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2026 AE Research Report

Metrics & motions across 150+ B2B companies

This year's report marks the 10th round of research into the Account Executive (AE) role with a focus on how metrics, models, and motions change over time. For this edition, 158 B2B companies participated.

Whether you are building out your strategy or looking to align with industry standards, we hope this report will provide useful insight and guidance. The report covers:

  1. Organizational Structure
  2. Ramp and Retention
  3. Metrics & Quota
  4. Compensation
  5. Leadership
  6. AI in GTM

We hope you find this research useful.


AE Metrics

Looking for our latest Sales Development research?  You can find it here.

ABOUT THIS RESEARCH

What is this research?

Based on survey responses from 158 B2B companies. Respondents were revenue leaders and operators at companies with Account Executive-led sales motions. Data was collected in 2026 and reported in aggregate. This is The Bridge Group’s 10th biennial study of the Account Executive role. 
How many participants were included?

The study includes 158 company-level responses from B2B  sales, operations, and revenue leaders.
How should this research be cited?

To cite this research: Bertuzzi, M. (2026). AE Models, Motions & Metrics: 2026 Research Report (10th ed.). The Bridge Group. Retrieved from https://blog.bridgegroupinc.com/saas-inside-sales-metrics. 

You may cite or quote summary findings with attribution to The Bridge Group and a link to the report.