Account Executive and Account Manager

This page contains the different roles within the Account Executive and Account Management paths. The Google Sheets version is here. 

Our competencies are divided into three categories, each with their own subcategories:

Sales Skills & Processes (purple)

·        Product Knowledge and Expertise

·        Strategic Sales Processes

·        Forecast & Pipeline

Internal Impact and Leadership  (red)

·        Collaboration and Communication  

·        Drive Efficiency & Improvement         

·        Team Player

Culture & Behavior (green)           

·        monday.com Values

·        Growth Mindset

SDR/BDR
AE and AM
Solution Engineering
Enablement Group

Choose the roles

AE/AM (Associate)
AE/AM
AE/AM (Advanced)
Senior AE/AM
Senior AE/AM (Advanced)
IC Path
N/A
Management Path
Sales Manager (N/A)
Senior Sales Manager (N/A)

Choose the competencies

All
Product knowledge
Strategic sales processes
Forecast and pipeline
Collaboration and communication
Drive efficiency
Team player
Values
Growth mindset

AE/AM (Associate)

Professional Path

Minimum time in position before eligible for promotion:

·       6 months post ramp (At least 12 months total in the role).

Minimum Quantitative criteria:

·       achieve 2 consecutive quarterly targets in the fiscal half (e.g. Q1/Q2 OR Q3/Q4) and either 4/6 monthly targets or 115% of the goal for the fiscal half.

Minimum Qualitative criteria:

·       exceed role competency expectations.

Product knowledge

Technical product proficiency and understanding of the monday.com message and positioning.

Behaviors

  • Understanding of the basic and advanced functionalities of the platform 
  • Actively keeps up with the latest product releases
  • Ability to demo effectively to solve customer issues/pain points and translate it into opportunities
Strategic sales processes

Ability to lead and strategize strategic sales processes.

Behaviors

  • Regularly in dialogue with deal champions to progress opportunities; can maintain deal momentum
  • Has a consistent approach to discovery and a process for ensuring they have the key information 
  • Can manage the high volume of activities and opportunities without letting them fall through the cracks.
  • Thinks through, creatively approaches, and clearly communicates in negotiations
Forecast and pipeline

Ability to manage a sales pipeline and maintain information in systems and tools.

Behaviors

  • Maintain clean Salesforce records with updates on status, deal history, and next strategic steps
  • Maintains 3x pipeline coverage 
  • Rolling 3 month forecasting accuracy of +/- 25%
Collaboration and communication

Ability to work effectively within and across departments.

Behaviors

  • Clear and effective written and verbal communication both internally and externally; in addition to strong listening skills
  • Keeps relevant people informed of actions/decisions in a timely manner (internal and external)
  • Takes responsibility to resolve difficult situations with others effectively
  • Open and honest communication; presents information accurately and truthfully
Drive efficiency

To seek and achieve efficiency and improvement not only in your work, but throughout the organization.

Behaviors

  • Owns their responsibilities from A-Z
  • Understands the importance of preparation in any setting and meeting 
Team player

Contributions to the success of the team.

Behaviors

  • Positive and productive daily communication with team members
  • Feels responsible for the team success
Values

Demonstrating behaviors aligned with monday.com values and culture.

Behaviors

  • Aligned to and consistently demonstrates company values, even in times of adversity
  • Holds a positive approach to conflict, challenges and changes
Growth mindset

Continuous effort for self development and improvement.

Behaviors

  • Responds constructively to feedback about areas for improvement
  • Implements feedback by applying change and translating challenges into actions
  • Participates regularly in win/loss summaries

AE/AM

Professional Path

Minimum time in position before eligible for promotion: 

·       6 months – must have spent a combined total of at least 18 months in the roles of AE/AM and/or AE/AM Advanced together.

Minimum Quantitative criteria:

·       Achieve 2 consecutive quarterly targets in a fiscal half (e.g. Q1/Q2 OR Q3/Q4) and either 4/6 monthly targets or 115% of goal for the fiscal half. Additionally, be at a minimum of 100% of quota looking back one year. For example, if you hit the consistency requirement, as first stated in this section, in fiscal half one (Q1/Q2), we will also look back to fiscal half two of the year prior (Q3/Q4) to ensure you are 100% of quota for a full 12 month period.

