Senior Account Executive Resume Example
The bar for Senior Account Executives: consistent revenue over-attainment in multi-stakeholder deals. Activity metrics like call volume get filtered out.
This resume is for senior account executives who manage multi-stakeholder enterprise sales cycles and exceed $1M+ annual quotas, but aren't yet responsible for regional sales strategy or managing a full team.
- Consistent over-attainment against high-value revenue quotas
- Mastery of complex sales methodologies like MEDDIC or Challenger
- Ability to navigate multi-stakeholder procurement and legal processes
- Professional summary highlighting total revenue impact
- Experience bullets lead with quantified financial outcomes
- Technical and methodology skills grouped for quick scanning
James Baker
Summary
Experience
- Closed $1.6M in new business ARR during FY24, achieving 114% of annual quota through a mix of high-velocity enterprise wins and strategic account expansions.
- Spearheaded a $485K competitive displacement of legacy project management tools, navigating a 9-month sales cycle involving 12 stakeholders across engineering, IT, and procurement.
- Mentored 3 junior Account Executives on MEDDIC qualification frameworks, resulting in a 28% increase in their average deal size over three quarters.
- Generated $4.2M in qualified pipeline by prioritizing high-intent enterprise leads over lower-value prospects, increasing overall win rates from 22% to 31%.
- Delivered $920K in total contract value (TCV) in 2021, finishing at 108% of quota and ranking in the top 10% of the mid-market sales organization.
- Directed 150+ technical demos of API suites to fintech founders and CTOs, focusing on authentication and transaction products to reduce integration friction.
- Negotiated and finalized 18 enterprise-level contracts, standardizing pricing structures that reduced legal review cycles by 35%.
- Redesigned the initial discovery process to focus on developer experience (DX) requirements, which decreased the average sales cycle length from 145 days to 112 days.
Education
Skills
Solution Selling · Pipeline Management · Salesforce · Contract Negotiation · Discovery · Demos · MEDDIC · Challenger Sale · Executive Selling · Multi-Threading · Forecasting · Competitive Positioning · Expansion Revenue · Mentorship
What makes this resume effective
- This resume meets the hiring bar for senior account executives by demonstrating consistent quota overachievement, mastery of complex enterprise sales cycles, and the ability to mentor junior team members.
- Notice how the Atlassian section highlights a $485K competitive displacement involving 12 stakeholders, which proves James can navigate the complexity of enterprise procurement.
- See how the Plaid experience quantifies process improvements, such as reducing legal review cycles by 35%, showing impact beyond just hitting a sales number.
How to write better bullet points
Managed a large pipeline of enterprise leads and closed several deals.
Generated $4.2M in qualified pipeline by prioritizing high-intent enterprise leads, increasing win rates from 22% to 31%.
It replaces vague activity with specific pipeline value and a measurable improvement in conversion efficiency.
Mentored new hires on the sales team.
Mentored 3 junior Account Executives on MEDDIC qualification frameworks, resulting in a 28% increase in their average deal size.
It quantifies the scope of mentorship and ties it directly to a tangible business outcome for the team.
Shortened the sales cycle for fintech products.
Redesigned the discovery process to focus on developer experience, decreasing average sales cycle length from 145 to 112 days.
It identifies the specific strategic change made and the exact time-saving impact achieved.
Senior Account Executive resume writing tips
- Detail the number of stakeholders and the length of your largest deals to prove enterprise-level complexity.
- Include specific percentage over-attainment for every fiscal year to establish a track record of reliability.
- Mention the specific sales frameworks, like MEDDIC, used to qualify your $4.2M pipeline.
Common mistakes
- Focusing on activity metrics like 'number of calls' instead of revenue outcomes and deal complexity.
- Failing to mention mentorship or peer leadership, which signals you are stuck at the mid-level.
- Omitting the specific sales methodology used to close complex, multi-stakeholder enterprise accounts.
Frequently asked questions
Is this resume right for someone with 10+ years of experience? Yes if you are an individual contributor targeting high-value accounts, but no if you are pursuing management-heavy Director or VP positions.
Yes if you are an individual contributor targeting high-value accounts, but no if you are pursuing management-heavy Director or VP positions.
Yes, if you are still in an individual contributor role focused on high-value accounts. No, if you are applying for a Sales Director or VP position where team management is the primary requirement.
What if my background is in SMB sales rather than Enterprise? Yes, provided you pivot your focus toward high-velocity volume and how you optimized your sales process to handle more deals than your peers.
Yes, provided you pivot your focus toward high-velocity volume and how you optimized your sales process to handle more deals than your peers.
You can still use this structure by emphasizing your high-velocity volume and how you've optimized your sales process to handle more deals than your peers.
What if I don't have exact ARR or TCV metrics? Use percentage growth or stack ranking against your peers to demonstrate performance if your company keeps specific revenue data confidential.
Use percentage growth or stack ranking against your peers to demonstrate performance if your company keeps specific revenue data confidential.
In this resume, James Baker uses specific dollar amounts, but you can use percentage growth or ranking against your peers if your company keeps revenue data confidential.
How much should I change before applying? Retain the outcome-led bullet structure and stakeholder metrics, but update the CRM and specific tech tools to match your actual experience.
Retain the outcome-led bullet structure and stakeholder metrics, but update the CRM and specific tech tools to match your actual experience.
Keep the structure of the Atlassian bullets that lead with the outcome, but swap the specific technologies like Salesforce for the CRM you actually use.
What do hiring managers focus on at this level? Recruiters look for predictable revenue, seeking proof that high quota attainment results from a repeatable process rather than a one-time win.
Recruiters look for predictable revenue, seeking proof that high quota attainment results from a repeatable process rather than a one-time win.
Recruiters look for predictable revenue, meaning they want to see that your 114% quota attainment at Atlassian wasn't a one-time fluke but a result of your process.
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