AI for Account Executives

A deal-cycle course for AEs: discovery preparation, mutual action plans, proposals, and negotiation prep with AI. Learners practice a full deal motion and leave with AI woven into each stage.

What this course covers

The course runs across 9 topics, each one a short adaptive session rather than a recorded lecture. The tutor explains the idea, works an example, checks understanding, and adjusts the next step to the answer given.

Introduction to AI in the Sales Cycle — Understand how AI integrates into the modern AE workflow to accelerate deals and improve win rates.
AI-Powered Discovery Prep & Persona Analysis — Learn to use AI tools to research prospects, analyze buyer personas, and prepare tailored discovery questions.
Simulating the Discovery Call — Practice conducting a discovery conversation with an AI-simulated prospect to uncover pain points and qualify leads.
Co-Creating Mutual Action Plans (MAPs) — Use AI to draft, structure, and refine a collaborative Mutual Action Plan aligned with the prospect's buying process.
Navigating Stakeholder Alignment on MAPs — Make critical decisions in a branching scenario to align multiple decision-makers on the proposed timeline and milestones.
AI-Assisted Proposal Drafting & Personalization — Draft highly personalized proposals and quantify business value quickly using AI prompt templates.
Interactive Negotiation Prep & Objection Handling — Roleplay tough negotiation scenarios with an AI bot to practice objection handling and value-based concession strategies.
AI-Driven Deal Reviews & Pipeline Risk Assessment — Analyze deal health, identify blind spots, and predict next steps using AI analysis of historical deal data.
Synthesis: Running the Full Deal Motion — Navigate a comprehensive, scenario-based deal cycle challenge, making key decisions from discovery to close.

Skills you build

Results are measured against named skills in the OneRange taxonomy of more than 10,000 skills, so a manager sees proficiency per skill rather than a completion tick.

Who it is for

Account executives. The material is pitched at intermediate level, and takes roughly 120 minutes at a typical pace. Because every session adapts, someone who already knows a topic moves through it quickly instead of sitting through an explanation they do not need.

It sits in the Function: Sales track of the Vero AI Catalog, and can be assigned to one person, a team, or the whole company.

How it is delivered and assessed

Delivery is conversational and interactive, including guided lab, role play, branching scenario exercises. There is no video to sit through and no slide deck to click past.

Understanding is checked with a roleplay assessment of 5 items, with a pass mark of 70%.

Administrators can copy this course into their own library and adapt it — edit the outline, change the duration, swap the assessment format, or ground it in internal documentation so answers cite the company's own source material.

See how this training works for the whole function on AI training for Sales.

Also in this track

All Sales AI training courses →
AI for SDRs & Prospecting — A prospecting-specialized course for SDRs and BDRs. Learners use AI for account research, list building, and genuinely personalized outreach at volume, then practice objection handling in role-play.
AI for Sales: Core — This course helps sellers apply AI across the entire sales motion. Learners use AI for prospecting and research, personalized outreach, call prep and summaries, and CRM hygiene and forecasting. The result is more pipeline and less administrative drag.
AI for Sales Enablement — An enablement-focused course on producing sales content, coaching programs, and certifications with AI. Learners design an AI-powered role-play program their reps will actually use.
AI for Sales Engineering & Solutions — Sales engineers and solutions consultants learn to use AI for demos, technical responses, and solution design. The course covers demo prep, RFP and security questionnaires, technical Q&A, POC docs, and objection handling. Learners finish able to support deals faster with sharper technical content.
AI for RevOps — A technical course for RevOps professionals on AI across the revenue engine: pipeline data quality, forecasting, automation, and reporting. Learners build automated workflows that keep the CRM trustworthy.
Sales AI Readiness — Sales AI Readiness: where each rep stands today.

Frequently asked questions

How long does this course take?

It runs roughly 120 minutes at a typical pace. Because every session adapts, someone who already knows a topic moves through it quickly instead of sitting through an explanation they do not need.

How is it assigned to a team?

An administrator assigns it from the Vero dashboard to one person, a team, a department or the whole company, and sees progress and results per person and per skill.

Can we customise it with our own documents and terminology?

Yes. Administrators can copy this course into their own library and adapt it — edit the outline, change the duration, swap the assessment format, or ground it in internal documentation so answers cite the company's own source material.

Course code FUN-AE.