We’re living in a world where marketing moves at the speed of AI, clients are scattered across the country, and agencies are under more pressure than ever to deliver results. And yet, amidst all the change, one thing remains true: a great account executive is still the glue that holds it all together.
A new kind of AE is thriving at small to mid-sized agencies—connected, strategic, fast, and fearless. If you’re wondering what it takes to be a standout AE, here’s your blueprint.
1. Digitally Connected—and Authentically Present
In the old days, AEs built relationships in boardrooms. Today, we build them in Zoom calls, Slack threads, LinkedIn DMs, and asynchronous chats that happen across time zones.
Being "connected" now means knowing when to hit send, when to pick up the phone, and when to hop into a 15-minute virtual brainstorm. It’s about being reachable without being overwhelming. It’s about creating presence—even when you're not in the room.
2. Research-Driven & Self-Taught
Clients don't have time to explain their industries to you—and they shouldn't have to. The modern AE is proactive, curious, and always learning.
They use AI tools, industry feeds, and customer data dashboards to stay ahead of trends and understand what matters. They know their client’s distribution model, buying cycle, audience personas, and pain points—without needing a primer.
The more informed you are, the more valuable you become. Knowledge isn't just power—it’s your superpower.
3. Turning Projects into Programs
Savvy AEs don’t just manage individual tasks. They zoom out and see how small asks fit into larger strategies. That one-off landing page? It could be the start of a nurture campaign. That social post? Part of a bigger brand moment.
With net-new business harder to land, growing current accounts is key. AEs who think like strategists turn short-term requests into long-term programs—and that’s a win for the client and the agency.
4. Creatively Capable
Clients want more than just a messenger. They want a thought partner—someone who can offer ideas in real-time, not just relay them back and forth.
This doesn’t mean AEs replace creatives. It means they understand the creative process, contribute ideas, and help shape solutions. Whether it’s refining a message or reworking a concept on the fly, great AEs aren’t just logistical—they’re creative collaborators.
5. Focused on Performance
Let’s be honest: clients care about results. And so should you.
The old agency models based on markups, retainers, and media commissions are giving way to outcome-based pay. Clients want performance metrics, and they want partners who are invested in hitting them.
Modern AEs know the numbers. They track KPIs, align on objectives and key results, and adapt campaigns based on what’s working. They’re not just part of the team—they’re accountable to the win.
6. Fast, Agile, and Built for Change
This isn’t a 9-to-5 world anymore. Today’s best AEs are multitasking machines, able to prioritize across clients, channels, and time zones. They use AI tools to speed up admin work, stay organized in cloud-based systems, and always leave space for a curveball.
Speed is important. But clarity and focus are everything. Great AEs don’t just go fast—they know where they’re going.
Riding the Wave
Picture this: You’re standing at the edge of a high-speed train platform. You can either watch it rush by, step in front of it (ouch), or hop on and ride. The 21st century AE? They ride.
They don’t have all the answers—but they ask the right questions. They don’t panic when things move fast—they find rhythm in the motion. They’re the steady hand guiding both client and creative through the chaos.
And while the tools may change, the core of this role stays the same: build trust, bring clarity, stay curious, and show up every day ready to solve something.
Want to stand out as a next-gen AE?
Stay sharp
Learn fast
Communicate with empathy
And always, always bring ideas to the table
Because the AEs who thrive aren’t just keeping up—they’re leading the way.
