Glossary/B2B & Growth/Account Executive (AE)
B2B & Growth
Account Executive (AE)
A sales rep who owns qualified opportunities and runs demos, negotiation, and closing, typically after SDRs set the meeting.
By Brandon Mina·CEO, BrandPilot AI·Updated November 2026
Short answer
An account executive (AE) is a sales rep who owns qualified opportunities and runs demos, negotiation and closing, typically after sales development reps set the meeting. AEs manage deals through the pipeline and are usually measured against revenue quotas. In B2B organizations they work closely with marketing, SDRs and customer success teams.