Enterprise Account Manager (EAM)

Enterprise Account Manager (EAM) | Telephones for business

What is an Enterprise Account Manager (EAM)?

If you’ve ever found yourself wondering… “What’s the difference between an EAM and an AE?” We get it. There’s confusion and overlap between various sales titles used at different organizations. What’s more, titles are often changing and adapting to industry trends.

The fast-growing, competitive nature of the SaaS industry has created an environment where new titles are needed to accommodate for completely new positions. What’s more, (slightly) different titles – à la Sales Development Rep vs. Business Development Rep – are created to sound more relevant, modern, and in line with company values and culture.

If you’re new to all this sales jargon, look no further! We’ve got you covered. Keep reading to find out exactly what an enterprise account manager does, average salary for EAMs, career outlook, and available EAM jobs.

In sales, the acronym EAM usually stands for Enterprise Account Manager. EAMs are sales closers that work to establish and expand relationships with large accounts (often other businesses) that have the potential to drive significant revenue.

Enterprise Account Manager Job Description

It may seem that the job of an enterprise account manager is easier than that of an outbound sales rep. After all, the leads that come across the desk of an enterprise account manager are already almost ready to buy! Unfortunately, it’s not always that easy.

What does an Enterprise Account Manager do?

Enterprise account managers work to establish and expand relationships with large accounts (often other businesses) that have the potential to drive significant revenue. The main job of an enterprise account manager is to close sales with these key accounts that will generate a large amount of revenue. Because of this, they generally have revenue quotas to hit each month that are directly tied to the company’s bottom line.

Enterprise account closers often handle the lion’s share of objections from potential buyers, who are naturally vetting the product and making sure it will actually meet their needs. Price is often an objection that comes up in conversations with sales executives. We’ve compiled 9 ways to overcome this all too common sales objection.

In addition to being prepared to counter objections about price, it’s important for sales closers to have a robust understanding of their competitors - and how they stack up against them. Questions like “What makes your brand better than X company?” or “How does your product compare to the competition?” are common to hear. A good answer to one of these questions can make or break the sale.

Enterprise Account Manager Salary

Enterprise account managers make an average of $81,440 per year in base pay in the US, with an average additional $29,300 or more per year from performance-based compensation (source: Glassdoor). Total pay, on average, is $110,742 per year. Salaries vary depending on the size of the company and the location.

EAM Career Outlook

With the abundance of automation, software, and online marketing tools available on the market today, it may be worth wondering if sales positions will still be growing in a few years.

If you’re looking to grow your career in the sales industry, don’t worry - as the market outlook for enterprise account managers is positive! 5% growth is projected for enterprise account manager positions through 2028 (source: Zippia).

Enterprise Account Manager Jobs

Looking for available EAM jobs? Here are a few resources to help your search:

Which sales role is right for me?

The right sales role for you depends on your experience and expertise, but sales can be a good industry to get your start if you are entering the job market for the first time!

Some key characteristics of great sales and customer support professionals include:

  • Excellent interpersonal skills
  • Great communicators
  • Passion for what they are selling
  • Willingness to roll up their sleeves and get the job done
  • No fear calling and following-up with potential clients
  • Positive attitude
  • Creative and passionate about helping others
  • Ability to multi-task across different platforms and forms of communication
  • Ability to work well under pressure and with a team

Does this sound like you? Kixie is hiring, and we’d love to hear from you! We are looking for jovial, hard-working colleagues to share our journey as we change the landscape of business telephony.