Glossary entry
AE
Also known as Account Executive
The rep who owns the deal from qualified opportunity through close. Where the meeting SDRs book turns into revenue: AEs run discovery, demo, MAP, multi-thread, negotiation, and procurement. The handoff from SDR to AE is the most fumbled moment in most pipelines — context gets lost, prospects get re-qualified, momentum dies. Tools that preserve context across the handoff (briefs sent to AE, MAPs co-owned with prospect) protect conversion.
01Definition
TLDR
The rep who owns the deal from qualified opportunity through close. Where the meeting SDRs book turns into revenue: AEs run discovery, demo, MAP, multi-thread, negotiation, and procurement. The handoff from SDR to AE is the most fumbled moment in most pipelines — context gets lost, prospects get re-qualified, momentum dies. Tools that preserve context across the handoff (briefs sent to AE, MAPs co-owned with prospect) protect conversion.
02Why it matters
Quota lives here. SDR booking quality is judged by AE close rate, not just meeting count.
03Example
Worked example
AE Marcus inherits a Mama brief at the SDR-booked meeting → uses it for discovery prep, expands to MAP after second call.
Found something off? Glossary entries are reviewed in batches. If a definition is wrong, incomplete, or missing the angle that would help your team, email [email protected] and reference this entry — we'll revise and credit your input.
Signal-anchored outbound, no theater
Stop guessing. See every signal firing on every account in your CRM.
Connect a CRM. Mama detects 47 signal types, scores every account daily, and writes the first email. Free up to 100 accounts. No card.