Account Executive
Accountable for qualifying and progressing their own opportunities with customer evidence that others can check.
3tasks in this job
10skills it uses
7tools named
The skills this job leans on most
- 1Analysing staged funnels: conversion, time in stage and slippageNeeded in 3 of 3 tasks
- 2Reconstructing a record's state at a point in time from history and audit trailsNeeded in 3 of 3 tasks
- 3Qualifying sales opportunities with traceable evidenceNeeded in 2 of 3 tasks
- 4Diagnosing duplicate recordsNeeded in 1 of 3 tasks
- 5Resolving consent and suppression status across systemsNeeded in 1 of 3 tasks
ToolsSalesforceMicrosoft ExcelHubSpotLime CRMMicrosoft Dynamics 365 Sales and Customer InsightsUpsalesLinkedIn Sales Navigator
All 3 tasks, where people get stuck and all 10 skills
Tasks
- Investigate pipeline conversion and challenge the sales forecast
- Diagnose CRM record and lifecycle integrity across marketing-to-sales handoffs, including consent
- Qualify and prioritise own opportunities from account, credit and engagement evidence and record them for forecasting
Where people get stuck
All skills
- Analysing staged funnels: conversion, time in stage and slippage
- Reconstructing a record's state at a point in time from history and audit trails
- Analysing customer lifetime value and unit economics
- Applying data classification and handling rules
- Challenging probability-weighted sales forecasts
- Interpreting correlation without inferring cause
- Interpreting financial statements and ratios for decisions
- Interpreting trends and seasonality
- Mapping buying groups and account whitespace
- Reading business metrics
Paths to start
Skill Path
Data Literacy for Business Decisions
Judge whether a business claim from a table, KPI, chart or dashboard really holds up.
- Modules
- 5 open
- Practice data
- Raket Parts
Skill Path
Customer, Revenue and Sales Analytics
Analyse pipeline, forecast quality, segments and lifetime value from CRM and billing data.
- Modules
- 5 open
- Practice data
- Raket Parts
Skill Path
Privacy, Security and Access for Data and AI
Protect personal data and access with impact assessments and incident evidence.
- Modules
- 5 open
- Practice data
- Raket Parts
4tasks in this job
13skills it uses
10tools named
The skills this job leans on most
- 1Analysing staged funnels: conversion, time in stage and slippageNeeded in 4 of 4 tasks
- 2Reconstructing a record's state at a point in time from history and audit trailsNeeded in 4 of 4 tasks
- 3Challenging probability-weighted sales forecastsNeeded in 4 of 4 tasks
- 4Qualifying sales opportunities with traceable evidenceNeeded in 3 of 4 tasks
- 5Diagnosing duplicate recordsNeeded in 1 of 4 tasks
ToolsSalesforceMicrosoft ExcelMicrosoft Power BIHubSpotLime CRMMicrosoft Dynamics 365 Sales and Customer Insights+ 4 more
All 4 tasks, where people get stuck and all 13 skills
Tasks
- Investigate pipeline conversion and challenge the sales forecast
- Diagnose CRM record and lifecycle integrity across marketing-to-sales handoffs, including consent
- Build an evidence-based plan for a strategic customer account
- Qualify and prioritise own opportunities from account, credit and engagement evidence and record them for forecasting
Where people get stuck
- Analysing customer lifetime value and unit economics
- Constructing and challenging customer segments
- Mapping buying groups and account whitespace
All skills
- Analysing staged funnels: conversion, time in stage and slippage
- Challenging probability-weighted sales forecasts
- Qualifying sales opportunities with traceable evidence
- Reconstructing a record's state at a point in time from history and audit trails
- Analysing customer lifetime value and unit economics
- Applying data classification and handling rules
- Escalating unresolved risks with evidence and clear ownership
- Interpreting correlation without inferring cause
- Interpreting financial statements and ratios for decisions
- Interpreting trends and seasonality
- Mapping buying groups and account whitespace
- Prioritising collection actions from aged debt
- Reading business metrics
All tools
- Salesforce
- Microsoft Excel
- Microsoft Power BI
- HubSpot
- Lime CRM
- Microsoft Dynamics 365 Sales and Customer Insights
- Upsales
- Gong
- LinkedIn Sales Navigator
- Zendesk
Paths to start
Tool Path
Excel for Analysis and Decision Models
Build and check Excel workbooks others can trust.
- Modules
- 5 open
- Runs in
- Your browser
Skill Path
Customer, Revenue and Sales Analytics
Analyse pipeline, forecast quality, segments and lifetime value from CRM and billing data.
- Modules
- 5 open
- Practice data
- Raket Parts
Skill Path
Privacy, Security and Access for Data and AI
Protect personal data and access with impact assessments and incident evidence.
