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What Makes a Great Account Executive? 5 Traits You Shouldn’t Overlook
Hiring the right Account Executives can make or break a company’s ability to win new business, especially in competitive markets like London, the US, or across Europe. These roles require more than just sales experience: the best AEs combine strategic thinking, resilience, and deep market understanding to drive real growth. In this article, we’ll explore the five must-have traits of top-performing Account Executives.
1. Consultative selling skills
Top Account Executives don’t just pitch products; they understand client pain points and position solutions that create real value. This consultative approach builds trust and long-term partnerships.
2. Proven track record
Past performance is a strong predictor of future success. Look for candidates who have consistently met or exceeded targets in similar markets or industries.
3. Resilience and drive
Sales cycles can be long and competitive. A strong AE stays motivated through setbacks, showing persistence and adaptability in pursuit of results.
4. Strong communication and relationship building
Great AEs are natural connectors. They know how to build rapport quickly, communicate complex ideas clearly, and maintain relationships that lead to repeat business.
5. Cultural and market fit
Beyond skills, the best hires align with your company’s values and understand the nuances of your target market. This fit ensures smoother collaboration and higher impact.
Hiring the right Account Executives isn’t just about filling a sales role; it’s about finding people who can drive growth and build lasting client relationships. The five traits we’ve highlighted — consultative selling, a strong track record, resilience, communication skills, and cultural fit — are what set top performers apart. We saw this in action with our client evidenciado, where we helped hire three Enterprise Account Executives in London. By focusing on these qualities and using our local expertise, we matched them with candidates who fit both the role and the company’s goals.
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