// Sales
AE
Also known as Account Executive
Account Executive, the quota-carrying rep who runs deals from qualified opportunity to close.
In depth
AEs are typically segmented by ACV band (SMB, mid-market, enterprise, strategic). An enterprise AE might carry 4–8 named accounts and a $1–3M quota; an SMB AE carries a territory of hundreds and closes 5–15 deals a month.
Related terms
SDR
Sales Development Rep, outbound-focused rep who prospects new accounts and books meetings for AEs.
CSM
Customer Success Manager, post-sale owner of adoption, retention and (often) expansion.
OTE
On-Target Earnings, total comp a rep earns at 100% quota attainment (base + variable).
Quota
The annualised bookings or ARR target a rep is expected to deliver, the number their comp is built around.