How to Successfully Manage Account Executives: Tips for Founders

Name: How to Successfully Manage Account Executives: Tips for Founders
Uploaded: 2024-03-07T14:05:27+00:00
Duration: 45 s
Channel: Jason M. Lemkin
Description: Jason M. Lemkin says the full-stack account executive who generates and closes deals is mostly a myth. In real startups, AEs close handed-over leads…

7 Mar 2024 · 1 min

Watch on YouTube

0:45

Jason M. Lemkin says the full-stack account executive who generates and closes deals is mostly a myth. In real startups, AEs close handed-over leads while SDRs handle demand generation. Founders can manage a few AEs directly but lack the bandwidth to micromanage larger groups of junior SDRs.

Chapters

There is no, if you want a tip for founders, I know you want this full stack AE and, and they do exist when they're micromanaged in certain high performance sales organizations, but they don't exist in, in real life, right? They're specialized. So most AEs, they want to be closers. They want to be handed a lead, a contact me, a lead. They want to work the lead and close the lead. And, and you, you hire some SDRs to help generate more demand. And so those are the, those are the, those are the basic acronyms. Um, what, what's hard for. Most founders, most— here's the tough part. Most founders have enough stamina to manage a couple of these AEs, these account executives, these folks who work the leads. Most founders do not have the stamina to manage 10 kids fresh out of college that need to be micromanaged on an hourly basis to call leads. So.