How Do Account Executives and Sales Development Representatives Differ?


Besides inside and outside salespeople, companies nowadays rely on highly specialized positions. For example, account executives, sales executives, sales development representatives, and other positions may be found in a typical sales organization.


This article will assist you in comprehending the duties of these positions and why you require both for long-term sales growth. While both account executives and sales development representatives are critical to a company’s success, their duties differ.


Related: What Are The Responsibilities Of An Inside Sales Manager?


Account Executive


Account executives spend most of their time interacting with potential clients who are about to make a purchase decision. They usually close deals after a lower-level salesman has vetted and maintained a lead. They take the initiative in creating and growing consumer relationships.


An account executive is exclusively accountable for the following:


Closing deals


Account executives enter the sales funnel when a qualified lead contemplates investing in your company’s product or service. To gain a prospect’s business, the account executive should keep regular communication, whether answering inquiries or checking up on an offer they put out. Even if a prospect appears interested, convincing them to buy from your firm can take time and effort. Account executives offer prospects one extra push during the closing stages of a business contract. They accomplish this by boldly negotiating the commercial transaction’s price, terms, and circumstances.


Client needs


In today’s market, consumers have very high expectations. They want account executives to lead them through the sales funnel and answer any questions. To complete agreements with new clients, account executives must empathize with them, understand their wants, and demonstrate how your services or products can solve their problems.


Sales representatives can only make a sale if they properly grasp your prospective client’s pain points and can communicate how your product can address their problems. Comprehensive client information is vital when a prospect chooses between numerous organizations for the same service. An account executive must be convincing, competent, and trustworthy to persuade potential clients to join your company.




Sales Development Representative


Sales development representatives are in charge of introducing new business possibilities into the sales funnel. They are responsible for identifying prospects, transforming those into qualified leads, and maintaining their relationships until they are ready to arrange a sales appointment with the account executive.


Sales development representatives are exclusively accountable for the following:


Leads generating


While account executives are in charge of closing transactions, sales development representatives create leads. In addition, sales development representatives contact prospects who are likely interested in the company’s products or services.


Sales development representatives can contact new clients through various methods, including reaching out on media platforms, cold calling, and replying to inquiries on your website.


When speaking with new customers for the first time, sales development representatives present your organization and provide an overview of why the firm would suit their needs.


Leads Nurturing 


From the first discussion, a sales development representative assesses whether the prospective client is likely to turn into a client. If there is a likelihood of closing the deal, the sales development representative builds the connection over time until the lead is nearing the conclusion of the purchase cycle.


When a sales development representative finds leads ready to be converted, they schedule a sales meeting between the prospect and an account executive. The account executive will then give the lead a presentation tailored to their needs, improving their probability of becoming customers.


If, on the other hand, the prospective customer is unlikely to complete business, the SDR transfers the leads out of the sales funnel so that they save their time following good leads.


Related: What Is The Difference Between A Sales Pitch And Closing Sales?



You will require sales development agents and account executives to create a successful sales process. While sales development representatives work on retaining qualified leads in the funnel, your account executives will spend time closing sales.


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