Handoff to AE

Process for transitioning qualified leads from BDR to Account Executive.

When to Handoff

Handoff to AE when:

Meeting is booked
Lead is SQL-qualified (BANT score ≥ 6)
Demo or discovery call is confirmed

Handoff Process

Step 1: Update HubSpot Contact

Field	Action
Lifecycle Stage	Set to `SQL`
Lead Status	Set to `Meeting Booked`
Contact Owner	Keep as BDR (until AE confirms)
Last Activity	Should show meeting invite

Step 2: Create Deal

Create a new deal in HubSpot:

Field	Value
Deal Name	`[Company Name] - [Use Case]`
Pipeline	Sales Pipeline
Stage	`Discovery`
Amount	Leave blank or estimate
Close Date	90 days from now
Deal Owner	Assigned AE
Associated Contact	Link the contact
Associated Company	Link the company

Step 3: Write Handoff Notes

Add a note to the deal with this template:

## Handoff Summary

**Company:** [Company Name]
**Contact:** [Name], [Title]
**Meeting:** [Date/Time]

### ICP Fit
- Company size: [X employees]
- Geography: [Countries]
- Industry: [Industry]
- Multi-country: [Yes/No]

### BANT Summary
- **Budget:** [Approved/Exploring/Unknown]
- **Authority:** [Decision maker/Influencer/Other]
- **Need:** [Pain point in 1-2 sentences]
- **Timeline:** [When looking to implement]

### Conversation Notes
[Key points from qualifying conversation]

### Objections/Concerns
[Any concerns raised]

### Recommended Demo Focus
[What to highlight based on their needs]

Step 4: Slack Notification

Post in #ae-handoffs (or relevant channel):

🎯 New Meeting Booked

**Company:** [Company Name]
**Contact:** [Name], [Title]
**AE:** @[AE Name]
**Meeting:** [Date/Time]

Quick summary: [1 sentence on why they're interested]

Full notes in HubSpot: [Link to deal]

Step 5: AE Briefing

Schedule 5-10 min sync with AE before the meeting: Cover:

Who the contact is
What their pain points are
What they’re currently using
Any concerns or objections
Recommended approach

Step 6: Meeting Handoff

Option A: Warm Intro (Recommended)

BDR joins first 5 minutes of demo:

BDR makes introduction
Recaps why meeting was booked
Introduces AE
BDR drops off
AE runs meeting

Option B: Email Intro

If BDR can’t attend:

Hi [Contact Name],

Looking forward to our call on [Date/Time]. 
I've looped in [AE Name] who will be running the demo - 
[he/she]'s helped companies similar to [Company] and 
will be able to show you exactly how this would work.

[AE Name], meet [Contact Name] - [brief context].

Talk soon!

[BDR Name]

Post-Handoff

BDR Responsibilities

Task	When
Confirm AE received handoff	Same day
Check meeting happened	Day after
Update if contact reaches out	Ongoing

AE Responsibilities

Task	When
Acknowledge handoff	Same day
Send calendar invite to contact	Same day
Update deal stage after meeting	Same day
Provide feedback to BDR	Within 48 hrs

Handoff Quality Metrics

Metric	Target	Notes
Handoff completion time	<1 hour	After booking
AE acknowledgment	<4 hours	Same business day
Show rate	>80%	Leads that show up
AE satisfaction	>4/5	Quarterly survey

Common Issues

Issue	Solution
AE doesn’t see handoff	Re-ping in Slack, direct message
Contact reschedules	BDR handles rescheduling
Contact ghosts	BDR follows up 3x
Meeting no-show	BDR follows up to reschedule
AE says lead unqualified	Review qualification criteria together

Handoff Checklist

Before considering handoff complete:

Playbooks

Handoff to ae

Handoff to AE

When to Handoff

Handoff Process

Step 1: Update HubSpot Contact

Step 2: Create Deal

Step 3: Write Handoff Notes

Step 4: Slack Notification

Step 5: AE Briefing

Step 6: Meeting Handoff

Option A: Warm Intro (Recommended)

Option B: Email Intro

Post-Handoff

BDR Responsibilities

AE Responsibilities

Handoff Quality Metrics

Common Issues

Handoff Checklist

​Handoff to AE

​When to Handoff

​Handoff Process

​Step 1: Update HubSpot Contact

​Step 2: Create Deal

​Step 3: Write Handoff Notes

​Step 4: Slack Notification

​Step 5: AE Briefing

​Step 6: Meeting Handoff

​Option A: Warm Intro (Recommended)

​Option B: Email Intro

​Post-Handoff

​BDR Responsibilities

​AE Responsibilities

​Handoff Quality Metrics

​Common Issues

​Handoff Checklist

Handoff to AE

When to Handoff

Handoff Process

Step 1: Update HubSpot Contact

Step 2: Create Deal

Step 3: Write Handoff Notes

Step 4: Slack Notification

Step 5: AE Briefing

Step 6: Meeting Handoff

Option A: Warm Intro (Recommended)

Option B: Email Intro

Post-Handoff

BDR Responsibilities

AE Responsibilities

Handoff Quality Metrics

Common Issues

Handoff Checklist