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Sam, Account Executive at Leading B2B SaaS Company: Advize Career Interview

A career path from accounting studies to a high-achieving Account Executive role at a leading B2B SaaS company offers valuable insights.

The journey involved an impactful real estate internship, followed by seven years of sales and account management at Indeed.com, culminating in a move to Salesforce.

This Account Executive manages a portfolio of 50-60 accounts, focusing on driving revenue by matching Salesforce solutions to client needs. A typical day is a dynamic mix of client interaction, internal meetings, and proactive prospecting.

Success requires strong communication, organization, and tenacity, with the most fulfilling aspects including winning deals and interacting with innovative companies.

The biggest challenges involve adapting communication styles and navigating the inherent rejection rate in sales. The B2B SaaS industry offers exposure to cutting-edge technologies and opportunities for continuous learning.

Entry-level roles like SDRs provide a strong foundation, with the sky the limit for career advancement. Consistent effort and a positive attitude, coupled with a well-rounded college experience, are key to professional success.

Advizer Information

Name

Job Title

Company

Undergrad

Grad Programs

Majors

Industries

Job Functions

Traits

Sam Leahy

Account Executive

Leading B2B SaaS Company

University of Colorado at Boulder

N/A

Business Management & Admin

Technology

Sales and Client Management

None Applicable, Greek Life Member

Watch all of this Advizer's videos below

Career Path of an Account Executive at a Leading B2B SaaS Company

Sam's career journey began with an accounting emphasis in college, driven by family influence, but a real estate internship revealed a different path. After gaining seven years of sales and account management experience at Indeed.com, progressing from "very heavy outbound...sales development representative" to managing advertising campaigns for large clients, a desire for broader technology exposure led Sam to their current role at Salesforce.

Career Path of an Account Executive at a Leading B2B SaaS Company

Main Responsibilities of an Account Executive at a Leading B2B SaaS Company

Sam's main responsibility as an Account Executive at Salesforce is "driving revenue" by managing a portfolio of 50-60 accounts, including existing and new customers. This involves understanding each company's needs and "match[ing] Salesforce solution[s] to a pain or challenge," ultimately increasing annual order value and securing new business across various products like Slack and Tableau.

Main Responsibilities of an Account Executive at a Leading B2B SaaS Company

A Day In The Life Of An Account Executive At A SaaS Company

A day for this account executive is highly variable, requiring self-discipline to structure effectively; the work involves a mix of email management, call preparation, client interaction ("games"), internal meetings and training ("practice"), and proactive prospecting to generate new business opportunities.

A Day In The Life Of An Account Executive At A SaaS Company

Most Important Skills for an Account Executive at a Leading B2B SaaS Company

Sam, an Account Executive, identifies "communication and organization" as the two most crucial skills, likening their consistent development to "muscle training." Effective communication and organization are key to coordinating team efforts and successfully quarterbacking sales, as "the best people have the most organized days."

Most Important Skills for an Account Executive at a Leading B2B SaaS Company

Favorite Parts Of Being An Account Executive At A Leading B2B SaaS Company

Sam, an Account Executive, finds the greatest rewards in "winning the deal," a validation of hard work and problem-solving. The role's inherent creativity and the opportunity to interact with "super cool companies and really smart people," constantly learning and facing new challenges, are equally fulfilling aspects of the career.

Favorite Parts Of Being An Account Executive At A Leading B2B SaaS Company

Biggest Challenges For An Account Executive At A Leading B2B SaaS Company

Sam's biggest challenge as an account executive is effective communication, requiring adaptation to different communication styles and paces, a "blessing and a curse." Successfully navigating the high failure rate inherent in sales, maintaining mental and physical well-being during "drought" periods, is equally crucial for career success.

Biggest Challenges For An Account Executive At A Leading B2B SaaS Company

Favorite Parts of Working in the Technology Industry as an Account Executive

Sam enjoys the B2B SaaS industry because of the opportunity to learn from "some of the most cutting-edge technologies in the world" that "change the world," ultimately making "people's lives easier." Exposure to "cool companies in the growth sector" also contributes to the excitement and fulfillment of the career.

Favorite Parts of Working in the Technology Industry as an Account Executive

What Type Of Person Thrives In The SaaS Sales Industry, According To An Account Executive At A SaaS Company

Account Executives in the B2B SaaS industry thrive by possessing "super organization," "outgoing" personalities, and a strong sense of "curiosity," actively seeking to understand customer needs and internal stakeholders. Success also hinges on "tenacity" and a competitive drive for continuous improvement and learning, as exemplified by the interviewee's personal journey.

What Type Of Person Thrives In The SaaS Sales Industry, According To An Account Executive At A SaaS Company

What an Account Executive at a SaaS Company Wishes They Had Known Before Entering the SaaS Industry

Sam, an Account Executive, wishes someone had emphasized the significant internal effort required to close deals, stating that "deals just don't happen overnight," and the substantial rejection inherent in the role, advising prospective candidates to be aware of the "amount of failure...on a daily basis."

What an Account Executive at a SaaS Company Wishes They Had Known Before Entering the SaaS Industry

Entry-Level Positions For Aspiring Account Executives

Sam, an Account Executive, recommends entry-level sales roles—such as SDRs or general entry-level sales positions—for undergraduates, emphasizing the invaluable experience gained from "high volume, high velocity of outbound dialing" and overcoming "the fear of rejection." This initial experience provides a strong foundation and, as Sam notes, "the sky's the limit" for career advancement due to the inherent respect earned from mastering this challenging role.

Entry-Level Positions For Aspiring Account Executives

Significant Career Lesson From An Account Executive At A Leading B2B SaaS Company

Consistent effort surpasses talent and intelligence, a lesson learned by the account executive, who emphasizes "control what you can control," maintaining a positive attitude, and persistent hard work as keys to career success. This approach, combined with showing respect for the job and company, fosters recognition and respect within the professional environment.

Significant Career Lesson From An Account Executive At A Leading B2B SaaS Company

College Experiences That Helped an Account Executive in B2B SaaS Succeed

Sam's business school experience and real estate elective provided valuable exposure to different career paths, ultimately leading to a technology sales career, even though Sam initially lacked a defined career goal. Studying abroad significantly contributed to personal growth and independence, highlighting the importance of stepping outside of one's comfort zone and fostering strong friendships along the way, with Sam noting that "having fun" and a supportive friend group were key aspects of their college experience.

College Experiences That Helped an Account Executive in B2B SaaS Succeed
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