Account Executive
Also known as: Enterprise Account Executive · New Business Executive
Works on new customers in a software or technology setting, takes over qualified leads, and moves them through a defined sales process to a signed contract.
The account executive works with a defined sales method, fixed stages in the customer system and a team that supplies leads. Unlike an account manager, the role focuses on new logos rather than on managing an existing portfolio. Selection looks at quota attainment without checking how much pipeline was supplied, so candidates from a well fed market stall in a thin one.
Competencies to measure
These are the behavioural and ability constructs in this profile. Each one shows which hrmforce questionnaire measures it.
| Competencies to measure | Target level | hrmforce instrument | Assessment method | Behavioural anchor at target level |
|---|---|---|---|---|
| Persuasiveness Competency (50-framework): Persuasiveness Knockout | N4 | Big Fifty, Competency Check, 360 Feedback | Assessment centre | Chooses per counterpart the argument that matches their interest and checks along the way whether the agreement is genuine. |
| Client focus Competency (50-framework): Customer Focus Knockout | N4 | Big Fifty, Competency Check, 360 Feedback | 360-degree feedback | Uncovers the real need behind a client question, makes a fitting proposal and checks after delivery whether it works. |
| Result orientation Competency (50-framework): Results-Orientation | N4 | Big Fifty, Competency Check, 360 Feedback | Personality questionnaire | Translates an assignment into measurable interim goals, measures progress and drops activities that do not contribute to the result. |
| Commercial capability Competency (50-framework): Commercial acumen Knockout | N4 | Big Fifty, Competency Check, 360 Feedback | Assessment centre | Discusses additional services with existing customers on own initiative and records the revenue opportunity in the customer file. |
| Listening and probing Competency (50-framework): Listen | N4 | Big Fifty, 360 Feedback | 360-degree feedback | Summarises both the content and the feeling of the other party and probes until the real interest behind the request becomes visible. |
| Perseverance Competency (50-framework): Perseverance | N4 | Big Fifty, 15PF, Mental Resilience (4C) | Personality questionnaire | Keeps seeking alternative routes on a stalled case and involves others in that search on own initiative. |
| Market orientation Competency (50-framework): Market Orientation | N4 | Big Fifty, Competency Check, 360 Feedback | Assessment centre | Links signals from customers and competitors to the own offering and proposes adjustments on that basis. |
| Recovery after setbacks Competency (50-framework): Stress resilience | N3 | Big Fifty, Mental Resilience (4C), 360 Feedback | Personality questionnaire | Analyses after a failed effort what went wrong, discusses it with those involved and starts a revised approach within a week. |
Short profile
The ten heaviest skills in this profile. The full profile with every skill, behavioural anchor and assessment method is in the download.
| T | Skill | Target level | Weight | Knockout | Assessment method |
|---|---|---|---|---|---|
| G | Persuasiveness | N4 | 5 | yes | Assessment centre |
| G | Client focus | N4 | 5 | yes | 360-degree feedback |
| G | Result orientation | N4 | 5 | no | Personality questionnaire |
| G | Commercial capability | N4 | 5 | yes | Assessment centre |
| V | Consultative selling | N4 | 5 | yes | Assessment centre |
| V | Contracting and closing | N4 | 5 | yes | Work sample test |
| V | Sales forecasting and pipeline management | N4 | 5 | no | Work sample test |
| V | Conversation management | N4 | 4 | no | Assessment centre |
| G | Listening and probing | N4 | 4 | no | 360-degree feedback |
| V | Negotiating | N4 | 4 | no | Assessment centre |
See all 26 skills in the full profile
Assessment instruments for this job
Competency Check
Behavioral-Level Competency Assessment
360 Feedback
Multiple assessments based on behavioral anchors
Big Fifty
Personality questionnaire, 150 items, 25 factors
Work sample test
Representative work sample under standardized conditions
Knowledge test (client-specific)
Professional knowledge test, customized for each client
Mental Resilience (4C)
Mental Resilience According to the 4C Model
Communication Styles
Preferred communication style
Conflict Styles
Preferred style in conflict situations
15PF
Personality Profile, a shorter alternative to the Big Fifty
Portfolio
Evaluation of prior work against fixed criteria
Comparable jobs
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Key Account Manager28 skills in the profile · senior
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Sales Director29 skills in the profile · lead
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