How to Hire a Account Executive
Account Executives are the revenue engine of your company. They convert pipeline into customers and, in many orgs, expand existing accounts. Hiring the wrong AE is expensive — bad hires destroy pipeline, damage prospect relationships, and take months to replace. This guide helps you hire AEs who consistently hit quota.
What to Look For
- Quota attainment history: ask for specifics, not just 'I hit my number'
- Deal cycle experience that matches your own: if you sell 6-month enterprise deals, they should too
- Discovery skills: ability to uncover real business pain, not just pitch features
- Coachability: the best AEs adapt their approach based on feedback and data
- Pipeline discipline: CRM hygiene, accurate forecasting, and consistent follow-through
- Intellectual curiosity: the best sellers deeply understand their customer's world
The Hiring Process
- 1
Phone screen — quota and experience
Confirm deal size, sales cycle, quota, and attainment. If they can't give you specific numbers, that's a red flag.
- 2
Discovery call roleplay
Ask them to run a discovery call on you (as a prospect). Evaluate questioning quality, listening, and ability to connect pain to solution.
- 3
Deal walkthrough
Ask them to walk through a recent deal — from first touch to close. Look for their role, obstacles, and how they maneuvered.
- 4
Objection handling exercise
Give your three most common sales objections and ask them to respond. Evaluates preparation and adaptability.
- 5
Reference checks with former managers
Quota attainment, behavior under pressure, and how they handled losing deals are all critical.
Interview Tips
- Ask 'What's the most creative thing you've done to close a deal?' — looks for resourcefulness
- Ask how they manage a full pipeline when every deal feels urgent
- Probe on lost deals: 'Tell me about a deal you should have won but didn't — what happened?'
- Ask 'How do you handle a prospect who goes dark after a strong demo?'
Red Flags
- Vague quota numbers — 'roughly 80%' without specifics suggests embellishment
- Blames product, marketing, or the economy for missed quota without taking ownership
- Talks more than listens in the interview — discovery skills require listening
- No CRM experience or dismisses it as 'admin work'
- Can't describe their sales process — successful reps have repeatable methods
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