account-executive

Name: account-executive
Author: ncklrs

134installs3forks

How to install account-executive?

ncklrs/startup-os-skills/account-executive

$npx -y skills add ncklrs/startup-os-skills --skill account-executive

Installs into the current project.

Summary

Expert full-cycle enterprise sales strategist for B2B SaaS. Use when planning sales strategy, pipeline management, deal progression, account planning, competitive displacement, or territory optimization. Covers multi-threading, executive engagement, champion development, buying c

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SKILL.md

1	# Account Executive
2
3	Strategic enterprise sales expertise for B2B SaaS companies — from pipeline building and deal progression to executive engagement and account expansion.
4
5	## Philosophy
6
7	Elite enterprise selling isn't about pitching features. It's about becoming indispensable to your champion's success.
8
9	The best enterprise AEs:
10	1. Qualify ruthlessly, pursue relentlessly — Time is your scarcest resource
11	2. Multi-thread early and often — Single-threaded deals die
12	3. Sell outcomes, not products — Features don't close deals, business impact does
13	4. Control the process — Mutual action plans beat hope
14	5. Land with intent to expand — Every deal is an account, not a transaction
15
16	## How This Skill Works
17
18	When invoked, apply the guidelines in `rules/` organized by:
19
20	- `pipeline-*` — Pipeline management, prioritization, forecasting
21	- `relationship-*` — Multi-threading, champion development, executive access
22	- `deal-*` — Deal progression, momentum, competitive displacement
23	- `account-*` — Account planning, expansion, land-and-expand
24	- `execution-*` — Time management, territory optimization, cadence
25
26	## Core Frameworks
27
28	### Deal Qualification (MEDDPICC)
29
30	\| Element \| Question \| Red Flag \|
31	\|---------\|----------\|----------\|
32	\| Metrics \| What business outcomes will success deliver? \| No quantified value \|
33	\| Economic Buyer \| Who signs the check? \| Haven't met them \|
34	\| Decision Criteria \| How will they decide? \| Unknown or changing \|
35	\| Decision Process \| What are the steps to close? \| No clear timeline \|
36	\| Paper Process \| Legal, procurement, security? \| Unknown blockers \|
37	\| Identified Pain \| What problem demands solving NOW? \| Nice-to-have, not need \|
38	\| Champion \| Who is selling internally for you? \| No internal advocate \|
39	\| Competition \| Who else is being evaluated? \| Unknown alternatives \|
40
41	### Deal Stages and Exit Criteria
42
43	```
44	┌─────────────────────────────────────────────────────────────────────────┐
45	│ DISCOVERY │ SCOPING │ VALIDATION │ PROPOSAL │ CLOSE │
46	│ 10% │ 25% │ 50% │ 75% │ 90%+ │
47	├───────────────┼─────────────┼──────────────┼─────────────┼────────────┤
48	│ Pain confirmed│ Solution │ Technical │ Commercial │ Verbal │
49	│ Champion ID'd │ requirements│ validation │ terms │ commitment │
50	│ Budget range │ defined │ complete │ agreed │ Legal/ │
51	│ Timeline set │ Success │ EB engaged │ Proposal │ procurement│
52	│ │ criteria │ ROI accepted │ delivered │ complete │
53	└───────────────┴─────────────┴──────────────┴─────────────┴────────────┘
54	```
55
56	### The Buying Committee
57
58	```
59	┌──────────────────┐
60	│ ECONOMIC BUYER │
61	│ (Signs check) │
62	└────────┬─────────┘
63	│
64	┌───────────────────┼───────────────────┐
65	│ │ │
66	┌────▼────┐ ┌─────▼─────┐ ┌────▼────┐
67	│TECHNICAL│ │ CHAMPION │ │ USER │
68	│ BUYER │ │ (Your │ │ BUYER │
69	│(IT/Sec) │ │ advocate)│ │(End user│
70	└─────────┘ └───────────┘ │ leader) │
71	└─────────┘
72	┌──────────────────┐
73	│ INFLUENCERS │
74	│ (Consultants, │
75	│ Peers, Legal) │
76	└──────────────────┘
77	```
78
79	### Account Tiering
80
81	\| Tier \| Characteristics \| Time Investment \| Strategy \|
82	\|------\|-----------------\|-----------------\|----------\|
83	\| Tier 1 \| $100k+ potential, strategic fit, active buying \| 40% of time \| White-glove, executive-sponsored \|
84	\| Tier 2 \| $50-100k potential, good fit, developing need \| 35% of time \| High-touch, multi-threaded \|
85	\| Tier 3 \| $25-50k potential, fit confirmed, timeline unclear \| 20% of time \| Efficient, templated \|
86	\| Tier 4 \| <$25k or poor fit \| 5% of time \| Automated, self-serve, or disqualify \|
87
88	### Pipeline Math
89
90	```
91	Target: $1M Annual Quota
92	Average Deal Size: $50K
93	Win Rate: 25%
94	Average Sales Cycle: 90 days
95
96	Required:
97	- Closed Won: 20 deals/year
98	- Pipeline Coverage: 4x = $4M active pipeline
99	- Opportunities/Quarter: 20 new opps
100	- Meetings/Week: ~8 qualified meetings
101
102	Pipeline Coverage by Stage:
103	- Discovery (10%): 40% of coverage
104	- Scoping (25%): 25% of coverage
105	- Validation (50%): 20% of coverage
106	- Proposal (75%): 10% of coverage
107	- Closing (90%): 5% of coverag

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account-executive

134installs3forks

View on GitHub

How to install account-executive?

ncklrs/startup-os-skills/account-executive

$npx -y skills add ncklrs/startup-os-skills --skill account-executive

Installs into the current project.

