Account executives play a critical role in sales organizations. They are responsible for managing client accounts, developing new business, and hitting sales targets. But is it a stressful job? There are definitely some high-pressure aspects of the account executive role. However, there are also quite a few upsides that can make it an engaging and rewarding career. In this article, we’ll look at the day-to-day responsibilities of account executives and the potential stress factors. We’ll also highlight some of the benefits and perks that can balance out the stress.
What Does an Account Executive Do?
Account executives, sometimes referred to as client executives, are responsible for managing the sales process and relationships for assigned clients or accounts. Typical account executive duties include:
- Managing a portfolio of existing accounts
- Identifying new business opportunities within those accounts
- Pitching products/services to prospective and existing clients
- Negotiating pricing and contracts
- Coordinating with other internal teams to meet client needs
- Developing long-term relationships to retain and grow business
- Traveling to meet with clients for sales presentations, networking, and client service
- Preparing regular sales reports to communicate progress on targets
Account management responsibilities can vary based on the size of the company and industry. But in general, the account executive role is focused on managing ongoing customer relationships, upselling existing accounts, and bringing on new business. It is a blend of sales oriented tasks like cold calling, along with account management activities like coordinating service and representing the customer’s needs internally.
Why Can the Job Be Stressful?
Given the sales-driven nature of the account executive role, there are some inherent stress factors:
Sales targets and quotas
Like most sales roles, account executives usually have quarterly or annual sales targets they need to meet. There is constant pressure to land new deals and grow revenue. If targets are missed, it can jeopardize commissions, bonuses, and even continued employment. The high pressure to convert prospects and close sales can be extremely stressful.
Commission-based pay
Many account executives have a total compensation package that relies heavily on commissions. Typically, base salary covers a portion of earnings, but commissions earned on sales make up the larger share. This pay structure creates instability and uncertainty around monthly and annual income. The pressure to earn commissions can add tremendous stress to the job.
Client retention and turnover
There is a constant need to maintain strong relationships with both new and long-term clients. If clients leave for competitors, an account executive may lose commissions or struggle to hit targets. The account executive needs to regularly service existing accounts and keep clients happy. Keeping accounts out of churn takes ongoing relationship management.
Unpredictable workflow
The workflow for an account executive is difficult to predict and control. One week may be slow with little client activity. The next could be filled with multiple deadlines, presentations, and proposals. Account executives need to adapt to changing priorities and fluctuating workloads. The inherent uncertainty around workflow can be challenging.
Travel requirements
Travel is often required to visit clients, attend conferences, or meet prospects. While the travel can be a nice perk, it also adds time away from home and hours spent in airports and cars. This can negatively impact work-life balance.
Competition and rejection
Landing new business requires resilience. Prospecting and making cold calls inevitably leads to rejection and closed doors. The competitive nature of sales also brings pressure to win deals. Account executives need perseverance and a thick skin to not take rejection personally.
Internal team collaboration
Account executives rely on support teams like marketing, finance, legal, product specialists, etc. Conflicting priorities can sometimes create tension or delays in delivering for the client. Account executives need to navigate internal team dynamics and effectively coordinate moving parts.
Stress impact on health
The sales profession overall tends to have higher instances of conditions like hypertension, insomnia, ulcers, and anxiety compared to other jobs. The high-pressure nature of account management can take a toll physically and mentally over time. This needs to be proactively managed.
Factors That Counteract the Stress
While the above factors absolutely contribute to a high-stress work environment, there are also some important elements that offset the pressure:
Ability to set your schedule
Account executives typically have a good deal of autonomy around managing their day-to-day schedules. As long as sales activity and client meetings are handled, account executives can structure their time as needed. This flexibility empowers account executives to work around personal needs and obligations.
Frequent recognition and rewards
Strong sales performance is financially rewarded through commissions, but also brings professional accolades and recognition. Account executives who excel are often celebrated and recognized publicly. The sales culture provides plenty of motivation through financial and social rewards.
Opportunity for rapid advancement
Sales organizations tend to have relatively flat structures. Successful account executives can move into management roles fairly quickly. The clear path upwards provides motivation to perform. High performers see a trajectory for career advancement.
Varied responsibilities
The account executive role has a diverse mix of responsibilities across prospecting, account management, customer service, reporting, and more. This can help keep things interesting and engaging. No two days look the same.
Sense of ownership
Account executives are handed a book of business and can run with it autonomously. This ownership over accounts and freedom to drive the business is satisfying. Account executives feel pride in managing the full revenue generation process.
Competitive environment drives performance
Sales teams tend to cultivate spirited, competitive environments. Account executives motivate each other to work hard and achieve more. Sales cultures celebrate “winning” which provides satisfaction.
High earning potential
Successful account executives can earn six-figure incomes, especially as they take on more senior roles. The uncapped commissions provide significant financial upside. Money is frequently cited as a key motivator and reward.
Opportunity to be creative
To differentiate from the competition, account executives need to constantly come up with creative sales tactics and compelling proposals. This stimulates innovative thinking.