- Modules
- 5 open
- Practice data
- Raket Parts
Coming soonApplied AI at Work
4tasks in this job
70skills it uses
10tools named
The skills this job leans on most
- 1Analysing staged funnels: conversion, time in stage and slippageNeeded in 4 of 4 tasks
- 2Analysing customer lifetime value and unit economicsNeeded in 3 of 4 tasks
- 3Qualifying sales opportunities with traceable evidenceNeeded in 3 of 4 tasks
- 4Mapping buying groups and account whitespaceNeeded in 3 of 4 tasks
- 5Constructing and challenging customer segmentsNeeded in 2 of 4 tasks
ToolsSalesforceMicrosoft ExcelMicrosoft Power BIHubSpotLime CRMMicrosoft Dynamics 365 Sales and Customer Insights+ 4 more
All 4 tasks, where people get stuck and all 70 skills
Tasks
- Investigate pipeline conversion and challenge the sales forecast
- Diagnose CRM record and lifecycle integrity across marketing-to-sales handoffs, including consent
- Build an evidence-based plan for a strategic customer account
- Qualify and prioritise own opportunities from account, credit and engagement evidence and record them for forecasting
Where people get stuck
All skills
- Analysing customer lifetime value and unit economics
- Analysing staged funnels: conversion, time in stage and slippage
- Constructing and challenging customer segments
- Mapping buying groups and account whitespace
- Qualifying sales opportunities with traceable evidence
- Analysing working-capital drivers and cash conversion
- Applying data classification and handling rules
- Assessing customer creditworthiness and setting limits
- Assessing data source credibility and fitness for a question
- Assessing lawful basis, purpose compatibility and minimisation for data reuse
- Assessing privacy risk through data protection impact assessments
- Assigning and operating data ownership and stewardship
- Building cohort and retention analyses with correct denominators
- Building data protection by design into data products and pipelines
- Building driver-based financial forecasts
- Challenging probability-weighted sales forecasts
- Communicating quantified uncertainty
- Controlling disclosure risk in shared data and outputs
- Designing and validating digital analytics event measurement
- Designing and versioning data contracts for consumers
- Designing experiments
- Designing testable data controls
- Diagnosing data quality exceptions
- Diagnosing digital funnel conversion from event data
- Diagnosing duplicate records
- Diagnosing forecast accuracy and bias and comparing methods fairly
- Diagnosing misleading data visualisations
- Disclosing AI contribution to professional work
- Enforcing and auditing data access
- Escalating unresolved risks with evidence and clear ownership
- Estimating accruals, provisions and expected credit loss under accounting policy
- Estimating and challenging causal effects
- Estimating quantities and differences with intervals
- Evaluating ML generalisation and fitness
- Forecasting business trends and turning points for planning
- Forecasting operational demand at interval and site grain
- Giving specific developmental feedback on data and AI work
- Governing shared data definitions
- Identifying and quantifying decision downside and exposure
- Independently checking analytical conclusions and claims
- Influencing change without formal authority
- Interpreting averages, weighted measures and mix effects
- Interpreting correlation without inferring cause
- Interpreting financial statements and ratios for decisions
- Interpreting policy scope and delegated authority limits
- Interpreting trends and seasonality
- Investigating procurement spend leakage and duplicate commitments
- Judging the materiality of defects and deficiencies for the intended use
- Judging whether a change exceeds normal variation
- Locating and acting on personal data for individual rights requests
- Managing master data identities and exceptions
- Mapping customer journeys and evidence gaps
- Mapping personal data processing and flows
- Measuring campaign outcomes with valid denominators
- Monitoring data quality and freshness in production
- Prioritising collection actions from aged debt
- Profiling data
- Rating risks against appetite and choosing proportionate treatment
- Reading business metrics
- Recognising and containing suspected personal data breaches
- Recognising personal data and privacy duties
- Reconstructing a record's state at a point in time from history and audit trails
- Repairing data defects reversibly under owner authority
- Resolving consent and suppression status across systems
- Setting and reviewing action thresholds for scores and model predictions
- Standardising and cleaning data under agreed rules
- Testing competing explanations with discriminating evidence
- Verifying AI-assisted outputs against sources
- Verifying reports and dashboards before and after release
- Writing data quality rules
All tools
- Salesforce
- Microsoft Excel
- Microsoft Power BI
- HubSpot
- Lime CRM
- Microsoft Dynamics 365 Sales and Customer Insights
- Upsales
- Gong
- LinkedIn Sales Navigator
- Zendesk
Paths to start
Tool Path
Excel for Analysis and Decision Models
Build and check Excel workbooks others can trust.
- Modules
- 5 open
- Runs in
- Your browser
Skill Path
Customer, Revenue and Sales Analytics
Analyse pipeline, forecast quality, segments and lifetime value from CRM and billing data.
- Modules
- 5 open
- Practice data
- Raket Parts
Coming soonApplied AI at Work
About the role
Accountable for qualifying and progressing their own opportunities with customer evidence that others can check. Keeps the CRM record accurate so that pipeline and forecast reflect what customers have actually said. Uses account data and AI-assisted research to prepare but stays responsible for what is recorded.
Also called Sales Representative, Sales Executive, Business Development Manager, Business Developer, Account Manager