Minimum Qualitative criteria:

·       exceed role competency expectations.

Product knowledge

Technical product proficiency and understanding of the monday.com message and positioning.

Behaviors

All competencies listed for previous levels, in addition to:

  • Ability to implement complex workflows and speak to business value and overall ROI
  • Actively talk through multiple use cases & different solutions to problems on the fly with customers
  • Effectively know where to includes SE’s and can manage the evaluation appropriately with multiple technical resources
Strategic sales processes

Ability to lead and strategize strategic sales processes.

Behaviors

All competencies listed for previous levels, in addition to:

  • Identifies risks/challenges in the sales process and can solve for them
  • Consistently gets to power/decision maker in the sales cycle
  • Proficient in the discount Matrix, discounts strategically/reasonably, and can effectively leverage it in pricing conversations
  • Proactively includes partners, professional services and AWS in deals 
Forecast and pipeline
Ability to manage a sales pipeline and maintain information in systems and tools.

Behaviors

All competencies listed for previous levels, in addition to:

  • Can clearly articulate discrepancies in weighted vs committed forecasts
  • Knows and can break down what activities and metrics lead to pipeline and puts consistent effort to maximize these channels
  • Close dates accurately portray the mutual close plan; close dates are not just set to the 15th or the 30th/31st
Collaboration and communication

Ability to work effectively within and across departments.

Behaviors

All competencies listed for previous levels, in addition to:

  • Recognizes the need to get buy in and support from decision makers
  • Can deliver effective presentations and demonstrations to small or mid-sized groups
  • Demonstrates multithreading stakeholders across departments, geographies and levels or seniority/experience
  • Effectively supports Handover motion (volume, continuity, support, knowledge transfer)
Drive efficiency

To seek and achieve efficiency and improvement not only in your work, but throughout the organization.

Behaviors

All competencies listed for previous levels, in addition to:

  • Seizes opportunities to impact positive change within their team and department
  • Shares best practices often without being provoked
  • Effectively raises current and relevant challenges to seek solutions
Team player

Contributions to the success of the team.

Behaviors

All competencies listed for previous levels, in addition to:

  • Actively seek opportunities to collaborate in order to get many opinions on a given challenge
  • Proactively contributes to team meetings, objectives, and deadlines
Values

Demonstrating behaviors aligned with monday.com values and culture.

Behaviors

All competencies listed for previous levels, in addition to:

  • Exhibits and drives the company’s culture in all interactions (internal/external)
Growth mindset

Continuous effort for self development and improvement.

Behaviors

All competencies listed for previous levels, in addition to:

  • Turns hardships or failures into lessons learned
  • Prioritizes Segment goals (i.e. H1/H2 Goals)
  • Knows the goals, tracks the goals, helps other with the goals
  • Proactively seeks feedback from Manager on perceived weaknesses 
  • Actively aware of and supports company OKRs

AE/AM (Advanced)

Professional Path

Minimum time in position before eligible for promotion: 6 months

·       6 months – must have spent a combined total of at least 18 months in the roles of AE/AM and/or AE/AM Advanced together.

Minimum Quantitative criteria:

·       Achieve 2 consecutive quarterly targets in a fiscal half (e.g. Q1/Q2 OR Q3/Q4) and either 4/6 monthly targets or 115% of goal for the fiscal half. Additionally, be at a minimum of 100% of quota looking back one year. For example, if you hit the consistency requirement, as first stated in this section, in fiscal half one (Q1/Q2), we will also look back to fiscal half two of the year prior (Q3/Q4) to ensure you are 100% of quota for a full 12 month period.

Minimum Qualitative criteria:

·       exceed role competency expectations.

Product knowledge

Technical product proficiency and understanding of the monday.com message and positioning.

Behaviors

All competencies listed for previous levels, in addition to:

  • In-depth competitive landscape knowledge and can effectively speak to how we are different
  • Proficient with different product solution’s value propositions (e.g. CRM, Dev, Partner Solutions, Canvas) and able to recommend and demo those when necessary
  • Strong knowledge of partner ecosystem and where and how we can solve for different product gaps
Strategic sales processes
Ability to lead and strategize strategic sales processes.

