🚨 ATS Alert: "Account Manager" implies Sales, not Accounting.

Many candidates confuse this role with "Accounting." If you are applying for Sales & Client Management roles, you MUST use the correct commercial keywords (e.g., "Revenue," "Quota," "Retention") or the ATS might miscategorize you.

👉 Scan Your Resume for Current Account Management Keywords - Free

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Account Manager vs. Account Executive: The ATS Struggle

In 2026, Applicant Tracking Systems (ATS) are smarter, but they still need clear signals.

If your resume is vague, you get lost. Recruiters search for two distinct profiles:

• The Hunter (Account Executive): Focused on New Business.
• The Farmer (Account Manager): Focused on Retention & Growth.

This guide gives you the 60+ ATS-approved keywords for both paths, helping you signal exactly who you are.

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⚔️ The Difference: Hunter vs. Farmer Keywords

Before you copy-paste, identify your lane. Using "Account Management" keywords for a "New Business" role is a red flag.

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🏹 Account Executive Keywords (The Hunter)

Recruiters look for aggressive, results-oriented language. You find deals and close them.

💰 Deal Execution & Closing

• Closing: The ability to get the signature.
• Contract Negotiation: Managing terms, pricing, and redlines.
• Quota Attainment: Consistently hitting or exceeding targets (e.g., "120% of Quota").
• Sales Cycle Management: Managing the process from lead to close (e.g., "End-to-End Sales").
• Pipeline Management: Keeping a healthy funnel of prospects.

🔭 Prospecting & Lead Gen

• Cold Calling: Outbound phone outreach.
• Prospecting: Identifying and qualifying potential clients.
• Lead Qualification: Forecasting using frameworks like BANT or MEDDIC.
• Territory Management: Strategizing a geographic or vertical patch.
• Social Selling: Using LinkedIn Navigator to find leads.

🧠 Sales Methodologies

• MEDDIC / MEDDPICC: A qualification framework heavily searched by enterprise tech companies.
• Challenger Sale: A specific methodology focusing on teaching and tailoring.
• Consultative Selling: Building value rather than just pitching product.
• Spin Selling: Situation, Problem, Implication, Need-payoff.

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🌱 Account Manager Keywords (The Farmer)

Recruiters look for relational, strategic, and "sticky" language. You keep clients and make them spend more.

🛡️ Retention & Loyalty

• Net Revenue Retention (NRR): The #1 metric for AMs. Keeping revenue 100%+.
• Churn Reduction: Preventing clients from leaving.
• Renewal Management: Securing contract extensions.
• Client Retention: Maintaining a high percentage of your portfolio.
• Customer Satisfaction (CSAT): Keeping clients happy.

📈 Growth & Expansion

• Upselling: Selling a higher tier of service.
• Cross-Selling: Selling additional products to existing clients.
• Account Expansion: Growing the total value of the account (ACV/ARR).
• Strategic Account Planning: Creating long-term roadmaps for key accounts.
• Referral Generation: Turning happy clients into new leads.

🤝 Relationship Management

• Quarterly Business Review (QBR): The strategic meeting to prove value.
• Executive Presence: Engaging with C-Suite stakeholders.
• Stakeholder Management: Navigating complex client organizations.
• Trusted Advisor: Becoming a partner, not just a vendor.
• Voice of Customer (VoC): Relaying client feedback to product teams.

💡 Not sure if your resume sounds more like "Sales" or "Support"? Don't guess. Run a free scan to see how the ATS categorizes your keywords.

👉 Check My Resume Keywords Now

💎 Key Account Manager (KAM) Keywords

For senior roles managing the top 1% of clients, the language shifts from "retention" to "partnership."

• Joint Business Planning (JBP): Co-creating annual roadmaps with clients.
• P&L Management: Managing the profit and loss for specific accounts.
• Global Account Management: Handling multi-region stakeholders.
• Strategic Alliance: Building long-term, high-level partnerships.
• C-Suite Negotiation: Closing deals with CEOs/CFOs, not just procurement.

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🧠 Soft Skills: Selling with EQ

Robots can't build trust (yet). Soft skills are your differentiator.

• Active Listening: Understanding client pain points before pitching.
• Emotional Intelligence (EQ): Reading the room and managing relationships.
• Conflict Resolution: Turning angry clients into advocates.
• Strategic Thinking: Seeing the bigger picture beyond the quarterly quota.
• Adaptability: Thriving in fast-paced, changing environments.
• Resilience: Bouncing back from rejection (critical for AEs).

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🤖 Sales AI & Modern Tech (2026 Trends)

The best sales reps now use AI to move faster. Listing these proves you are modern.

• Sales Enablement: Seismic, Highspot.
• Revenue Intelligence: Gong, Chorus.ai (Call analysis).
• Productivity: ChatGPT, Jasper (Email writing).
• Automated Sequencing: Outreach, Salesloft (Workflow automation).
• Predictive Analytics: Using data to forecast deal probability.

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🛠️ Shared Technical & CRM Skills

Both AEs and AMs live in the CRM. You must list these tools.

CRM & Sales Tools

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How to Integrate Keywords (Examples)

✅ Strong AE Example (Hunter)

"Top-performing Account Executive with a track record of 115% quota attainment. Expert in prospecting new logos using LinkedIn Sales Navigator and closing enterprise deals via Consultative Selling. Managed a $2M pipeline in Salesforce."

"Strategic Account Manager overseeing a $5M portfolio. Achieved 110% Net Revenue Retention (NRR) by driving upsells and reducing churn to less than 2%. Conducted Quarterly Business Reviews (QBRs) with C-level stakeholders to secure contract renewals."

🚧 Before vs. After: Fixing Weak Bullets

❌ Weak (Vague):

"Managed a list of clients and kept them happy."

✅ Strong (ATS Optimized):

"Managed a portfolio of 20 Enterprise Accounts generating $3M ARR. Maintained a 98% Client Retention Rate and identified $200k in upsell opportunities through strategic QBRs."

❌ Weak (Task-based):

"Used Salesforce to track my calls."

✅ Strong (Result-based):

"Leveraged Salesforce to manage a pipeline of 50+ opportunities, utilizing MEDDIC qualification to improve forecast accuracy by 20%."

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⚡ Power Verbs for Account Managers

Don't just use keywords; use action verbs that convey authority. (See our full list of 100+ Action Verbs for 2026).

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Related Articles

• Sales Resume Keywords - Broader sales skills
• Customer Success Resume Keywords - Non-quota adoption roles
• Business Development Resume Keywords - SDR/BDR focus
• Finance Resume Keywords - P&L and forecasting terms
• ATS Optimization Hub - comprehensive guide to passing ATS
• Transferable Skills Guide - Soft skills for career changers

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