Summary

Files · 1

View on GitHub

SKILL.md

1	# Account Executive
2
3	Strategic enterprise sales expertise for B2B SaaS companies — from pipeline building and deal progression to executive engagement and account expansion.
4
5	## Philosophy
6
7	Elite enterprise selling isn't about pitching features. It's about becoming indispensable to your champion's success.
8
9	The best enterprise AEs:
10	1. Qualify ruthlessly, pursue relentlessly — Time is your scarcest resource
11	2. Multi-thread early and often — Single-threaded deals die
12	3. Sell outcomes, not products — Features don't close deals, business impact does
13	4. Control the process — Mutual action plans beat hope
14	5. Land with intent to expand — Every deal is an account, not a transaction
15
16	## How This Skill Works
17
18	When invoked, apply the guidelines in `rules/` organized by:
19
20	- `pipeline-*` — Pipeline management, prioritization, forecasting
21	- `relationship-*` — Multi-threading, champion development, executive access
22	- `deal-*` — Deal progression, momentum, competitive displacement
23	- `account-*` — Account planning, expansion, land-and-expand
24	- `execution-*` — Time management, territory optimization, cadence
25
26	## Core Frameworks
27
28	### Deal Qualification (MEDDPICC)
29
30	\| Element \| Question \| Red Flag \|
31	\|---------\|----------\|----------\|
32	\| Metrics \| What business outcomes will success deliver? \| No quantified value \|
33	\| Economic Buyer \| Who signs the check? \| Haven't met them \|
34	\| Decision Criteria \| How will they decide? \| Unknown or changing \|
35	\| Decision Process \| What are the steps to close? \| No clear timeline \|
36	\| Paper Process \| Legal, procurement, security? \| Unknown blockers \|
37	\| Identified Pain \| What problem demands solving NOW? \| Nice-to-have, not need \|
38	\| Champion \| Who is selling internally for you? \| No internal advocate \|
39	\| Competition \| Who else is being evaluated? \| Unknown alternatives \|
40
41	### Deal Stages and Exit Criteria
42
43	```
44	┌─────────────────────────────────────────────────────────────────────────┐
45	│ DISCOVERY │ SCOPING │ VALIDATION │ PROPOSAL │ CLOSE │
46	│ 10% │ 25% │ 50% │ 75% │ 90%+ │
47	├───────────────┼─────────────┼──────────────┼─────────────┼────────────┤
48	│ Pain confirmed│ Solution │ Technical │ Commercial │ Verbal │
49	│ Champion ID'd │ requirements│ validation │ terms │ commitment │
50	│ Budget range │ defined │ complete │ agreed │ Legal/ │
51	│ Timeline set │ Success │ EB engaged │ Proposal │ procurement│
52	│ │ criteria │ ROI accepted │ delivered │ complete │
53	└───────────────┴─────────────┴──────────────┴─────────────┴────────────┘
54	```
55
56	### The Buying Committee
57
58	```
59	┌──────────────────┐
60	│ ECONOMIC BUYER │
61	│ (Signs check) │
62	└────────┬─────────┘
63	│
64	┌───────────────────┼───────────────────┐
65	│ │ │
66	┌────▼────┐ ┌─────▼─────┐ ┌────▼────┐
67	│TECHNICAL│ │ CHAMPION │ │ USER │
68	│ BUYER │ │ (Your │ │ BUYER │
69	│(IT/Sec) │ │ advocate)│ │(End user│
70	└─────────┘ └───────────┘ │ leader) │
71	└─────────┘
72	┌──────────────────┐
73	│ INFLUENCERS │
74	│ (Consultants, │
75	│ Peers, Legal) │
76	└──────────────────┘
77	```
78
79	### Account Tiering
80
81	\| Tier \| Characteristics \| Time Investment \| Strategy \|
82	\|------\|-----------------\|-----------------\|----------\|
83	\| Tier 1 \| $100k+ potential, strategic fit, active buying \| 40% of time \| White-glove, executive-sponsored \|
84	\| Tier 2 \| $50-100k potential, good fit, developing need \| 35% of time \| High-touch, multi-threaded \|
85	\| Tier 3 \| $25-50k potential, fit confirmed, timeline unclear \| 20% of time \| Efficient, templated \|
86	\| Tier 4 \| <$25k or poor fit \| 5% of time \| Automated, self-serve, or disqualify \|
87
88	### Pipeline Math
89
90	```
91	Target: $1M Annual Quota
92	Average Deal Size: $50K
93	Win Rate: 25%
94	Average Sales Cycle: 90 days
95
96	Required:
97	- Closed Won: 20 deals/year
98	- Pipeline Coverage: 4x = $4M active pipeline
99	- Opportunities/Quarter: 20 new opps
100	- Meetings/Week: ~8 qualified meetings
101
102	Pipeline Coverage by Stage:
103	- Discovery (10%): 40% of coverage
104	- Scoping (25%): 25% of coverage
105	- Validation (50%): 20% of coverage
106	- Proposal (75%): 10% of coverage
107	- Closing (90%): 5% of coverag

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