Sells complex software or technology to large organizations, managing long sales cycles with many decision-makers. BLS does not publish separate figures for sales representatives, wholesale and manufacturing, technical and scientific products; it counts them within sales representative, wholesale and manufacturing, technical and scientific product (SOC 41-4011), whose median pay is $104,920 a year (BLS OEWS, May 2025). Typical entry-level education: Bachelor's degree.
- SOC 41-4011
- Sales and Related
- Last updated October 9, 2026
At a glance
Enterprise Account Executive in four numbers
- Median pay
- $104,920a year, or $50.44/hrBLS OEWS, May 2025Lowest 10% $53KTop 10% $200K
US median, all jobs: $50,980
- Projected growth
- +1.2%Slower than averageBLS EP, 2025–2035This career+1.2%All jobs+3.5%
Projected employment change, 2025–2035 Item Value This career +1.2% All jobs +3.5% - Openings a year
- 23,600292,000 jobs todayBLS EP, 2025–2035
- Jobs in 2025292K
- Projected 2035295.5K
Employment, 2025–2035 Item Value Jobs in 2025 292K Projected 2035 295.5K - Typical education
- Bachelor'sneeded to enterBLS EP, 2025–2035; mix: O*NET
- High school14.4%
- Certificate13.8%
- Some college30.5%
- Bachelor's39.5%
- Post-bacc certificate1.6%
- Doctorate0.3%
Highest education held by sales representatives, wholesale and manufacturing, technical and scientific products Segment Value High school 14.4% Certificate 13.8% Some college 30.5% Bachelor's 39.5% Post-bacc certificate 1.6% Doctorate 0.3%
Also advertised as: Enterprise Sales Executive, Strategic Account Executive, Enterprise Software Sales Representative, Major Account Executive, Senior Account Executive, Enterprise.
Pay
How much do Sales Representatives, Wholesale and Manufacturing, Technical and Scientific Products make?
Every enterprise account executive in the US, by percentile of annual wage
Median
$104,920
Middle half earn $75,030 to $158,160
- 10th
- $52,600
- 25th
- $75,030
- 75th
- $158,160
- 90th
- $200,440
All US occupations: $50,980
| Percentile | Value |
|---|---|
| 10th | $52,600 |
| 25th | $75,030 |
| Median | $104,920 |
| 75th | $158,160 |
| 90th | $200,440 |
| All US occupations | $50,980 |
Source: BLS OEWS, May 2025
- Median annual wage
- $104,920
- Median hourly wage
- $50.44/hr
- Mean annual wage
- $119,730
- People employed
- 284,800
Versus all US occupations
At $104,920, Sales Representatives, Wholesale and Manufacturing, Technical and Scientific Products earn 106% above the $50,980 median across all US occupations, a difference of $53,940 a year.
Versus sales and related occupations
Inside the Sales and Related group, where the middle occupation pays $73,220, this is 43% above the group median.
Pay range
The top 10% earn $200,440 or more while the bottom 10% earn $52,600, a gap of 3.8×. That is an unusually wide spread, which usually tracks specialisation, employer type and years of experience.
Rank in the bank
This median pays more than 79% of the 1,741 occupations in the NueCareer career bank.
Cost of living
Colorado posts the highest raw median ($135,000), but once local prices are taken into account Kansas leads at $145,279 in national-average dollars.
Pay by state
Which states pay Sales Representatives, Wholesale and Manufacturing, Technical and Scientific Products the most?
