Thanks Marielle. In the situation you describe it's not uncommon for the AE to continue as the ongoing commercial owner of the customer. They are then compensated on new business as well as renewal and expansion. If there is a high volume of renewals and most of them are like for like, adding a renewals manager in to the mix can often work well too. That way the AE remains focused on new revenue, whether that's from a new logo or an existing one.

I don't think it's as straightforward as "at this ACV you should have AMs" - it's more to do with what your expansion motion is. Do you expand by selling more to the same buyer, do you expand by selling to new stakeholders in the business, do you expand by more consumption of the original purchase or do you expand by selling them add-ons or additional products? Those are the kinds of questions I would be asking of founders to determine if it makes sense to have the original seller stay on as the commercial owner or hand over to another role like an AM.

Hope that's useful and thanks for taking the time to share your thoughts.