Resources/Job description templates/Account executive

Account Executive Job Description Template (Free, 2027)

A free account executive job description template for B2B sales roles: quota, pipeline, demos and closing, with a compensation section built for base plus commission. Copy, download as Word or print.

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  • Duties, requirements and FAQ
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Quick answer: An account executive job description should state the quota, the deal size and sales cycle, who the buyers are, whether leads come from SDRs or self sourcing, and the on target earnings split between base and commission. Strong sales candidates read the compensation section first, so put real numbers in it.

Use this for a B2B account executive or closing rep hire. Sales candidates want specifics: territory, average deal size, quota attainment on the team and how commission is paid.

Free template

Account executive job description

About the role

[Company] is hiring an account executive to sell [product] to [buyer, for example HR leaders at companies with 200 to 2,000 employees] in [territory]. Average deal size is [$] and a typical sales cycle runs [number] weeks.

Location: [on site, hybrid or remote]. Reports to: [sales manager title].

What you will do

  • Run discovery calls, demos and evaluations with qualified prospects
  • Build and manage a pipeline from SDR booked meetings and your own prospecting
  • Write proposals, negotiate terms and close new business
  • Forecast accurately and keep the CRM up to date
  • Work with sales engineering, customer success and marketing on deals
  • Hit a [quarterly / annual] quota of [$]

What you bring

  • [2 or more] years of B2B closing experience with a track record of hitting quota
  • Experience selling to [buyer persona or industry]
  • Confidence running a full sales cycle on your own
  • Strong discovery, presentation and negotiation skills
  • Discipline with CRM and forecasting

Nice to have

  • Experience selling [software, services, specific category]
  • Experience with [named sales methodology]

Compensation

On target earnings: [$], split [percent] base and [percent] commission. Base salary: [$ to $]. Commission paid [monthly / quarterly], uncapped, with accelerators above quota. [Number] percent of the team hit quota last year.

How to apply

Apply at [link]. Include your quota attainment for the last two years.

Free from Work Insiders. Edit it to fit your team.

What does an account executive do?

An account executive owns deals from first real conversation to signed contract. In many B2B teams, SDRs book the first meeting and the AE runs discovery, demos, proposals and negotiation. AEs are measured on revenue closed against quota.

What should the compensation section include?

  • On target earnings, with the base and commission split
  • Whether commission is capped, and any accelerators
  • How often commission pays out
  • Quota size and the share of reps who hit it
  • Ramp time and any guaranteed commission while ramping

Which tools will an AE use?

Most AEs live in a CRM plus a call recording or note taking tool and a sales engagement platform for follow ups. Our directory compares outreach tools, AI note takers and lead generation tools with real prices.

Templates and question banks for this hire

TemplateInterview scorecardRate every candidate on the same must haves with a 1 to 4 scale, written evidence and a clear hire decision.Interview questionsSituational interview questionsHypothetical scenario questions for any role, with what to listen for and how to score each answer.

Frequently asked questions

What are the main duties of an account executive?

Running discovery and demos, managing a pipeline, writing proposals, negotiating and closing new business against a quota.

What is a typical account executive commission split?

Many B2B roles use around a 50 50 split between base and commission, but it varies by company and deal size. State the real split in your job description.

What is the difference between an SDR and an account executive?

SDRs prospect and book meetings. Account executives run the sales process after that and close the deal.

What should an AE job description include?

Territory, buyer, deal size, sales cycle, quota, lead sources and on target earnings with the base and commission split.

Written by recruiters at Work Insiders. Updated November 4, 2026. How we make money.