Account Executive and Account Manager

This page contains the different roles within the Account Executive and Account Manager path. Choose the relevant role you want to learn about. You can also enter the “Professional Path” to access the relevant skills and resources (coming soon). 🔙

Choose the roles

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

Choose the competencies

All
Sales skills and processes
Internal Impact
Culture and behavior
Initial criteria to enter career development plan
Minimum advancement criteria

AE/AM (Associate)

Professional Path

Minimum time in position: 6 months;  monday experience: 1 year; years of external/relevant experience: 1 year.

Sales skills and processes

Effectively can demo monday to solve client’s issues and pain.

Behaviors

  • Opens up opportunities through showcasing monday’s flexibility during a demo
  • Identifies pain and translates it into opportunities
  • Identifies and surfaces risks/challenges in the sales process
  • Has clean SF records with clear updates on the status and deal history/next steps
Internal Impact

Contributes to team projects/processes to help meet deadlines.

Behaviors

  • Strives to self-develop through seeking feedback and applying change
  • Collaborates effectively in peer group
  • Actively participates in team objectives/meetings
Culture and behavior

Learns and relates to our culture and proactively practices it.

Behaviors

  • Owns their mistakes
  • Receives and implements feedback well
  • Doer
  • Translates challenges into actions
  • Wants to be exceptional (not aiming for “just good”)
  • Team first mindset
  • Stay inquisitive
  • Exhibits compassion and empathy
Initial criteria to enter career development plan

Successfully achieves 100% of ramp quota, defined as your first quota month ($14k) through and including your first full quota month. Any gap from your ramp period will be carried forward either through the current fiscal half OR the next fiscal half dependent on when your ramp period ends.

Behaviors

  • Successfully completes onboarding
Minimum advancement criteria

Quantitative and qualitative criteria as follows

Quantitative:

  • 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 the goal for the fiscal half

Qualitative:

  • Exceed Role Competency Expectations

Minimum time in position: 6 months;  monday experience: 1 year; years of external/relevant experience: 1-3 years.

Sales skills and processes

Actively drives ROI conversations and can show examples of helping clients write their business case and ROI presentation.

Behaviors

  • Navigates multiple use cases and can customize a demo to a client’s need
  • Actively talks through different solutions to problems on the fly with clients
  • Handles pricing, negotiation, and objections, including legal and security, while obtaining give/gets. Can articulate why concessions where provided and has the ability to time box concessions
  • Competency and familiarity with basic legal terms and processes i.e Limited liability, jurisdiction etc.
  • Effectively reaches and presents to senior management
  • Maintains close mutual plans
Internal Impact

Strives to relay a clear and engaging message while working with peers and within the group.

Behaviors

  • Operates with minor guidance
  • Seeking opportunities to impact change within your team
  • Actively contributing to team meetings & objectives
  • Contributing towards internal growth initiatives ex: Customer Referrals, G2 Reviews, Case studies, References
Culture and behavior
Highly aligned with the company’s culture and practices it day-to-day. Takes full ownership and accountability for all aspects of their work.

Behaviors

  • Thinks about the broader company success
  • Supports others, promotes mutual help
  • Manages to take feedback to grow and improve
  • Avoids silos and collaborates with other teams
Initial criteria to enter career development plan

Successfully achieves 100% of ramp quota, defined as your first quota month ($14k) through and including your first full quota month. Any gap from your ramp period will be carried forward either through the current fiscal half OR the next fiscal half dependent on when your ramp period ends.

Behaviors

  • Successfully completes onboarding
Minimum advancement criteria

Quantitative and qualitative criteria as follows

Quantitative:

  • 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

Qualitative:

  • Exceed Role Competency Expectations

AE/AM (Advanced)

Professional Path

Minimum time in position: 6 months;  monday experience: 2 years; years of external/relevant experience: 3-6 years.

Sales skills and processes

Solid understanding of our legal TOS, understanding deeper legal dynamics and organizing resolutions confidently and consistently with our legal department.

Behaviors

  • Effectively reaches and presents to senior management across wider personas
  • Drives/owns mutual close plans, including addressing risks to dates/gates and overall timeline
  • Effectively and consistently demonstrates deal expansion/opp growth
Internal Impact
Consistently communicates a clear and engaging message while working with peers and within the group.

Behaviors

  • Operates independently with limited guidance
  • Seeking opportunities to impact change within your department
  • Consistently contributes to team meetings & objectives
  • Open and willing to support new hires ( buddy-system)
Culture and behavior
Aligned to company culture and continually reinforces it within your team & cross-departmentally

Behaviors

  • Be consistent
  • Communicates and drives the company’s culture within the team
  • Acts as a buddy for new employees, manifests mondays culture and values at an accessible level for new joiners
  • Feels responsible for the team success
  • Sets an example in their actions
  • Identifies and raises issues/instances that are not aligned with our culture
  • Breaks down departmental silos
Initial criteria to enter career development plan

Successfully achieves 100% of ramp quota, defined as your first quota month ($14k) through and including your first full quota month. Any gap from your ramp period will be carried forward either through the current fiscal half OR the next fiscal half dependent on when your ramp period ends.

