Role-Based Programme
RB1131

AI for Account Executives

Advanced Account Intelligence, Opportunity Management & Revenue Growth

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Duration
32 Hours
Level
Advanced
Delivery
Instructor-Led
Format
Capability Development

Programme Objectives

  • Develop advanced capability to use AI across account research, opportunity development, stakeholder engagement, sales conversations, proposals, negotiation, and pipeline management.
  • Apply AI-assisted research to understand customer priorities, buying signals, competitive context, organisational structure, and account potential.
  • Use AI to strengthen discovery, qualification, value articulation, proposal development, opportunity strategy, and executive communication.
  • Analyse account and pipeline information to improve opportunity progression, forecast quality, deal velocity, conversion, and revenue growth.
  • Build responsible AI-enabled Account Executive workflows with strong customer privacy, CRM discipline, validation, governance, and human judgement.

Tools covered

Generative AI AssistantsAI Search & Deep ResearchAccount IntelligenceStakeholder MappingOpportunity QualificationDiscovery SupportValue Proposition DevelopmentProposal SupportNegotiation PreparationCRM IntelligencePipeline AnalyticsForecasting SupportWorkflow AutomationAI Agents

Who should attend

  • Account Executives
  • Senior Account Executives
  • Enterprise Account Executives
  • Strategic Account Executives
  • Sales Executives
  • Business Development Executives
  • Account Managers
  • Key Account Managers
  • Enterprise Sales Professionals
  • Territory Account Executives
  • Regional Sales Executives
  • Commercial Sales Professionals
  • Solution Sales Professionals
  • Client Relationship Executives
  • Sales Leaders Responsible for Opportunity Conversion

Prerequisites & Participant Readiness

  • Experience in B2B sales, account management, enterprise selling, or business development
  • Familiarity with CRM systems, opportunity stages, customer meetings, proposals, and pipeline reviews
  • Basic awareness of Generative AI and common business applications
  • Comfort working with customer, commercial, and account information
  • No programming knowledge required

TOC Modules

Concepts
  • Understanding Generative AI, reasoning models, AI search, automation, and AI agents
  • Exploring AI applications across account research, discovery, proposals, negotiation, and deal management
  • Distinguishing AI-assisted selling from conventional sales automation
  • Understanding hallucinations, outdated information, confidentiality, and human accountability
Practical activities
  • Mapping AI opportunities across the Account Executive sales cycle
  • Identifying activities suitable for augmentation, automation, or continued human ownership
  • Creating a personal AI opportunity map for account selling

Scenarios

Strategic Account to Qualified Enterprise Opportunity

Account Research → Business Signals → Stakeholder Map → Qualification → Discovery → Customer Priorities → Value Proposition → Opportunity Strategy

Participants use AI to research a strategic account, identify business signals and stakeholders, qualify the opportunity, conduct structured discovery, and create a focused opportunity-development plan.

Enterprise Deal to Commercial Close Plan

Customer Need → Buying Committee → Competitive Position → Business Case → Proposal → Objections → Negotiation Strategy → Deal Risks → Close Plan

Participants use AI to progress a complex enterprise opportunity through proposal development, competitive positioning, objection handling, negotiation preparation, risk analysis, and a structured close plan.

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