State medians come from the same OEWS release as the national figures. The cost-of-living column divides each state median by that state's BEA Regional Price Parity, restating pay in national-average dollars so a high-cost state and a low-cost one can be compared directly.
| State | Median | COL-adjusted | Employed |
|---|---|---|---|
| 1Colorado | $135,000 | $131,002 | 4,150 |
| 2New Jersey | $131,360 | $120,730 | 5,600 |
| 3Kansas | $130,850 | $145,279 | 2,440 |
| 4New York | $129,410 | $119,912 | 10,500 |
| 5Georgia | $128,850 | $133,810 | 5,700 |
| 6Virginia | $128,270 | $126,869 | 6,060 |
| 7Washington | $127,390 | $119,042 | 9,960 |
| 8Hawaii | $126,110 | $114,697 | 540 |
| 9Michigan | $125,650 | $130,590 | 9,140 |
| 10North Carolina | $125,370 | $132,911 | 11,990 |
Job outlook
Is Enterprise Account Executive a growing career?
Employment change over 2025–2035, against every US occupation
Slower than average. +1.2% projected growth vs 3.5% for all occupations.
| Item | Value |
|---|---|
| Sales Representatives, Wholesale and Manufacturing, Technical and Scientific Products | +1.2% |
| All US occupations | +3.5% |
Source: BLS EP, 2025–2035
Slower than average
BLS projects employment of Sales Representatives, Wholesale and Manufacturing, Technical and Scientific Products to change 1.2% over 2025–2035, against 3.5% projected for all occupations. That is 3,500 more jobs.
Annual openings
About 23,600 openings are projected each year, 8.1% of the 292,000 jobs that existed in 2025. Most come from workers leaving the occupation, not from growth alone.
Getting in
How to become an Enterprise Account Executive
Many enterprise AEs start as sales development representatives, move up to mid-market account executive roles, and earn enterprise territories after a track record of closing. A bachelor's degree is common, though employers weigh quota attainment and references more than the field of study.
No license is required. Training in structured sales methods such as MEDDIC or Challenger is common, and domain knowledge in areas like cybersecurity, data or healthcare IT helps. Strong writing, financial reasoning and negotiation skills separate senior AEs from junior ones.
- 1
Typical entry-level education
Bachelor's degree
- 2
Work experience in a related occupation
None
- 3
Typical on-the-job training
Moderate-term on-the-job training
- 4
Preparation needed (O*NET job zone)
Medium preparation
BLS Employment Projections, 2025–2035; job zone from O*NET 31.0 Database.
What education people in the job have
O*NET incumbent survey: the highest level of education reported by people already working as sales representatives, wholesale and manufacturing, technical and scientific products.
- Bachelor's Degree39.5%
- Some College Courses30.5%
- High School Diploma or the equivalent (such as a GED)14.4%
- Post-Secondary Certificate13.8%
- Post-Baccalaureate Certificate1.6%
| Item | Value |
|---|---|
| Bachelor's Degree | 39.5% |
| Some College Courses | 30.5% |
| High School Diploma or the equivalent (such as a GED) | 14.4% |
| Post-Secondary Certificate | 13.8% |
| Post-Baccalaureate Certificate | 1.6% |
Source: O*NET 31.0 Database
The work
What does an Enterprise Account Executive do?
Enterprise account executives sell high-value products, usually software platforms, to large companies and government agencies. A single deal can take many months and involve IT, finance, legal, security and executive buyers, so the job is closer to project management than quick selling.
AEs research target accounts, find the people who own a problem, and build a business case that shows return on investment. They run discovery calls and demos with sales engineers, manage pilots, navigate security reviews and procurement, and negotiate pricing and contract terms. Most work against an annual quota, with a large share of earnings coming from commission.
Day-to-day tasks
- Research and prioritize large target accounts in a territory
- Identify decision-makers and map buying committees
- Lead discovery meetings to understand customer problems
- Coordinate demos and pilots with sales engineers
- Build business cases and return-on-investment analyses
- Negotiate pricing, contract terms and procurement requirements
- Forecast deals and manage a pipeline in the CRM
Typical tasks, researched by NueCareer from the sources below.
Working conditions and hours
Enterprise AEs work for technology companies, often remotely or in regional offices, with travel to meet customers and attend conferences. Schedules are flexible but pressure builds at quarter-end and year-end. Pay is tied closely to results, so earnings can vary from year to year.
