For many Account Executives, the role is both a proving ground and a launchpad. It’s where you sharpen your skills, learn the nuances of deal cycles, and discover what it takes to win. But if you’re thinking long-term, you may already be asking yourself: “How do I go from here to becoming a sales leader?”
The good news? There’s a path. The bad news? It’s not a straight line.
Sales leadership requires more than just hitting quota—it demands vision, influence, empathy, and strategic thinking. Whether your ambition is to become a team lead, a VP of Sales, or even a CRO, you need to start laying the groundwork early.
Here’s how to map out your career from AE to sales leader—and what to avoid along the way.
1. Start with the End in Mind
One of the biggest mistakes early AEs make is focusing too much on short-term wins. Yes, performance matters. But if leadership is your goal, start thinking like a leader now.
DO:
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Set a 3-5 year career vision. What kind of leader do you want to be? What size company do you see yourself in? What type of team culture do you want to build?
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Identify role models. Study the careers of sales leaders you admire. What roles did they take on? What skills did they develop?
DON’T:
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Chase promotions for the title alone. Every step should teach you something that aligns with your bigger goal.
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Assume that being a great seller automatically makes you a great leader. Leadership is a separate skill set.
2. Master the AE Role First
To lead others in sales, you need to deeply understand the job they do every day. Early in your career, your focus should be on becoming a world-class AE.
DO:
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Learn full-cycle selling, not just closing. Understand pipeline generation, discovery, negotiation, and post-sale engagement.
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Study the business. Understand your product, your market, your buyers, and your competitors better than anyone else on the team.
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Be coachable. The best future leaders are also the best learners.
DON’T:
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Skip over the fundamentals. Great leaders can still jump into a call, handle objections, or help shape messaging.
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Avoid difficult conversations. Learn how to handle rejection, conflict, and setbacks—it’s great prep for management.
3. Start Thinking Beyond Yourself
Leadership is about others. Start developing that mindset early by showing initiative beyond your individual quota.
DO:
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Help others on your team. Offer to mentor new reps, share call recordings, or lead enablement sessions.
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Get involved in cross-functional projects. Work with marketing, product, or customer success. It’ll help you understand the broader business and expand your influence.
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Keep a learning journal. Document lessons from deals—what worked, what didn’t. One day, those lessons will be what you coach others on.
DON’T:
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Hoard your best tactics. True leaders lift others up.
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Wait to be asked. Take ownership of your development and find opportunities to lead from your seat.
4. Get Exposure to Leadership Responsibilities
You don’t have to wait for the title to start acting like a leader.
DO:
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Ask to shadow your manager or attend leadership meetings when appropriate.
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Offer to take on projects that require coordination or oversight—forecasting reviews, onboarding plans, or CRM cleanup.
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Track your impact. Document the ways you’ve helped improve processes, team performance, or morale.
DON’T:
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Be afraid to raise your hand. Managers love proactive reps who want to grow.
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Assume leadership is all strategy and no execution. You’ll still need to lead by example, every day.
5. Invest in Soft Skills and Self-Awareness
Sales leadership is 90% people management. That means developing emotional intelligence, communication, and the ability to navigate change.
DO:
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Read books on leadership, communication, and motivation. (The Coaching Habit, Radical Candor, and Multipliers are great places to start.)
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Seek feedback regularly—not just on deals, but on how you show up as a teammate.
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Practice public speaking and storytelling. Leaders need to rally people around ideas.
DON’T:
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Ignore your blind spots. The best leaders know their weaknesses and work on them.
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Burn out. Leadership is a marathon. Build routines that help you manage stress and energy.
6. Map Out Key Milestones
Your path might include roles like:
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Senior AE: Continue mastering your craft while mentoring others.
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Team Lead / Interim Manager: Get hands-on experience managing people and processes.
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Sales Manager: Own team performance and help shape strategy.
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Director or VP: Lead other leaders, scale teams, and build culture.
Make sure each role gives you something new—whether it’s scope, skill, or perspective.
Final Thought: Leadership Is Earned, Not Given
There’s no shortcut to becoming a great sales leader. But the earlier you start acting like one, the faster the path opens up. Think beyond your number, take ownership of your growth, and focus on helping others win.
One day, the rep sitting where you are now will look to you for guidance. Make sure you’re the kind of leader they deserve.
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