What an account executive does
An account executive takes a qualified opportunity and turns it into a signed deal. That usually means running a deeper discovery call, tailoring a demo or proposal to what the buyer said, bringing in other people from both sides, handling objections, negotiating terms and getting the contract signed. In many teams the AE also sources some of their own pipeline, and in smaller companies they may handle every step from first call to renewal. AEs are typically measured on revenue closed against a quota.
Example
An AE takes over a meeting booked by an SDR, learns in discovery that the buyer's team loses a day a week to manual reporting, shows only the reporting features in the demo, agrees on a dated plan with the buyer and her finance lead, and closes the deal before the end of the quarter.
Where the AE fits
In a common setup, an SDR or BDR books the first meeting, the AE runs the sales process, and an account manager or customer success manager looks after the customer after the sale. The AE is the person accountable for the forecast: which deals will close, when, and for how much. That makes qualification just as important as presentation, because a full pipeline of poor-fit deals still misses the number.
How to build AE skills
Good AEs ask more than they pitch. Practice discovery questions that uncover the business impact of a problem, then practice a demo that only shows what matters to that buyer. Negotiation and the 'I need to run this by my boss' stall are worth rehearsing too, because they are where many deals slow down. If you are interviewing for an AE role, expect a roleplay that covers discovery or a mock close, and be ready to talk through your quota attainment.