An Account Executive owns deals from first conversation to signed customer. They run discovery calls and demos, handle objections, send proposals and close, so new business does not depend on you alone.

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No tech background needed. This guide explains the role in plain English: what it is, when you need it, what to expect and how to choose the right Volunteer.

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In plain English

What does a Account Executive do for you?

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Think of an estate agent.

The agent meets each buyer, finds out what they really need, shows them the right property, answers every doubt and guides them all the way to a signed offer.

Runs discovery and demos

Understands each buyer and shows how the product helps them.

Moves deals forward

Agrees next steps so deals do not stall.

Closes new business

Proposals, negotiation and signed customers.

When you need one

Signs it is time to bring one in.

If two or more of these sound familiar, add this role to your Sales team.

Bring one in when

✓Qualified leads are waiting days for a reply
✓You run every demo yourself
✓Deals stall after the first call
✓You do not know where each deal stands
✓You want to sell to more than a handful of customers

You can wait if

…You have no qualified leads yet (start with an SDR or Marketing)

What they own

Four areas a Account Executive takes off your plate.

Discovery

Finding the buyer's problem, budget and decision process.

Demos

Showing the product in a way that matches the buyer's needs.

Proposals and negotiation

Clear offers and fair terms that move to a decision.

Closing and handover

Signed customers handed over cleanly to Customer Success.

What to expect

Across a 60 Volunteer day term.

Volunteers give up to three hours a day, Monday to Friday, over three months or more. Daily and weekly updates keep you informed, and rapid feedback from you in the first two weeks makes the biggest difference.

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Weeks 1 and 2

Learns the product and the buyer, shadows your calls and runs a first demo with you. Daily updates and rapid feedback matter most here.

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By mid term

Owns a set of deals, runs demos alone and keeps every deal updated in the CRM.

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By day 60

Deals moved forward or closed, a demo script and handover notes for the next Account Executive.

Choosing the right Volunteer

What to ask, and what to look for.

You do not need to be an expert to recruit well. Use these questions at interview and listen for the signs below.

Questions to ask

?Walk me through a deal you closed. What was the turning point?
?How would you run a discovery call for our product?
?How do you handle a buyer who says it is too expensive?
?How do you decide a deal is not worth pursuing?

Good signs

✓Asks questions before pitching
✓Keeps careful notes in the CRM
✓Talks honestly about deals they lost

Red flags

✕Talks only about features
✕Discounts quickly to win
✕Cannot describe their own sales process

Your part as a Tech Founder

Give them this, and they deliver from Day 1.

✓Your pricing, offer and the limits for discounts
✓Access to the CRM and a demo account
✓Recordings or notes of past sales calls
✓Fast answers on unusual customer requests
✓A signed Volunteer Agreement before they start

Who they collaborate with

The roles around your Account Executive.

SDR

Sales Development Representative

Finds the right prospects. Companies and people who match your ideal customer.

Read the guide →

Head of Sales

Sets the target and the plan. A clear revenue goal and how the team will reach it.

Read the guide →

Proposal and Deal Support

Prepares proposals. Clear, consistent offers tailored to each buyer.

Read the guide →

FAQ

Questions Tech Founders ask.

Do I need an Account Executive and an SDR? +

Often, yes. The SDR finds and qualifies leads, and the Account Executive turns them into customers. Early on one person may do both.

Who sets the price? +

You do. The Account Executive negotiates within the limits you agree, and brings anything unusual back to you.

Where do Volunteers learn about this role? +

Volunteers can read about sales roles on the Sales career pathway.

How much does it cost to recruit this role? +

Volunteers give their time for experience, not pay. You subscribe to the Advanced (GTM) plan at £250 a month or £2,500 a year, which lets you recruit up to 100 Volunteer team members across Marketing, Sales and Customer Success. See the plans.

Grow it ·
scale it ✦

Ready to recruit your Account Executive?

Create your company account, list an Opportunity with the matching template and start meeting Volunteers this week.

Create account → Back to the Sales team