• Provide leverage to Field AEs and Sr. AEs by owning defined components of account management
• Improve portfolio coverage, responsiveness, and operational rigor across assigned accounts
• Build a strong internal bench of future Account Executives grounded in the DRIVE framework
• Create structured succession for revenue-producing roles
• Support AEs and Sr. AEs in executing strategic account plans
• Prepare materials and analysis for business reviews, renewals, and growth discussions
• Monitor account health indicators and flag risks or expansion opportunities
• Maintain disciplined pipeline tracking, CRM hygiene, and forecast preparation — daily updates, accurate records, no exceptions
• Coordinate follow-ups, proposals, and documentation related to client requests
• Identify cross-sell and upsell signals within assigned accounts
• Conduct preliminary discovery conversations as appropriate, building toward full consultative selling skills
• Support pricing requests, renewal documentation, and opportunity progression
• Gradually assume responsibility for smaller accounts or transactional renewals
• Maintain regular communication with designated client contacts
• Support execution of Quarterly Business Reviews and performance reporting
• Develop consultative selling skills by shadowing senior AE and Sales Director client conversations
• Build credibility as a trusted, responsive point of contact who takes personal ownership of outcomes
• Partner with Product, Marketing, Enterprise Analytics, Operations, and Customer Care to resolve issues and advance opportunities
• Ensure internal alignment on deliverables, timelines, and client expectations
• Support onboarding, adoption, and renewal processes through disciplined coordination
• Participate in structured development plans defined by the Director, Field Sales benchmarked against the DRIVE competency model
• Demonstrate increasing ownership of account strategy and revenue initiatives over time
• Achieve competency benchmarks required for promotion to Field AE or Sales Director
• Engage actively in deal reviews, role plays, and formal training — bring specific stories, real numbers, and honest self-assessment