The AE Boom: Why Top Companies Are Racing To Hire Them.... and How to Win Your Share

Sara Beth Preston 3 min read 02 Oct 2025

Not long ago, Account Executives thrived in predictable, playbook-driven environments where outbound volume, SDR-to-AE handoffs, and “dialing for dollars” kept pipeline steady. That world is gone. Remote-first interactions, digital buying behaviors, and AI-powered tools have reshaped the role of the AE.

Behind the Boom: What's Driving All This Demand?

blog callout directional trend ae postings

The financing climate is similarly accelerating the shift. In H2 2025, early-stage funding, especially in AI-native B2B SaaS, has spiked. Historically, this funding surge is the precursor to first critical GTM hires.

Additionally, today’s job postings for Founding AEs increasingly use phrases like “scale sales aggressively,” “drive outbound,” and “transition from founder-led deals to a sales machine.” That framing signals something important: companies aren’t experimenting anymore.

HOTSPOTS FOR ACCOUNT EXECUTIVE DEMAND
Internal Hunt Club Data, Bureau of Labor Statistics, 2025

Technology & Information (SaaS, AI,
Cybersecurity)
Professional, Scientific, and Technical Services
Healthcare and Social Impact
Financial Services & E-Commerce
Merchant Services & E-Commerce

They have early traction, confidence in product-market fit, and investor pressure to professionalize their sales motion and teams. Meanwhile, AI is rewriting the very fabric of prospecting. Tools scrape intent data, prep calls, and improve forecasting.

The result: fewer SDRs, more weight on quota-carrying sellers.

What Happens Now? How Should Companies Think About Their AE?

Companies are no longer hiring one-off sellers to chase quotas, but strategically building AE pods of 2-4 at a time to de-risk ramp, foster collaboration, and deliver steadier, more predictable growth. For founders, though, everything starts with the first AE — the one who carries revenue while writing the playbook itself.

The Founding AE is both producer and architect—responsible for carrying revenue today while designing the system for teams to follow. This dual mandate explains why demand is rising sharply, and why the decision carries such strategic weight for founders.

What Makes Today's Founding AE Successful?

Value-based selling	Leads with outcomes, not features.
True hunting experience	Doesn't wait for leads. Creates motions, tests markets, and thrives without playbooks or perfect data.
High context engagement > dialing volume	Sells with depth, guided by buyer intent, data, and discovery.
Adaptability as pods form:	Grows into anchors of the sales org, mentoring others and scaling the culture of performance.
Comfort with ambiguity	Adapts quickly, takes smart risks, and sees uncertainty as an opportunity.
Architect + producer	Doesn’t just sell; actively builds go-to-market motion alongside leadership.
Tech-enabled, skill-driven	Uses AI to sharpen performance, but relies on judgment, experience, and grit to win.
Enterprise readiness	Equipped to manage long, complex sales cycles and help companies punch above their weight with executive buyers.

...And Unsuccessful ?

Short-term mindset	Treats the role as a quota-carrying job only, rather than a chance to co-create the GTM motion and shape the future of the sales org.
True hunting experience	Avoids testing new approaches or processes, preferring to wait for certainty. Founding AEs need to act decisively, learn quickly, and adjust on the fly, especially in early-stage environments.
Enterprise experience, no scrappiness	Apt to command a room but may balk at chasing their own leads, running their own demos, or handling objections without support.

A Clear Framework For AE Hiring

AI, high-context selling, and collaborative sales structures are redefining what it means to sell. The first AE brought on board shapes the future of revenue. A purpose-built scorecard helps leaders identify the right sellers, reduce ramp risk, and build teams that consistently perform.

Founding Account Executive Scorecard Example

TARGET ATTRIBUTES	PRIORITY
Background: 5+ years of enterprise sales experience in B2B SaaS, with a consistent track record of achievement & sales attainment. Ability to take ownership of the complete sales cycle, utilizing a consultative and value-driven methodology to engage prospects during their buying journey. Leads negotiations and expertly navigates complex decision-making processes to achieve successful closures.	High
Sales Forecasting & CRM Proficiency: Demonstrates ability to maintain an organized sales pipeline for accurate forecasting and strategic alignment (e.g., experience using CRM systems like Salesforce or Dynamics 365 for pipeline management and reporting).	Medium
Executive Engagement & Persuasive Communication: Ability to authentically engage with C-level executives and key decision-makers to articulate the transformative impact of our offerings, and a demonstrated ability to communicate our value proposition clearly and persuasively in both verbal and written formats	High
Strategic Vision & Business Acumen: Anticipates market shifts, adapts to evolving technologies, and makes sound decisions in complex, high-stakes environments. A true builder-seller who not only drives revenue but also lays the foundation for the sales org, partnering with leadership to shape go-to-market strategy and guide the company’s long-term direction.	High
Values Fit: Low-ego, optimistic, empathetic leader with a long-term desire to help build a truly great company. Customer-focused, prioritizing and ensuring the delivery of exceptional service.	High
AI Competency: Demonstrates the ability to leverage AI-driven tools to enhance sales effectiveness across the entire cycle, from prospecting and call preparation to pipeline management and forecasting. Applies AI insights to tailor outreach, solve complex problems, and improve efficiency. Views AI as a force multiplier that complements selling skills, rather than a replacement for them, and adapts quickly as new technologies evolve.	Medium

From First AE to Scaled Sales Team

Hunt Club brings deep functional expertise to help companies of all sizes and stages hire transformative talent who drive measurable growth. Through a consultative approach, we partner with you on Sales team buildouts and Account Executive hires to ensure every addition aligns with your business goals and accelerates performance.