Behaviors

All competencies listed for previous levels, in addition to:

  • Leads a sales process with challenges and impact, not features and functionality
  • Can clearly articulate why a client needs monday.com now (benefits/value of proceeding today & repercussions of not)
  • Manages deal close plans and close dates effectively with little deal slippage
  • Handles pricing, negotiation, and objections, including legal and security
  • Doesn’t give without a get
  • Can speak to all sections of our Terms of Service, why they are important, and effectively negotiate areas of contention
  • Maintains a minimum of 50% of opportunities scheduled with next steps at all times. 
Forecast and pipeline
Ability to manage a sales pipeline and maintain information in systems and tools.

Behaviors

All competencies listed for previous levels, in addition to:

  • Develops annual/quarterly victory plans to exceed quota and effectively implements these plans
  • Does not require management oversight to maintain opportunity close date accuracy over the next 90 days
  • Knows their pipeline metrics and data. Can self diagnose weaknesses and areas for opportunity
Collaboration and communication

Ability to work effectively within and across departments.

Behaviors

All competencies listed for previous levels, in addition to:

  • Identifies and excels with key stakeholders and multi threads complex cross-functional projects, accounts and opportunities
  • Strong ability to work interdepartmentally and raise where help is needed 
  • Can challenge the status quo (internal and external) in a cordial way that creates better alignment and forward progress
Drive efficiency
To seek and achieve efficiency and improvement not only in your work, but throughout the organization.

Behaviors

All competencies listed for previous levels, in addition to:

  • Works autonomously and understands how and when to escalate learnings to ensure minimal duplication of effort or negative business impact
  • Does not raise a challenge without first thinking through a solutions and presents any challenge with a well thought out path to solution.
  • Is present in meetings; not multitasking, computer used for notes only
Team player

Contributions to the success of the team.

Behaviors

All competencies listed for previous levels, in addition to:

  • Initiates brainstorming sessions to jointly tackle complex problems and increase collaboration
  • Constructively contributes feedback to their coworkers when feedback is appropriate – doesn’t shy away from constructive feedback
  • Displays openness and willingness to support new hires
Values

Demonstrating behaviors aligned with monday.com values and culture.

Behaviors

All competencies listed for previous levels, in addition to:

  • Company values influence the decisions made on what is best for our prospects and customers
Growth mindset

Continuous effort for self development and improvement.

Behaviors

All competencies listed for previous levels, in addition to:

  • Proactively takes on challenging assignments and jobs that develop strengths and build new skills
  • Leans into company initiatives & Key Metrics (even when the ARR benefit is minimal or nonexistent for them. i.e. Services Attach Rate, Partners, Multi-year, Renewals, New Business Motions, Handovers, etc)

Senior AE/AM

Professional Path

Minimum time in position before eligible for promotion:

·       24 months

Minimum Quantitative criteria:

·       Achieve rolling annual targets while not missing quota for a fiscal half (Q1/Q2 and Q3/Q4).

Minimum Qualitative criteria:

·       exceed role competency expectations.

Product knowledge

Technical product proficiency and understanding of the monday.com message and positioning.

Behaviors

All competencies listed for previous levels, in addition to:

  • Autonomous ability to implement and build advanced workflows and dashboards for complex customer use cases driven by business value, overall ROI, and an effective discovery process
  • Consistently up-to date on new app marketplace releases and can effectively build them into client solutions
Strategic sales processes

Ability to lead and strategize strategic sales processes.

Behaviors

All competencies listed for previous levels, in addition to:

  • Identifies and gets ahead of objections; deals are not being lost for reasons we did not know or identify as a risk
  • Does not require management call coverage in negotiation; can leverage and execute a predefined strategy
  • Can speak to all sections of our MSA, DPA and BAA, why they are important, and can effectively negotiate points of contention why they are important, and can effectively negotiate points of contention 
  • Ability to effectively coach more jr. reps on the team through Gong scorecards and comments
  • Maintains a minimum of 60% of opportunities scheduled at all times
Forecast and pipeline

Ability to manage a sales pipeline and maintain information in systems and tools.

Behaviors

All competencies listed for previous levels, in addition to:

  • Builds account plans for key accounts with clear and demonstrable actions 
  • Consistently maintains push counts of < 2
  • Rolling 3 month forecasting accuracy of +/- 10%
Collaboration and communication

Ability to work effectively within and across departments.