Behaviors

  • Successfully completes onboarding
Minimum advancement criteria
Quantitative and qualitative criteria as follows

Quantitative:

  • 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 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.

Qualitative:

  • Exceed Role Competency Expectations

Senior AE/AM

Professional Path

Minimum time in position: 1-2 years;  monday experience: 2 years; years of external/relevant experience: 6-8 years.

Sales skills and processes

Thoroughly qualifies opportunities and engagements beyond single department use cases. Proven org charting capabilities and able to gain access to other departments and stakeholders.

Behaviors

  • Demonstrates strong ability to widen the client’s perspective towards a work OS sale and how it aligns to Legal (MSA), Procurement, and IT
  • Clear control of the sales process and the mutual close plan
  • Does not requires management call coverage in negotiation. Can leverage and execute a predefined strategy that has been discussed between the rep and their manager
  • Identifies and gets ahead of objections. Deals are not being lost for reasons we did not know or identify as a risk
  • Strong ability to work interdepartmentally
  • Lead Legal processes with customers
  • Engage executive sponsorship
  • Create a strategic sales strategy for expansion within an account
Internal Impact

Works autonomously and understanding how and when to escalate learnings to ensure minimal duplication of effort or negative business impact. Takes initiatives and ownership on projects.

Behaviors

  • Actively educates the team on lessons learned from driving key engagements and complex deals
  • Participates in interviews and onboarding buddy program
  • Collaborating with other departments to drive impact (product enhancements, new process cross-department, etc…)
  • Constructively contribute feedback to your coworkers when feedbeck is appropriate
  • Contributing to initiatives that help your department and org
  • Successfully ramped new hires
  • Contributor for new process development (ideation and execution)
Culture and behavior

Communicates and drives the company’s culture within your region.

Behaviors

  • Ability to mentor and deescalate situations
  • Peer to peer strategy and mentoring
  • Active participant in ERG
Initial criteria to enter career development plan

Successfully achieves 100% of ramp quota, defined as your first quota month ($14k) through and including your first full quota month. Any gap from your ramp period will be carried forward either through the current fiscal half OR the next fiscal half dependent on when your ramp period ends.

Behaviors

  • Successfully completes onboarding
Minimum advancement criteria

Quantitative and qualitative criteria as follows

Quantitative:

  • Achieve rolling annual targets

Qualitative:

  • Exceed Role Competency Expectations

Senior AE/AM (Advanced)

Professional Path

Minimum time in position:2 years;  monday experience: 3 years; years of external/relevant experience: 8-10 years.

Sales skills and processes

Fully autonomous role. Consistently engages with and sells to the C-suite/ Senior Executives. Proficient in competitive landscape knowledge.

Behaviors

  • Ability leverage monday executive sponsors
  • Demonstrates thought leadership duties ex: in web conferences, trade shows, group talks, and events
  • Provide support and air cover as you sponsor peer deals
  • Ability to manage and multithread internal workflows & relationships
  • Technical proficiency (i.e: can speak to the working of the API, basic security requirements/abilities, etc), High level solutions expert in at least 1 key solution
Internal Impact

Takes ownership of your team’s success while supporting the manager.

Behaviors

  • Is a source of de-escalation and the voice of support for your peers
  • Brings external knowledge and training to the team / creates opportunities for learning
  • Takes responsibility for the team number, supports others with their key deals
Culture and behavior

Proactively identifies problems and solutions to drive a positive culture.

Behaviors

  • Inspires our new hiring classes on their career journey
  • Help to create and establish programs for senior counsel
  • Ongoing team enablement
Initial criteria to enter career development plan

Successfully achieves 100% of ramp quota, defined as your first quota month ($14k) through and including your first full quota month. Any gap from your ramp period will be carried forward either through the current fiscal half OR the next fiscal half dependent on when your ramp period ends.

Behaviors

  • Successfully completes onboarding
Minimum advancement criteria

Quantitative and qualitative criteria as follows

Quantitative:

  • Achieve rolling annual targets

Qualitative:

  • Exceed Role Competency Expectations

Strategic AE/AM

Professional Path

Minimum time in position:2 years;  monday experience: 4 years; years of external/relevant experience: 10+ years.

Sales skills and processes

Builds strong customer relationships with key stakeholders and sponsors, can lead multi-threaded value proposition conversations with C Suite, understands the customer’s business, and leads Digital Transformation discussions with customers.

