Best Practice Report

Competency Map: Account Executive

February 13th, 2024
Jennifer Bullock, null
Jennifer Bullock
With contributors:
Peter Ostrow , Eric Zines , Mike Pregler , Justin Ferguson , Frank Harris


B2B sales reps must understand and leverage buyer interactions to change buyer preferences. This is especially important for account executives who drive new business — primarily with new-logo prospects — across a predetermined geography or other market segment. Our competency maps inform a development path for account executives that aids their execution in finding and securing new business. In this report, we define basic, intermediate, and advanced competencies across two core disciplines required for the account executive role.

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