Accademia AOE di Claresia
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Percorso campione

Account Executive — B2B SaaS, Mid-Market

Sales · AE · B2B SaaS · Software · Mid-Market

Skill atlas for an AE moving from today (cc-053 baseline) to AGENT_OPERATOR (cc-053 L2). Curriculum derived from cc-051 archetype runtime spec + cc-053 ae transforms.

atlas_id · atlas.sales.ae.b2b_saas.software.mid_market ruolo cc-053 · ae archetipo cc-051 · ae provenance · 226b5a100a549e46…

Competenze · in ordine topologico

01 / 06 · ae.craft.account_research

Deep account research

crafttarget · ai adopted2h practice

Synthesise public + Hub-internal signals into an account thesis fit for a discovery call.

Why: cc-053 ae.l1 anchors collapse outbound + research to agent-led; the operator must still own the thesis quality.

Evidence requirement

artifact submission≥ 1 in 14d

Submit one account-research brief produced by the worker against a real or synthetic target.

template · ae.account_research_brief.v1

Practice tiers

Guided

Walk-through with the LLM. Worker watches the agent draft, edits at every step. Goal: build the mental model.

Applied

Worker briefs the agent, reviews + ships the artefact, runs success criteria. Worker is the editor.

Production

Worker orchestrates multi-agent runs end-to-end on real data. Hub-attested events accumulate evidence.

Rubric (sample · cc-052 hero-scene pattern)

Coverage74
Signal density62
Graduation match70

Threshold to clear at ai adopted: min score 0.7. cc-053 L1 anchor: agent-assisted execution, supervised

02 / 06 · ae.collab.agent_assisted_outbound

Agent-assisted outbound sequencing

collaborationtarget · ai adopted3h practice

Operate an outbound sequencer agent end-to-end: brief, review, escalate, ship. Worker is the editor, not the writer.

Why: cc-053 ae L1 agent_assist_share=0.62 — sequencing is the first to flip.

Prerequisites

ae.craft.account_research

Evidence requirement

hub event_pattern≥ 5 in 14d

Hub-attested: ≥ 5 outbound sequences edited+approved by the worker via an agent in 14 days.

Hub events: OutboundSequenceApproved

Practice tiers

Guided

Walk-through with the LLM. Worker watches the agent draft, edits at every step. Goal: build the mental model.

Applied

Worker briefs the agent, reviews + ships the artefact, runs success criteria. Worker is the editor.

Production

Worker orchestrates multi-agent runs end-to-end on real data. Hub-attested events accumulate evidence.

Rubric (sample · cc-052 hero-scene pattern)

Coverage74
Signal density62
Graduation match70

Threshold to clear at ai adopted: min score 0.7. cc-053 L1 anchor: agent-assisted execution, supervised

03 / 06 · ae.craft.discovery_question_design

Discovery question design

crafttarget · ai adopted1.5h practice

Generate a discovery-call question set that surfaces the buyer's pain, decision criteria, and political map in 30 minutes.

Why: Quality of discovery is the moat that survives agent automation.

Prerequisites

ae.craft.account_research

Evidence requirement

artifact submission≥ 1 in 14d

Submit a discovery-question matrix with rationale + branching paths.

template · ae.discovery_matrix.v1

Practice tiers

Guided

Walk-through with the LLM. Worker watches the agent draft, edits at every step. Goal: build the mental model.

Applied

Worker briefs the agent, reviews + ships the artefact, runs success criteria. Worker is the editor.

Production

Worker orchestrates multi-agent runs end-to-end on real data. Hub-attested events accumulate evidence.

Rubric (sample · cc-052 hero-scene pattern)

Coverage74
Signal density62
Graduation match70

Threshold to clear at ai adopted: min score 0.7. cc-053 L1 anchor: agent-assisted execution, supervised

04 / 06 · ae.gov.sales_governance

Sales governance + audit

governancetarget · agent operator2h practice

Maintain audit trails for agent-generated communications, review for hallucination, escalate compliance edge cases.

Why: L2 operators are the last human in the loop; governance is the accountable role.

Prerequisites

ae.collab.agent_assisted_outbound

Evidence requirement

kpi delta≥ 1 in 30dKPI: hallucination_escape_rate

Hallucination escape rate per agent-generated comm < 1% over 30 days.

Practice tiers

Guided

Walk-through with the LLM. Worker watches the agent draft, edits at every step. Goal: build the mental model.

Applied

Worker briefs the agent, reviews + ships the artefact, runs success criteria. Worker is the editor.

Production

Worker orchestrates multi-agent runs end-to-end on real data. Hub-attested events accumulate evidence.

Rubric (sample · cc-052 hero-scene pattern)

Coverage74
Signal density62
Graduation match85

Threshold to clear at agent operator: min score 0.85. cc-053 L2 anchor: orchestration mastery, autonomous

05 / 06 · ae.measure.pipeline_quality_diagnostic

Pipeline quality diagnostic

measurementtarget · ai adopted1.5h practice

Read pipeline-quality metrics and produce a written diagnostic with three corrective actions.

Why: Operators must read KPI deltas, not just inherit them.

Evidence requirement

artifact submission≥ 1 in 14d

Submit a pipeline-quality diagnostic with three written corrective actions.

template · ae.pipeline_diagnostic.v1

Practice tiers

Guided

Walk-through with the LLM. Worker watches the agent draft, edits at every step. Goal: build the mental model.

Applied

Worker briefs the agent, reviews + ships the artefact, runs success criteria. Worker is the editor.

Production

Worker orchestrates multi-agent runs end-to-end on real data. Hub-attested events accumulate evidence.

Rubric (sample · cc-052 hero-scene pattern)

Coverage74
Signal density62
Graduation match70

Threshold to clear at ai adopted: min score 0.7. cc-053 L1 anchor: agent-assisted execution, supervised

06 / 06 · ae.orch.full_pursuit_orchestration

Orchestrate a full pursuit

orchestrationtarget · agent operator8h practice

Run a full pursuit (account → discovery → demo → SoW) with research, drafting, and CRM-update agents fully delegated.

Why: cc-053 ae L2 anchor: agent_assist_share=0.92, productivity 2.85.

Prerequisites

ae.craft.discovery_question_designae.collab.agent_assisted_outboundae.measure.pipeline_quality_diagnostic

Evidence requirement

hub event_pattern≥ 3 in 60d

Hub-attested: ≥ 3 closed-won pursuits in 60 days where the worker emitted ≥ 8 agent-orchestration events per pursuit.

Hub events: PursuitOrchestrated, PursuitClosedWon

Practice tiers

Guided

Walk-through with the LLM. Worker watches the agent draft, edits at every step. Goal: build the mental model.

Applied

Worker briefs the agent, reviews + ships the artefact, runs success criteria. Worker is the editor.

Production

Worker orchestrates multi-agent runs end-to-end on real data. Hub-attested events accumulate evidence.

Rubric (sample · cc-052 hero-scene pattern)

Coverage74
Signal density62
Graduation match85

Threshold to clear at agent operator: min score 0.85. cc-053 L2 anchor: orchestration mastery, autonomous