Moving from SMB to enterprise is the career change most Account Executives want and few make. Here is how many TrackRec sellers made it and how long it took.
The numbers
| TrackRec Account Executives in a mostly SMB role | United States | Canada |
|---|---|---|
| Held a role that was 50% or more SMB | 230sellers | 126sellers |
| Later held a role that was 50% or more enterprise | 16.5%38 of 230 | 14.3%18 of 126 |
| Months between the two role starts | 31 monthsmedian, middle half 20 to 48 | Too few yet18 movers, under 25 |
Data read on November 2, 2026. The Canada timing will be published once 25 sellers have made the move.
How to read them
- About 1 in 6 makes the move. In the US, 38 of 230 SMB Account Executives later held a mostly enterprise role.
- About two and a half years is the middle. Half of the movers took 31 months or less between the two role starts, and the middle half took between 20 and 48 months.
- The move is a new role. The count is a later Account Executive role that is mostly enterprise, at the same company or another.
- The share is a floor. Anyone still in an SMB role today counts as not yet moved.
What the move pays
In New York an SMB Account Executive with 3 years and $12K average deals prices at $200K OTE, and an enterprise Account Executive with 8 years and $150K deals prices at $348K. In Toronto it is $186K and $324K, in Canadian dollars. Years and deal size move the number as much as the segment does. The full tables are in the sales salary guide.
Method and caveat
Segment mix comes from sellers' own answers to TrackRec's profile questions, given for about 30% of account executive roles (1,745 of 5,857 in the US and Canada), so it describes the sellers who answered, not every account executive.
The group is TrackRec sellers who answered the segment question. Read it as a picture of those sellers and not of every Account Executive.
Happy hunting.
