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How to Become An Account Executive

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What is a Account Executive

An account executive is a sales professional who manages client accounts and helps businesses grow. They act as the key link between a company and its clients. The role is found across a huge range of industries, from tech startups to media agencies and consumer brands. No two days look the same, which makes it a great choice for people who love variety.

Day to day, account executives prospect for new clients, run sales presentations, and negotiate deals. They work with marketing and product teams to find the best solutions for clients. Tracking sales data and reporting on targets is also part of the job. It is a busy mix of people skills, strategy, and numbers.

Account executives do not stop caring once a deal is signed. They check in with clients, sort out any problems, and look for chances to offer more products or services. This ongoing care builds strong, lasting relationships that often lead to more business down the track. Being good with people is just as important as being good at selling.

This career can lead to some exciting places. With experience, account executives can move into senior roles, account management, or leadership positions. Pay can climb fast for top performers, especially when commissions are included. For those who enjoy helping clients succeed and love the thrill of closing deals, it is a great fit.

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Career Outlook for Account Executive

Account executives work across many industries in Australia. Sales rep roles had around 15,900 people employed nationally, based on yourcareer.gov.au data (2024). Full-time work is the norm, with most working 38-44 hours a week. The median age in related sales and ad roles is around 34. This shows the strong appeal of this career to younger workers.

Job demand is steady, with over 1,400 open sales roles at any time (yourcareer.gov.au, 2024). Tech and professional services are growing fast as sectors that hire account executives. Pay grows with skill and strong results. Senior account executives and key account managers can earn well above the industry average when commissions are added.

On this Article

Introduction

Average Salaries

Resources

Steps to Become an Account Executive

Step 1: Complete the Certificate IV in Marketing and Communication (BSB40820)

Enrol in the Certificate IV in Marketing and Communication (BSB40820) at a TAFE or RTO. This takes around 12 months full-time. It covers sales skills, client talk, and core marketing concepts. This is a solid start for those who do not yet have a degree.

Step 2: Earn a Bachelor Degree in Business, Marketing, or Commerce

Earn a bachelor degree in business, marketing, or commerce at a university or online provider. Most three-year degrees cover buyer behaviour, marketing plans, and professional communication. Many employers in tech, finance, and advertising need a degree for mid-level roles. This is the most common path for this career in Australia.

Step 3: Build Experience in Sales or Customer Service

Apply for entry-level jobs such as sales assistant, customer service rep, or sales coordinator. These roles take 1-2 years to build skills in client handling, objection management, and CRM tools. Look for work in media, tech, or business services. This hands-on time is key before moving into a full account executive role.

Step 4: Get Certified in CRM and Digital Sales Tools

Account executives use CRM tools such as Salesforce or HubSpot each day. Get a CRM cert from Salesforce or HubSpot Academy. Both are done online in 2-4 weeks. These certs show tech skill and are valued by employers across all industries.

Step 5: Join a Professional Association and Build Your Network

Join the Australian Marketing Institute (AMI) or the Australian Institute of Sales. Both offer training, events, and peer networks for career growth. Going to industry events and webinars helps build contacts that lead to new clients and chances. Most account executives find a strong network is worth as much as any formal qualification.

What does an Account Executive do?

Account executives manage sales from the first call right through to keeping clients happy. They reach out to new leads, run pitches, close deals, and stay close to clients after the sale. They work with marketing and product teams to make sure what they offer fits real client needs. They also track sales data and report on progress. It is a role full of variety that suits people who enjoy people, plans, and the thrill of a win.

Tasks

An account executive is at the heart of any sales team. They build client relationships, close deals, and make sure clients are getting real value. The role is dynamic and varied, covering everything from research and pitching to reporting and follow-up. Strong communicators who love meeting targets thrive in this career.

  • Client relationship management – builds strong, trusted relationships with clients to keep them satisfied and coming back.
  • Sales strategy – creates and runs sales plans to hit targets and bring in new revenue.
  • Market research – researches industry trends and competitor activity to spot new opportunities.
  • Proposal preparation – puts together clear, persuasive proposals that show how the company’s products solve client problems.
  • Negotiation – negotiates contracts and deals to reach outcomes that work for both sides.
  • Team collaboration – works with marketing, product, and service teams to deliver on client promises.
  • Performance tracking – monitors sales metrics and reports on progress toward goals.
  • Networking – attends industry events and builds contacts to generate leads and referrals.
  • Client feedback – collects and acts on client feedback to improve service quality.
  • Learning and development – keeps up with new products, industry trends, and sales skills through ongoing training.

Skills for Success

To do well as an account executive, strong people skills are a must. Account executives need to build real connections with clients. They must understand what clients need and explain solutions in a clear way. Sales know-how is key, from pitching ideas to closing deals and negotiating terms. Good time management keeps everything on track across multiple accounts at once.

Being adaptable is just as important as being skilled. Clients change their minds, markets shift, and new tools appear all the time. Account executives who can keep up and adjust their approach quickly tend to do the best. Getting familiar with CRM platforms and digital tools is a big plus in today’s market.

Skills & Attributes

  • Clear verbal and written communication
  • Client relationship management
  • Sales and negotiation
  • Time management and organisation
  • Problem-solving
  • Understanding of marketing and sales principles
  • CRM software proficiency (e.g. Salesforce, HubSpot)
  • Market research and analysis
  • Teamwork and collaboration
  • Adaptability under pressure
  • Goal-oriented mindset
  • Attention to detail
  • Presentation and pitching skills
  • Active listening
  • Knowledge of industry trends

Average Salaries

Account executives in Australia earn around $68,000 a year in base pay (PayScale Australia, 2026). Add in commissions and total pay often hits $85,000 or more. New starters earn around $55,000. Top performers can earn over $120,000 per year in total pay.

min $55 K

max $120 K

av $85 K

About the author

Laura Atkinson - Course Finder Groups
Laura Atkinson

Laura Atkinson is an Account Management and SEM specialist at Course Finder Group with six years' experience in the Australian education sector. She works day to day with universities, TAFEs and independent training providers, which gives her a close view of how courses map to real career outcomes. She writes practical guidance on career pathways, choosing the right qualification and what to expect when moving into a new field.