Behaviors

All competencies listed for previous levels, in addition to:

  • Communicates complex concepts and issues, selecting language, tone and format perfectly targeted to the audience 
Drive efficiency

To seek and achieve efficiency and improvement not only in your work, but throughout the organization.

Behaviors:

All competencies listed for previous levels, in addition to:

  • Contributor for new process development (ideation and execution)
  • Collaborating with other departments to drive impact (product enhancements, new process improvement cross-department with CS, renewals, and PS.)
Team player

Contributions to the success of the team.

Behaviors

All competencies listed for previous levels, in addition to:

  • Facilitates group conversations in team meetings; actively educates their team on lessons learned
  • Participates in interviews and/or contributes to the successful onboarding of new hires through buddy program
  • Coaches others on how to work in and resolve organizational situations effectively
Values

Demonstrating behaviors aligned with monday.com values and culture.

Behaviors

All competencies listed for previous levels, in addition to:

  • Manifests company culture and values for new joiners
Growth mindset

Continuous effort for self development and improvement.

Behaviors

All competencies listed for previous levels, in addition to:

  • Seeks opportunities to impact positive improvements within their department

Senior AE/AM (Advanced)

Professional Path

Minimum time in position before eligible for promotion:

·       24 months

Minimum Quantitative criteria:

·       Achieve rolling annual targets while not missing quota for a fiscal half (Q1/Q2 and Q3/Q4).

Minimum Qualitative criteria:

·       exceed role competency expectations.

Product knowledge

Technical product proficiency and understanding of the monday.com message and positioning.

Behaviors

All competencies listed for previous levels, in addition to:

  • Demonstrates knowledge as a go-to person in the team
  • Foundational knowledge of monday.com API’s and can proficiently talk to how they work
Strategic sales processes

Ability to lead and strategize strategic sales processes.

Behaviors

All competencies listed for previous levels, in addition to:

  • Expertly devises and drives the most complex or difficult plans for growth in key accounts, segments and territories
  • Takes timely, strategic actions in designing and leading groups and departments to collaborate towards an objective, even where there are complex or even competing agendas
Forecast and pipeline

Ability to manage a sales pipeline and maintain information in systems and tools.

Behaviors

All competencies listed for previous levels, in addition to:

  • Rolling 3 month forecasting accuracy of +/- 5%
  • Provides support for the team’s forecast and actively participates in helping jr. team members identify areas for better pipeline building and forecast.
Collaboration and communication

Ability to work effectively within and across departments.

Behaviors

All competencies listed for previous levels, in addition to:

  • Recognized as a highly effective collaborator and influencer, someone who is able to “get things done” while maintaining good humor and positive working relationships
Drive efficiency

To seek and achieve efficiency and improvement not only in your work, but throughout the organization.

Behaviors

All competencies listed for previous levels, in addition to:

  • Identifies and acts on ways to improve the long-term results of the company
  • Knows both the regional and company top lines goals and helps drive the group towards reaching these goals
Team player

Contributions to the success of the team.

Behaviors

All competencies listed for previous levels, in addition to:

  • Is a source of de-escalation and the voice of support for their peers
  • Takes responsibility for the team number, supports others with their key deals
  • Takes ownership of their teams success by supporting the manager
Values

Demonstrating behaviors aligned with monday.com values and culture.

Behaviors

All competencies listed for previous levels, in addition to:

  • A role model of professionalism and respect at all times
  • Leads by example and is looked up to
Growth mindset

Continuous effort for self development and improvement.

Behaviors

All competencies listed for previous levels, in addition to:

  • Helps identify blind spots of management and takes it upon themselves to raise issues and challenges that are 3-6 months forward looking

N/A

Professional Path
Product knowledge
Strategic sales processes
Forecast and pipeline
Collaboration and communication
Drive efficiency
Team player
Values
Growth mindset

Sales Manager (N/A)

Professional Path

Working on it, stay tuned!

Product knowledge
Strategic sales processes
Forecast and pipeline
Collaboration and communication
Drive efficiency
Team player
Values
Growth mindset

Senior Sales Manager (N/A)

Professional Path

Working on it, stay tuned!

Product knowledge
Strategic sales processes
Forecast and pipeline
Collaboration and communication
Drive efficiency
Team player
Values
Growth mindset