Becoming an AE: Progression & Upskilling for SDRs Becoming an AE: Progression & Upskilling for SDRs
SIA Coaches
Sales Director
Allego
Enterprise Account Executive
LaunchDarkly
  • Description
  • Course Syllabus
  • Coach Information
About this course
You will learn how to hone your craft as an SDR and kick-start your move into the Account Executive world by creating your own career development plan. You’ll also have the opportunity to speak candidly to others about their experiences of transition and opportunities beyond AE.

In class, you will: explore the key differences between the SDR and AE role; learn how to develop your skills as an SDR in order to equip yourself for a successful move to AE; and crucially, how to make yourself the obvious choice for promotion.

This course has been designed to equip ambitious SDRs with the skills and strategies you need to make a successful move into the AE role.

What impact this course will have
  • Gain a better understanding of the AE role and how you can be the best SDR you can be
  • Explore the skills you will need to develop to support you in the AE role
  • Establish how and when to qualify prospects out in preparation for the AE role
  • Examine how to successfully manage deal progression
  • Develop impactful strategies for meaningful career development
Course Syllabus
July 5 2022
1/4
Class 1 | So you want to be an AE… Sure?

 

By the end of this class, you will be able to…

  • Identify key aspects of the SDR role which indicate you are ready to progress to AE level 
  • Determine what kind of SDR you are and how this impacts your next steps
  • Demonstrate the active listening skills required in the AE role
July 6 2022
2/4
Class 2 | What IS the AE role, really?

 

By the end of this class, you will be able to…

  • Define the role of the AE realistically and accurately
  • Become familiar with the daily routine of an AE
  • Explore new skills you will need to develop in the AE role
  • Create a plan for the steps you can take now to get closer to your goal
July 11 2022
3/4
Class 3 | Discovery & Deal Progression: The Basics

 

By the end of this class, you will be able to…

  • Explore the basics of deal progression
  • Establish how to undertake excellent discovery
  • Understand how and when to qualify out
July 13 2022
4/4
Class 4 | Next Steps: AE and beyond

 

By the end of this class, you will be able to…

  • Discuss how and why to take responsibility for your own career choices 
  • Explore career paths open to you beyond AE
  • Develop strategies for discussing progression with your manager
Sales Director
Allego
Stu has been in sales for well over a decade in every role from SDR to Sales Leader.  As the first sales hire at Refract.ai in 2016 Stu helped scale the sales team leading to an acquisition by Allego in December 2020.  He is the co-author of...
Enterprise Account Executive
LaunchDarkly
Rachel is an Enterprise Account Executive at LaunchDarkly. Just 4 years after graduating college, Rachel has proven to be a powerhouse in Software Sales – climbing from hungry SDR to a successful enterprise seller at leading startups. Rachel ...