Early-Stage Startups
Designed for founders with an idea, prototype or early customers. It is especially useful for learners who need a structured, practical route into account management rather than a purely theoretical overview.
ESH-04384 · Sales
Account Management Foundation for Early-Stage Startups — Sales
A 6-hour beginner course for founders with an idea, prototype or early customers who want to build reliable fundamentals in account management. The course combines the sales context with practical frameworks, realistic cases, guided exercises and a final applied output. Participants finish with a structured approach they can adapt to a real venture, team or project.
Blended online6 hoursBeginnerEarly-Stage StartupsExplore pathway
What you need
A current startup or validated venture concept is recommended.
European Startup Hub Certificate of Completion — Account Management Foundation
Knowledge checks, short exercises and a final practical reflection.
Learning outcomes
What you will be able to do.
Outcome 1
Explain the core principles of account management in the context of sales.
Outcome 2
Diagnose a realistic account management challenge using structured startup tools.
Outcome 3
Build a practical account management output appropriate for early-stage startups.
Outcome 4
Evaluate evidence, assumptions and trade-offs before making account management decisions.
Outcome 5
Apply account management methods to a venture, project or organisational scenario.
Outcome 6
Create a next-step action plan that can be used after the course.
Full syllabus
8 course modules.
Each module combines explanation, examples and an applied activity.
Module 1
Foundations of Account Management
Practical study of foundations of account management with examples, prompts and an applied activity.
Module 2
The Sales context
Practical study of the sales context with examples, prompts and an applied activity.
Module 3
Customers, users and stakeholder needs
Practical study of customers, users and stakeholder needs with examples, prompts and an applied activity.
Module 4
Tools and frameworks for Account Management
Practical study of tools and frameworks for account management with examples, prompts and an applied activity.
Module 5
Evidence, data and assumptions
Practical study of evidence, data and assumptions with examples, prompts and an applied activity.
Module 6
Designing the approach
Practical study of designing the approach with examples, prompts and an applied activity.
Module 7
Execution and operating decisions
Practical study of execution and operating decisions with examples, prompts and an applied activity.
Module 8
Measurement and key indicators
Practical study of measurement and key indicators with examples, prompts and an applied activity.
Assessment
Knowledge checks, short exercises and a final practical reflection.
Included materials
Digital course notes · Practical worksheets · Case exercises · Action-plan template · Completion record in ESH ID
Learning support
Platform learning support; live facilitator interaction is included where the delivery format states Live online or Blended online.
Course information & disclaimer
Educational programme. Completion does not constitute professional, legal, financial or investment advice and does not guarantee funding, employment or business outcomes. Catalogue version 2026.1 · Last reviewed 2026-08-24.
Ready to begin?
Account Management Foundation for Early-Stage Startups — Sales · 6 hours · Blended online
Enrol for €105