The Account Executive role is changing.
AI tools have entered the workflow. Sales cycles are under pressure. And leadership teams are watching pipeline efficiency more closely than ever. That raises a practical question: What does a high-performing AE model actually look like today?
Our AE Models & Metrics research is designed to answer exactly that.
For nearly two decades, we’ve surveyed revenue leaders to understand how sales teams structure the AE role and what performance actually looks like in the field. We’ve now launched the 11th edition of the study, and we’re inviting sales leaders to participate.
Three Questions Driving Our 2026 Study
1. How is AI Affecting the AE Role?
AI tools are showing up everywhere in the sales workflow— research, prospecting, meeting prep, and opportunity management. But the real question isn’t whether teams are experimenting with AI. It’s whether AI is actually changing AE productivity, performance, and expectations.
2. Pipeline Coverage vs. Sales Efficiency?
For years the advice has been simple: Increase pipeline coverage. But many teams are discovering that more pipeline doesn’t automatically translate to more revenue. We’re examining coverage ratios, pipeline productivity, and what the most efficient teams are doing differently.
3. How are Teams Adapting Their Sales Models?
The current selling environment has pushed many organizations to rethink the AE role. We’re seeing changes in:
- Quotas
- Deal ownership models
- Pipeline generation expectations
- Alignment with SDR and marketing teams
This year’s research will capture how those adjustments are playing out across the market.
A Six-Minute Survey
If you lead or operate a sales team, we’d value your input. The survey takes about six minutes, responses are anonymous, and results are reported only in aggregate.
As with all of our research, the goal is straightforward: Provide practical benchmarks revenue leaders can actually use. Please take the survey here.