Behaviors

  • Strong ability to identify customer buying cycle and the best way to win whether direct or through partnerships
  • Successfully identifying the technical needs and when to to pull in GSI’s or the wider technical team
  • Can lead a customer account team: orchestrating, collaborating and coordinating the account team, ensuring that the best of monday and our partners are brought to help our customers deliver their business goals, strategic initiatives
  • Creates alignment for future growth uncovers and manages a prospect’s compelling event, drives deals to a close with a high level of control
  • Forecasts 3-6 months ahead with accuracy
  • Be an expert in digital transformation
  • Maintains knowledge of current industry trends and happenings that are shaping the current and future market
  • Active content creator and contributor to industry intelligence
  • Assisting management with best practices, deals strategy sessions, and staying ahead of the market trends
Internal Impact

Adheres, trains and improves upon rules of engagement, initiates discussion/process to improve on existing operations.

Behaviors

  • Is a brand ambassador to industry leaders. Presents our industry point-of-view to senior customers and prospects in account meetings, roundtables, conferences, and briefing sessions
  • A thought leader on top opps and key deals. Disseminating learnings to the team on a consistent basis for upskilling and knowledge share
  • Actively and eagerly engaged in interviews as a reliable face for monday growth
  • Sponsors deals with junior colleagues
  • Establishes self, and monday, as a thought leader, challenging the customer’s status-quo around their current business operations. Works with the broader ecosystem to craft a vision and competitive positioning for key segments that resonates with executives
Culture and behavior

monday role model – takes pride in one’s work.

Behaviors

  • Source of positivity and understanding
  • You are the person where negativity disappears
Initial criteria to enter career development plan

Successfully achieves 100% of ramp quota, defined as your first quota month ($14k) through and including your first full quota month. Any gap from your ramp period will be carried forward either through the current fiscal half OR the next fiscal half dependent on when your ramp period ends.

Behaviors

  • Successfully completes onboarding
Minimum advancement criteria

Quantitative and qualitative criteria as follows

Quantitative:

  • Achieve rolling annual targets

Qualitative:

  • Exceed Role Competency Expectations

Senior Strategic AE/AM

Professional Path

Minimum time in position:2 years;  monday experience: 4 years; years of external/relevant experience: 10+ years.

Sales skills and processes

Builds strong customer relationships with key stakeholders and sponsors, can lead multi-threaded value proposition conversations with C Suite, understands the customer’s business, and leads Digital Transformation discussions with customers.

Behaviors

  • Strong ability to identify customer buying cycle and the best way to win whether direct or through partnerships
  • Successfully identifying the technical needs and when to to pull in GSI’s or the wider technical team
  • Can lead a customer account team: orchestrating, collaborating and coordinating the account team, ensuring that the best of monday and our partners are brought to help our customers deliver their business goals, strategic initiatives
  • Creates alignment for future growth uncovers and manages a prospect’s compelling event, drives deals to a close with a high level of control
  • Forecasts 3-6 months ahead with accuracy
  • Be an expert in digital transformation
  • Maintains knowledge of current industry trends and happenings that are shaping the current and future market
  • Active content creator and contributor to industry intelligence
  • Assisting management with best practices, deals strategy sessions, and staying ahead of the market trends
Internal Impact

Adheres, trains and improves upon rules of engagement, initiates discussion/process to improve on existing operations.

Behaviors

  • Is a brand ambassador to industry leaders. Presents our industry point-of-view to senior customers and prospects in account meetings, roundtables, conferences, and briefing sessions
  • A thought leader on top opps and key deals. Disseminating learnings to the team on a consistent basis for upskilling and knowledge share
  • Actively and eagerly engaged in interviews as a reliable face for monday growth
  • Sponsors deals with junior colleagues
  • Establishes self, and monday, as a thought leader, challenging the customer’s status-quo around their current business operations. Works with the broader ecosystem to craft a vision and competitive positioning for key segments that resonates with executives
Culture and behavior

monday role model – takes pride in one’s work.

Behaviors

  • Source of positivity and understanding
  • You are the person where negativity disappears
Initial criteria to enter career development plan

Successfully achieves 100% of ramp quota, defined as your first quota month ($14k) through and including your first full quota month. Any gap from your ramp period will be carried forward either through the current fiscal half OR the next fiscal half dependent on when your ramp period ends.

Behaviors

  • Successfully completes onboarding
Minimum advancement criteria

Quantitative and qualitative criteria as follows

Quantitative:

  • Achieve rolling annual targets

Qualitative:

  • Exceed Role Competency Expectations

Sales Manager (N/A)

Professional Path

This role is not yet available. Coming Soon!

Senior Sales Manager (N/A)

Professional Path

This role is not yet available. Coming Soon!