What is an Enterprise Account Executive?

If you are looking to embark upon a career in logistics or advance your career in the field, you may be interested in a job as an enterprise account executive. An enterprise account executive is a professional who manages business relationships and sells freight services. Enterprise account executives liaise between their company and their customers, particularly the highest level accounts. If you know the freight industry well and enjoy executive work, this might be the right career for you. Let’s take a look at the responsibilities, qualifications, benefits, and distinctions of the role. 

Enterprise Account Executive Responsibilities

  • Lead sales efforts within a designated territory
  • Develop and execute strategies to acquire new clients and increase revenue from existing clients
  • Identify prospective clients through research and networking
  • Generate leads by utilizing research, data, and skilled communication
  • Conduct sales calls in a tactful and effective manner
  • Create and deliver sales presentations that include services offered and costs associated with each option
  • Manage the sales cycle from start to finish
  • Oversee the proposal and contract negotiations
  • Close deals and provide a warm hand-off to account managers
  • Manage enterprise accounts for the highest-profile clients
  • Ensure client satisfaction throughout the entire engagement process

Enterprise Account Executive Qualifications


Most enterprise account executives hold a bachelor’s degree in business, marketing, communications, or a related field. However, a degree is not required, and some companies hire enterprise account executives who hold high school diplomas, have the relevant work experience, and possess the appropriate skills. 


Most enterprise account executives are trained on the job. The training covers the company’s specific process, procedures, software, and systems. 


Enterprise account executives can receive experience through internships or employment in related roles. It is helpful to have experience in the freight industry, working with clients, and managing projects. 

Certifications and Licenses

An enterprise account executive is not required to hold any specific licenses or certifications. However, certifications and licenses can help you prove your skills and qualifications, gain technical knowledge, and further advance your career. 

Technical Knowledge

Enterprise account executives need technical knowledge about their clients’ goods and about the detailed workings of the freight logistics industry. If an enterprise account executive is not well-versed in a client’s industry, it is important that they engage in research to develop a functional understanding that allows them to provide the best possible service. 


Enterprise account executives need to have strong communication skills in order to convey information in a clear and compelling manner, build rapport with clients, answer questions effectively, and appropriately address concerns. Problem-solving skills are essential for managing challenges and identifying solutions. Relationship-building skills are helpful for connecting with customers and team members in productive ways. 

Benefits of Becoming an Enterprise Account Executive

There are many benefits of becoming an enterprise account executive. Let’s take a look at three of the top benefits. 


Enterprise account executives get to use their creativity to expand the client base, cultivate client relationships, and provide excellent customer service. 


According to, the average base salary for an enterprise account executive in the United States is $121,793, with the highest earners making around $220,000. 


Enterprise account executives have many opportunities for career advancement. They can take on larger accounts and more responsibilities and receive promotions to higher positions. 

Account Executive vs. Enterprise Account Executive: What are the differences?

Although the positions have very similar names, account executives and enterprise account executives are not the same job. They differ in a few important ways. 


Account executives and enterprise account executives differ based on role. While account executives are salespeople, enterprise account executives are salespeople and business executives. 


The responsibilities of account executives and enterprise account executives differ in scope and degree. Account executives must communicate with clients, communicate with other team members to ensure that clients’ needs are met, and develop strategies to provide the best services to clients. Enterprise account executives cultivate client relationships, develop and implement plans to drive revenue growth, generate leads, negotiate contracts, identify prospective clients, and maintain strong client relationships. 


Enterprise account executives earn higher salaries than account executives. While enterprise account executives earn around $120,000 per year, the average salary for an account executive is around $68,000 per year. 

First Star Logistics Career Opportunities

First Star Logistics is a unique, asset-based global logistics provider. Our core business is the transport of freight by arranging and securing space for shipments between states and countries via common carriers such as trucks, railroads, and ocean liners. Clients benefit from a comprehensive North American network and global reach, along with time and money-saving technology that delivers. We have an in-house freight brokerage department which allows us to service the entire country. 

Advance your career with First Star Logistics. Apply to join the team today!