Hiring managers check whether your deal size, sales cycle and buyer match their open seat before they look at your quota percentage. Each example below is written for one segment, so an SMB rep, an enterprise seller and a public sector AE each see the numbers their next manager will look for.
Rhiannon sells project management software to companies of 500 to 2,000 employees. The first bullet in each of her roles states the buyer, company size and quota before any result, so a manager can match her to the seat in a few seconds.
Her attainment bullet lists every year at her current company, including a 92% first year, and her pipeline bullet separates meetings she sourced from meetings an SDR booked. If you sell mid-market, swap in your own numbers and keep that order.
Account executive examples by segment and career stage
Choose the example whose deal size and sales cycle are closest to the job you want, even if another one has bigger numbers. A rep moving from SMB to mid-market should copy the mid-market layout and put the largest deals they have already closed in the first bullets.
Entry-level account executive promoted from SDR
Thandiwe's first AE role is nine months old, so her resume shows the ramp itself: a first close in month two and 100% of target by month six, then a quarter at 103%. Her SDR role sits below with meetings booked against target and the sourced pipeline that closed. Use this if you were promoted from SDR or BDR in the last year and your prospecting record has to carry the page.
Ramp milestones in the current role
SDR meetings and pipeline that closed
40% of pipeline self-sourced
SMB account executive with 30-day deals
Soren closes about 8 deals a month, so his bullets lead with monthly quota hits, discovery calls per day and days to close instead of one large deal. His win rate and the 6 opportunities he sources each week show he can keep a high-volume desk full. Use this for inside or SMB software roles with short cycles, especially if you are coming from inbound sales.
Monthly quota hit in 27 of 34 months
26-day average from first call to order
Inbound sales role as the starting point
Enterprise account executive with named accounts
Kofi sells to nine named accounts of 5,000+ employees, so his resume gives buying-group size, an eight-month average cycle and the security and legal steps his deals pass through. One bullet walks through a 13-month, $640K deal with a 240-question security review. Use this if you carry six-figure deals, run MEDDPICC with a solutions engineer and need to show you can get a contract through procurement.
$165K average deal on an 8-month cycle
Three years of attainment at the current company
Promotion to senior AE at the previous vendor
Named account executive with an expansion quota
Yevgenia carries a net-new ARR quota on 60 existing accounts, so her bullets split expansion from new logos and give her renewal attach rate and contract value growth. She plans each upsell with customer success 120 days before renewal and negotiates the deal herself. Use this if most of your number comes from cross-sell or seat expansion and you need a manager to see the quota you closed against.
74% expansion and 26% new logos
Upsell attached to 19 of 27 renewals
Average contract value up from $88K to $131K
Advertising account executive for radio and digital
Octavio sells radio and digital packages to about 90 local businesses and six agencies, so his resume uses annual billing, new advertisers and renewal rate where a software AE would use ARR. His spec spots and quarterly recaps show how he keeps clients spending. Use this for media, broadcast or local digital advertising roles, especially if you sell on-air time and streaming together.
$780K in annual billing split by direct and agency
23 new direct advertisers in one year
81% client renewal rate
Founding account executive at a startup
Anouk was the first sales hire at a scheduling startup and took ARR from $0 to $900K in 14 months, all from outbound she ran herself. Her bullets cover the pricing tiers, order form, demo script and forecast she built, plus the two AEs and one SDR she hired. Use this for a founding or first-AE seat, or if you were an early rep who wrote the playbook others now follow.
$0 to $900K ARR in 14 months
Pricing, demo script and forecast she built
Yearly attainment from the previous role
Public sector account executive selling to cities and counties
Evangelina sells permitting software to cities and counties, so her resume counts RFPs submitted and won, cooperative contract sales and city council presentations. Her pipeline bullet plans around October and July fiscal years, and a 97% year is explained in one clause. Use this for SLED roles or any AE whose deals wait on budget cycles and procurement rules more than on the buyer's urgency.
6 of 11 RFPs won for $2.9M
9 deals through a cooperative contract
12 to 16 month cycles from budget request to contract
Career change account executive from hospital revenue cycle
Idowu spent five years as a hospital revenue cycle analyst before selling denial-management software to hospital finance leaders. His analyst bullets lead with the denial rates and vendor selection work his buyers recognize, and his AE role shows a first-year result against a ramped target. Use this if you are moving into sales from the field your customers work in, such as healthcare, finance or logistics.
Analyst results written for a buyer
First-year closed ARR against a ramped target
60% of pipeline from former colleagues and HFMA events
Lead each role with deal size, cycle and buyer
Put the segment in the first bullet of every role: who you sold to, how large those companies were, your average deal, your cycle length and your annual quota. A manager hiring for $150K enterprise deals reads "118% of quota" very differently when that quota was built from $8K, 30-day sales.
