gap between a good and an excellent AE is measured not in percentages but in multiples: top performers routinely close 2-3x the quota of median reps, on the same leads. They're also your company's face in strategic deals: a mediocre AE burns expensive pipeline and degrades your brand in the market. Hiring is treacherous — the job produces excellent sellers... of their own candidacy. Hence the importance of digging into real numbers (quota, attainment, deal sizes, context) rather than the narrative. Variable pay is 40-50% of the package: the grid must be calibrated to your segment (SMB, mid-market, enterprise), or you'll hire the wrong profile.
Key missions.
- Run full sales cycles (discovery → closing)
- Deliver demos and targeted value propositions
- Negotiate terms and contracts
- Maintain a reliable forecast (CRM)
- Collaborate with SDRs, sales engineers and CS
- Develop signed accounts (initial expansion)
- Feed back market and product signals
Skills.
Technical skills
- Sales methodologies (MEDDIC, SPIN, Challenger)
- Negotiation and closing
- Pipeline management
- Product and sector knowledge
Expected qualities
- Active listening
- Tenacity
- Organization
- Relational intelligence
Common stack
Salaries 2025-2026
| Level | Experience | Annual gross base | Annual gross package |
|---|---|---|---|
| SMB AE | 1-3 yrs | 35–50 k€ | 55–80 k€ |
| Mid-market AE | 3-6 yrs | 45–65 k€ | 75–110 k€ |
| Enterprise AE | 6-10 yrs | 60–95 k€ | 95–170 k€ |
| Senior / Strategic AE | 8+ yrs | 90–120 k€ | 150–250 k€ |
Paris market ranges, 2025-2026.
Outside the Paris region, expect 10 to 15 % less.
Sources : RepVue 2026 (médiane FR : base 82 115 €, OTE 153 707 € ; Enterprise OTE médiane 171 855 €) · Smile Talent 2026 · Uptoo 2026
Hiring this profile.
Typical background
Often a promoted SDR or an experienced sector salesperson. Knowledge of the target sales cycle (SMB vs enterprise) beats industry background.
When to hire
As soon as founders can no longer carry sales cycles alone — first AE often at seed, structured team at Series A/B.
Career path
SMB AE → Mid-market → Enterprise → Team Lead / Head of Sales, or senior KAM/CSM.