AE vs SDR
SDRs source meetings; AEs close them. The handoff happens at the qualified discovery call. AEs typically carry quota; SDRs carry meeting-set or sourced-pipeline goals.
Why AEs sometimes do their own outbound
In smaller orgs and high-ACV deals (sales to VPs and CXOs), AEs often do their own founder-led outreach because trust and seniority matter more than volume.
Tools AEs care about
CRM hygiene, demo software (Demodesk, Demoflow), document workflow (PandaDoc, DocuSign), and increasingly, AI assistants for deal review and outreach.
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