Handbook: consolidate Account Executive job description

nuxt/content/handbook/peopleops/job-descriptions/account-executive.md

@@ -5,22 +5,43 @@ title: "Account Executive"
 # Account Executive
 
 ## Job Description
-We are seeking a highly motivated, driven, and self-sufficient Account Executive (a "Sales Explorer") to join our team and drive growth in the local region. In this early-stage growth opportunity, you will be responsible for identifying and closing new business opportunities, building strong customer relationships, and contributing to the overall success of FlowFuse. This role requires someone who can build pipeline, refine messaging, and optimize our sales motion based on real conversations, demonstrating a willingness to experiment and a comfort level with ambiguity.
 
-* Expand FlowFuse's customer base and revenue in the regional market, targeting key accounts using an Account-Based Marketing (ABM) approach.
+Account Executives at FlowFuse are responsible for leading customer-facing
+commercial engagements from initial qualification through contract execution.
+They own opportunity creation and progression, commercial outcomes, and deal
+accountability, operating as the primary orchestrators of complex,
+multi-stakeholder buying processes — not a transactional function.
+
+We are seeking a highly motivated, driven, and self-sufficient Account Executive
+(a "Sales Explorer") to join our team and drive growth in the local region. In
+this early-stage growth opportunity, you will be responsible for identifying and
+closing new business opportunities, building strong customer relationships, and
+contributing to the overall success of FlowFuse. This role requires someone who
+can build pipeline, refine messaging, and optimize our sales motion based on
+real conversations, demonstrating a willingness to experiment and a comfort
+level with ambiguity.
+
+Responsibilities:
+* Expand FlowFuse's customer base and revenue in the regional market.
+   - Managing all leads from [MQL stage](/handbook/sales/hubspot/#mql-follow-up-expectations) onwards, including daily review and outreach
+   - Generating 50% of their own pipeline through [Outbound](/handbook/sales/hubspot/#outbound) activities
 * Identify and engage new prospects, and drive deals from initial contact to close.
 * Test and refine our sales motion to optimize effectiveness in the regional market.
-* Generate pipeline through proactive prospecting and creative outreach, going beyond traditional cold emails.
 * Effectively communicate the value proposition of FlowFuse to both technical and business stakeholders.
 * Collaborate cross-functionally with marketing, product, and customer success to align on go-to-market strategy.
 * Gather and communicate market feedback to inform product development and sales enablement.
 
+Account Executives are accountable for commercial outcomes, even when
+execution involves Solution Engineering, Customer Success, Professional
+Services, or Sales Partnerships.
+
 ## Skills
+
 * Startup Sales DNA: Experience working in an early-stage company (or have the mindset to thrive in one). Embraces ambiguity, iteration, and autonomy.
 * Full-Cycle Sales Experience: Proven experience selling B2B SaaS or enterprise technology and navigating complex sales cycles with multiple stakeholders.
 * Curiosity & Adaptability: A passion for testing new approaches, learning from data, and evolving sales strategies to match market needs.
 * Creative Prospecting Skills: Ability to go beyond cold emails and find innovative ways to connect with buyers.
-* Communication Skills: Excellent verbal and written communication skills with the ability to present complex information clearly.   
+* Communication Skills: Excellent verbal and written communication skills with the ability to present complex information clearly.
 * Technical Acumen: Comfortable understanding and explaining technical solutions such as Node-RED, industrial automation, IoT, or DevOps tooling.
 * Cultural Awareness: Strong understanding of cultural nuances and business practices within the region.
 * Familiarity with AI tools to enhance sales processes is a plus.
@@ -29,7 +50,7 @@ We are seeking a highly motivated, driven, and self-sufficient Account Executive
 ## 90-Day Plan
 
 * Week 1-4:
-   * Immerse yourself in FlowFuse’s product, strategy, and market with a focus on enterprise-readiness, applications on the edge, and enhanced integration capabilities.
+   * Immerse yourself in FlowFuse's product, strategy, and market with a focus on enterprise-readiness, applications on the edge, and enhanced integration capabilities.
    * By week 2, you should be driving sales pitches with a supportive shadow.
    * Familiarize yourself with the Node-RED ecosystem, competitive landscape, and specific regional market dynamics.
    * Meet with key stakeholders across sales, marketing, product, and customer success.
@@ -55,18 +76,30 @@ We are seeking a highly motivated, driven, and self-sufficient Account Executive
 * Test and refine our sales motion to optimize effectiveness in the US market.
 * Multilingual & Culturally Fluent (Bonus): Fluency in Spanish language is a significant plus.
 
+## Metrics and Accountability
+
+Account Executive performance is measured by:
+
+- Qualified pipeline coverage
+- Forecast accuracy by stage
+- Win rate and sales cycle duration
+- Average contract value and deal quality
+- Progression and conversion between stages
+
+These metrics reinforce disciplined execution and predictable outcomes.
+
 ## Hiring Plan
 * Initial Screening: Review resumes and cover letters to assess candidate qualifications and experience.
 * First Interview: Conduct a phone or video interview to further evaluate candidate skills, experience, and cultural fit.
 * Second Interview: In-depth interview with the hiring manager and other team members to discuss specific experience, skills, and how the candidate aligns with the product strategy and pillars.
 * STAR Interview (45mins): A behavioral interview to understand past experiences and assess alignment with FlowFuse's values, initiative, and collaboration style. Conducted by the CEO.
-* Assessment/Presentation: May require a work sample, case study, or presentation to demonstrate the candidate's abilities. 
+* Assessment/Presentation: May require a work sample, case study, or presentation to demonstrate the candidate's abilities.
 * Final Interview: A final interview with key stakeholders.
 * Offer: Extend an offer to the selected candidate.
 
 ### Assessment
 
-Prepare a 10-minute discovery + pitch presentation to a hypothetical industrial automation prospect who is evaluating options for managing hundreds of Node-RED instances across many remote sites. Assume the audience includes an OT leader and an IT architect. Your goal is to identify key pain points and position FlowFuse’s value. Please spend no more than 90 minutes on this task.
+Prepare a 10-minute discovery + pitch presentation to a hypothetical industrial automation prospect who is evaluating options for managing hundreds of Node-RED instances across many remote sites. Assume the audience includes an OT leader and an IT architect. Your goal is to identify key pain points and position FlowFuse's value. Please spend no more than 90 minutes on this task.
 What are we looking for?
 * Messaging skills
 * Ability to tailor pitch to personas

nuxt/content/handbook/sales/org/index.md

@@ -31,7 +31,7 @@ While individual functions own specific processes, the Commercial Organization o
 
 The Commercial Organization is composed of the following functions:
 
-- **Account Executives**
+- **[Account Executives](/handbook/peopleops/job-descriptions/account-executive/)**
   Owns opportunity qualification, deal progression, and commercial close.
 
 - **Solution Engineering**