/handbook/sales/org/account-executives

Account Executives

Purpose

The Account Executives at FlowFuse are responsible for leading customer-facing commercial engagements from initial qualification through contract execution. Account Executives own opportunity progression, commercial outcomes, and deal accountability, while working in close collaboration with other functions across the Commercial Organization.

Account Executives at FlowFuse are not a transactional function. They operate as the primary orchestrators of complex, multi-stakeholder buying processes and are accountable for guiding customers toward informed, high-confidence decisions.

Scope and Responsibilities

Account Executives own:

Managing all leads from MQL stage onwards, including daily review and outreach
Generating 30% of their own pipeline through Cold Outbound activities
Opportunity qualification and prioritization
Deal progression through defined sales stages
Commercial positioning and value articulation
Pricing, proposals, and contract negotiation
Forecast accuracy and pipeline discipline
Commercial close and handoff readiness

Account Executives are accountable for commercial outcomes, even when execution involves Solution Engineering, Customer Success, Professional Services, or Sales Partnerships.

Sales-Owned Processes

Account Executives own the following customer-facing sales processes. These processes define how Account Executives engage customers in different buying contexts.

Edge Connectivity Sales Process Used when customers are evaluating how to standardize or modernize edge connectivity across systems or sites. → View process
Node-RED Scale Sales Process Used when customers are already using Node-RED and need governance, security, and scale. → Coming soon

Each process defines meeting goals, exit criteria, and collaboration points with other functions.

Collaboration Model

Account Executives operate in close partnership with other functions in the Commercial Organization:

Solution Engineering Supports technical discovery, demos, and proof-of-concept delivery.
Customer Success Provides input on adoption risks, renewal considerations, and expansion opportunities.
Professional Services Supports scoped delivery planning, enablement, and services-led engagements.
Sales Partnerships Supports partner-led and co-sell opportunities.

While collaboration is essential, Account Executives remain accountable for opportunity progression and commercial decision-making.