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For account executives: where to start

Where do I start as an account executive? Work the warmest leads and deals first, prepare for deal inspections, and handle a late competitor.

Summit53 Team4 min readUpdated October 23, 2026

The question

Which deals and leads do I work today, and how do I walk into my deal review ready?

An account executive’s week is a long list and a few inspections. The job is choosing the few things that move deals, and having the evidence when asked.

Where it sits on the loop

Your own deals in Pipeline and Won, and your leads from Working to Replied.

How to think about it

  • Warmest first. Replies, then overdue follow-ups, then what’s due today.
  • Buyer evidence over belief. In a review, what the buyer did beats how you feel about the deal.

Common mistakes

  • Working the list top to bottom. Twenty items, none finished.
  • Defending a close date instead of evidencing it.

In Summit53

Your view

With the Individual Contributor role, / opens My Engine: your own deals, today’s actions and nudges. On the Revenue Engine you see the Account Executive persona (MY ACTION BRIEF — AS OF TODAY), which covers your own deals and accounts and has no organisation-wide first constraint.

Start here

  1. Work today’s actions: Action Plans and the Focus queue.
  2. Prepare for an inspection: Is this Commit deal real?
  3. Handle a late competitor: A competitor just showed up late

Your screens

In Claude or Codex

When the data is thin

  • Your scope. Your figures cover your own book. Some team cards show only available to managers.
  • No open deals yet? Your plan fills with lead work instead: No open deals yet — here’s where your next ones come from.

Do it this week

  1. Write the three deals you’ll move this week and the one buyer action each needs.
  2. For your biggest deal, write what the buyer has done in the last two weeks.