Where the work happens
Indoors, climate-controlled
NeverEvery dayOutdoors in all weather
NeverEvery day
Physical demands
Sitting
NeverAlmost all the timeStanding
NeverAlmost all the timeBending or twisting
NeverAlmost all the time
Working with people
Contact with other people
NoneConstantConstant contact with other people.
Face-to-face discussions
NeverEvery dayFace-to-face discussions every day.
Dealing with the public
Not importantExtremely important
Pressure and stakes
Strict deadlines
NeverEvery dayConflict situations
NeverEvery dayHandling conflict situations at least monthly.
Cost of a mistake
Not seriousExtremely serious
Autonomy
Freedom to decide
NoneA lotA lot of freedom to make decisions without checking first.
Conditions: O*NET Work Context survey. Each item has its own scale, so each dot is read against the two answers that end its own line.
Core skills
O*NET importance, 1 to 5
- Speaking4.3
- Active Listening4.1
- Reading Comprehension3.8
- Active Learning3.5
- Writing3.4
- Critical Thinking3.4
- Monitoring3.1
- Mathematics2.9
| Item | Value |
|---|---|
| Speaking | 4.3 |
| Active Listening | 4.1 |
| Reading Comprehension | 3.8 |
| Active Learning | 3.5 |
| Writing | 3.4 |
| Critical Thinking | 3.4 |
| Monitoring | 3.1 |
| Mathematics | 2.9 |
Source: O*NET 31.0 Database
Transferable skills
O*NET importance, 1 to 5
- Persuasion4.3
- Negotiation4.0
- Social Perceptiveness3.9
- Service Orientation3.8
- Coordination3.6
- Complex Problem Solving3.4
- Judgment and Decision Making3.1
- Time Management3.1
| Item | Value |
|---|---|
| Persuasion | 4.3 |
| Negotiation | 4.0 |
| Social Perceptiveness | 3.9 |
| Service Orientation | 3.8 |
| Coordination | 3.6 |
| Complex Problem Solving | 3.4 |
| Judgment and Decision Making | 3.1 |
| Time Management | 3.1 |
Source: O*NET 31.0 Database
Tools and software
- Accounting software · in demand
- Analytical or scientific software · in demand
- Customer relationship management CRM software · in demand
- Data base management system software · in demand
- Data base user interface and query software · in demand
- Data mining software · in demand
- Development environment software · in demand
- Document management software · in demand
- Electronic mail software · in demand
- Enterprise resource planning ERP software · in demand
- Object or component oriented development software · in demand
- Office suite software · in demand
“In demand” marks an O*NET Employer-Based Hot Technology, software named in real job postings for this occupation.
Personality fit
What personality type suits an Enterprise Account Executive?
NueCareer estimate (Holland code ESC) built on O*NET's Sales Representative, Wholesale and Manufacturing, Technical and Scientific Product profile, scored 1 to 7
| Axis | Enterprise Account Executive |
|---|---|
| Realistic | 3 |
| Investigative | 3 |
| Artistic | 1 |
| Social | 4 |
| Enterprising | 5 |
| Conventional | 5 |
Source: O*NET 31.0 Database
What the work is built around
Day to day this is work built around leading, persuading, selling and making decisions, combined with organising, following procedures and working precisely with data.
- Enterprising5.5
- Conventional5.1
- Social3.8
- Investigative3.1
- Realistic2.8
- Artistic1.4
Closest MBTI types
NueCareer fit scores: cosine similarity between each MBTI type's interest vector and this occupation's O*NET interest profile. Not a BLS or O*NET figure; the method is documented on our methodology page.