Interaction with many people
Account executives interface with diverse clients, colleagues, managers, partners, and contacts. Developing these connections can be energizing for individuals who like high social interaction.
Travel opportunities
Although travel is a stress factor, it also provides opportunities to visit interesting locations and see clients. The change of scenery when on the road can be a benefit.
Coping with the Stress
Regardless of the positive aspects, the account executive job will always carry a significant amount of stress. Here are some tips for managing the stress levels:
Take time to relax and recharge
Make sure to take breaks throughout the day and detach from work stress in the evenings and weekends. Taking even brief moments of downtime helps reset mentally and physically.
Maintain work-life balance
Set boundaries and limits with work time to carve out a personal life. Use vacation time, take weekends, and prioritize family obligations. Keep perspective on what matters most outside of work.
Focus on controllable factors
Instead of stressing about outside forces, concentrate energy on the activities within your control like prospecting, account management, and skill development.
Start small to build momentum
On overwhelming days, break down priorities into smaller tasks. Accomplishing smaller goals helps build the momentum to tackle bigger items.
Avoid unhealthy habits as a coping mechanism
It’s easy to rely on bad habits like drinking, smoking, or emotional eating to temporarily relieve stress. But these only compound the pressure. Focus on healthy stress relievers like exercise.
Connect with colleagues
Lean on coworkers for camaraderie, advice, or even just an empathetic ear. Having the support system of colleagues can be invaluable.
Create a non-work support system
Invest in personal relationships outside of work like family and friends. Having loved ones to talk to about non-work topics helps manage stress.
Take care of your physical health
Make sleep, nutrition, and exercise priorities. When you’re physically feeling good, you’re better equipped to handle workplace demands.
Learn when to say no
Don’t over-commit to unnecessary meetings or tasks that add limited value. Scrutinize obligations and push back when needed.
Change perspective
When feeling overwhelmed, take a step back to look at the bigger picture. Remember why you enjoy the work and the difference made for clients.
Consider professional mental health help
For some, the stress becomes severe enough to warrant counseling or therapy. Seek professional support if needed.
Signs It May Be Time For A Change
If managing stress becomes increasingly difficult and starts to severely impact your mental health and well-being, it could be a sign that an account executive position may not be sustainable long-term. Here are some red flags to pay attention to:
– Dread of going to work and severe Sunday anxiety
– Panic attacks or chronic insomnia
– Using alcohol or drugs to unwind from the work stress
– Irritability that strains personal relationships
– Loss of interest in activities outside of work
– Feelings of hopelessness or depression
– Burnout that manifests in exhaustion, cynicism and lack of productivity
Experiencing one or more of these symptoms consistently could indicate the stresses of the account executive job have become unmanageable. In those cases, it may be time to re-evaluate whether this career path makes sense for your needs.
Alternative Career Options
If you find the account executive stresses to be untenable, there are some alternative careers worth considering:
Sales Development Representative
This is an entry-level sales role focused on qualifying and developing new leads. It allows gaining sales experience with lower pressure.
Customer Success Manager
Your account management skills translate well to this post-sale role focused on customer satisfaction, retention, and driving adoption.
Sales Engineer
Combine your sales abilities with technical aptitude by explaining and demonstrating technical products to prospects.
Marketing Manager
Use your client knowledge to shape marketing campaigns and programs to attract and convert accounts.
Training and Development Manager
Leverage your sales experience to design training programs for onboarding new sales reps and improving selling skills.
Operations Manager
Help improve sales operations processes, systems, analytics, and tools to increase productivity.
Project Manager
Apply relationship-building strengths to coordinate cross-functional product development initiatives and drive projects to completion.
Human Resources Business Partner
Support development of sales talent pipelines, compensation plans, and performance management best practices.
Sales Manager/Director
Step into leadership to guide a sales team. Removes day-to-day account management while providing higher strategic value.
Sales Consultant
Leverage sales expertise in an independent contractor role to provide outsourced seller services for clients on a project basis.
Entrepreneurship
Take sales skills and industry experience to launch your own business in an area of passion.
Key Takeaways
Here are some key points on evaluating stress in the account executive career:
- There are inherent stresses in account executive jobs like sales quotas, commission pay, client turnover, travel demands, and an unpredictable workflow.
- However, factors like flexible schedules, advancement opportunities, rewarding competition, and high earning potential can help balance the stress.
- Practicing healthy stress management techniques and maintaining perspective is key.
- Warning signs like dread, isolation, or burnout may indicate the role is no longer sustainable.
- With strong account management skills, there are many alternate career paths to consider beyond sales.
Conclusion
The account executive career brings significant positive opportunities, but also includes undeniable stress. Individuals need to weigh whether the stress is manageable for them. If managed well, an account executive job can be highly rewarding and lucrative. But it also requires coping mechanisms to handle pressure and seeking alternatives if the stress becomes overwhelming. With eyes wide open about the pros and cons, individuals can determine if this fast-paced sales job is a good personal fit.