Then use the numbers your segment is judged on. SMB reps show volume and speed, enterprise reps show deal size and how they got through long buying processes, and expansion reps show how much of their number came from existing customers. If your company called every seller an account executive, let the company size and deal size show which segment you worked.
If you sold into two segments, give the split in one line, such as "60% of ARR from companies of 500+ employees", so the larger deals are visible.
Segment
Typical deal and cycle
Numbers to lead with
Example line
SMB or inside sales
$5K to $20K, about 30 days
Deals closed per month, monthly quota hits, discovery calls per day, days to close
Close about 8 new-business deals a month at $6K to $18K annual contract value.
Mid-market
Five-figure deals with companies of 500 to 4,999 employees, on cycles longer than SMB and shorter than enterprise
Company size, average deal, cycle length, annual quota, attainment by year
Close an average deal of $42K on a 75-day cycle, with attainment of 92% in 2023, 118% in 2024 and 104% in 2025.
Enterprise
$75K to $150K or more, 6 to 9 months or longer
Named accounts, buying-group size, largest deal, security and legal review
Closed a $640K three-year agreement after a 13-month cycle that included a 240-question security review.
Named accounts and expansion
Upsell and cross-sell, often tied to renewal dates
Share of quota from expansion and from new logos, renewal attach rate, contract value growth
74% of FY2025 net-new ARR from expansion and 26% from five new logos.
Public sector (SLED)
Long cycles set by budget years, RFPs and council approval
RFPs submitted and won, contract vehicles, fiscal-year timing
11 RFPs submitted since 2023 and 6 awarded for $2.9M in total contract value.
Media and advertising
Annual billing from local clients and agencies
Annual billing, active clients, new advertisers, renewal rate
Manage $780K in annual billing, 62% from direct clients and 38% from agency buys.
Say where your pipeline came from and what counted toward quota
Name the source of your pipeline and the type of quota in the same place as your attainment. Two reps at 110% are not interchangeable if one closed meetings an SDR team booked and the other prospected every account.
Give the share you sourced yourself and the channel, such as "52% self-sourced through outbound to PMO directors", "trial sign-ups", "broker referrals" or "CISO roundtables". If an SDR team fed you most meetings, say so and show what you did with them, such as your conversion rate from first meeting to qualified opportunity.
Then say what the quota counted: "new-logo quota", "net-new ARR from expansion and new logos" or "expansion at renewal on 60 named accounts". Expansion sellers should give the split, because a manager filling a new-business seat needs to see how many new customers you won.
States the source, the quota type and the result
Reached 118% of a $1.1M new-business quota in 2024. Sourced 52% of pipeline through outbound to PMO directors and converted 38% of SDR-booked first meetings to qualified opportunities.
Hides the source and the quota type
Exceeded quota by 18% and consistently grew pipeline through prospecting and strong customer relationships.
Show every year of attainment, including your ramp
List quota attainment for each full year in a role, not only your best one. Job ads ask for a track record of meeting or exceeding quota, so "92% in 2023, 118% in 2024 and 104% in 2025" is more convincing than a single "118%" with no year attached.
Put the yearly figures in one bullet near the top of the role and state the quota amount once. If you know your stack rank, add it the same way, for example "3rd of 22 mid-market reps in 2024". Use the same measure every year, because switching from percent of quota to logos won makes it look like you are covering a miss.
For a role under a year old, show the ramp. Give the ramp length and the milestones you reached, such as "first close in month two, 100% of the month-six target", then your first full quarter. Managers expect new AEs to ramp, so a clear ramp line reads better than "on track to hit quota".
Keep a year below 100% on the page. When the cause was outside your control, add it in a few words, such as a territory split, a product launch that slipped or public sector awards that moved into the next budget year. When the cause was your own pipeline, give the number without comment and let the next year's result show the recovery.
Name the CRM, sales tools and qualification method you actually use
Use the tools and methods named in the job ad wherever you can show them in a bullet. Many account executive postings name Salesforce, and O*NET lists it as an in-demand technology for sales representatives, so list it in your skills and write one bullet about what you did in it, such as running deal stages, forecasting or reporting pipeline.
Add the rest of your stack for the job you're applying to. Name Gong or another call recorder if you review calls, Outreach or Salesloft for sequences, and LinkedIn Sales Navigator for prospecting. An SMB ad may set activity targets such as discovery calls a day, while an enterprise ad may ask for MEDDPICC, Command of the Message and work with sales engineers.
MEDDIC, MEDDICC and MEDDPICC are qualification frameworks, and MEDDPICC adds the paper process, the steps from decision to signature. List the one you use under skills and show it in use: "Run MEDDPICC in Salesforce and keep a mutual close plan with each economic buyer."
Repeat the ad's segment words where they are true for you. If the posting says "new logo", "net-new ARR", "expansion", "full cycle" or "C-level", use the same phrase. Public sector postings may ask for "RFP" experience and "cooperative contracts", and media postings for "direct and agency" and "digital".