Explore further
Careers related to Enterprise Account Executive
O*NET related occupations
- Sales and Related
Sales Representative, Wholesale and Manufacturing, Technical and Scientific Product
$104,920median a year
Most earn $53K to $200K
+1.2%Bachelor's - Sales and Related
Sales Representative, Wholesale and Manufacturing, Except Technical and Scientific Products
$72,080median a year
Most earn $39K to $138K
−0.9%High school - Sales and Related
- Business and Financial Operations
Wholesale and Retail Buyer, Except Farm Products
$77,710median a year
Most earn $48K to $129K
+6.0%Bachelor's - Management
- Sales and Related
More sales and related careers
Median annual pay, with sales representatives, wholesale and manufacturing, technical and scientific products highlighted
- Sales Engineer$124,900
- Sales Representative, Wholesale and Manufacturing, Technical and Scientific Product$104,920
- Enterprise Account Executive$104,920
- Real Estate Broker$73,220
- Sales Representative, Wholesale and Manufacturing, Except Technical and Scientific Products$72,080
- Insurance Sales Agent$62,280
- Real Estate Agent$52,830
- Travel Agent$50,160
- Cashier$32,880
| Item | Value |
|---|---|
| Sales Engineer | $124,900 |
| Sales Representative, Wholesale and Manufacturing, Technical and Scientific Product | $104,920 |
| Enterprise Account Executive | $104,920 |
| Real Estate Broker | $73,220 |
| Sales Representative, Wholesale and Manufacturing, Except Technical and Scientific Products | $72,080 |
| Insurance Sales Agent | $62,280 |
| Real Estate Agent | $52,830 |
| Travel Agent | $50,160 |
| Cashier | $32,880 |
Source: BLS OEWS, May 2025
Lists Enterprise Account Executive appears on
Questions
Enterprise Account Executive: frequently asked questions
How much do Sales Representatives, Wholesale and Manufacturing, Technical and Scientific Products make?
BLS does not publish a separate wage for sales representatives, wholesale and manufacturing, technical and scientific products. It counts them within sales representative, wholesale and manufacturing, technical and scientific product, whose median pay is $104,920 a year (BLS OEWS, May 2025). The middle half of that occupation earn between $75,030 and $158,160, and the top 10% earn $200,440 or more.
Do you need a degree to become an Enterprise Account Executive?
Yes. BLS reports a bachelor's degree as the typical entry-level education for Sales Representatives, Wholesale and Manufacturing, Technical and Scientific Products, and O*NET rates the preparation needed as medium preparation. BLS also lists moderate-term on-the-job training as typical on-the-job training. In O*NET's survey of people already doing the job, 39.5% hold bachelor's degree.
Is Enterprise Account Executive a growing career?
It is growing, but slowly: 1.2% over 2025–2035 against 3.5% for all occupations (BLS EP, 2025–2035). BLS still projects about 23,600 openings a year, mostly from workers retiring or moving to other work.
What does an Enterprise Account Executive do?
Enterprise account executives sell high-value products, usually software platforms, to large companies and government agencies. A typical task: research and prioritize large target accounts in a territory. Employers most often ask for Accounting software, Analytical or scientific software, Customer relationship management CRM software.
Which states pay Sales Representatives, Wholesale and Manufacturing, Technical and Scientific Products the most?
The highest state medians for Sales Representatives, Wholesale and Manufacturing, Technical and Scientific Products are Colorado ($135,000), New Jersey ($131,360), Kansas ($130,850) (BLS OEWS, May 2025). Adjusted for local prices using BEA Regional Price Parities, Kansas moves to the top at $145,279.
What personality type suits an Enterprise Account Executive?
O*NET scores Sales Representatives, Wholesale and Manufacturing, Technical and Scientific Products highest on the Enterprising, Conventional and Social interest areas, so the work mixes leading, persuading, selling and making decisions with organising, following procedures and working precisely with data. On NueCareer's MBTI-to-interest mapping that lines up most closely with ESTJ personalities. Personality is a fit signal, not a gate. The free NueCareer quiz scores your own profile against all 1,731 careers in the bank.