Signa
Location: Remote, ET-friendly
Type: Full-Time Role purpose
The Account Executive (Closer) owns the full revenue cycle from qualified Discovery to Closed Won and first value delivery. This role receives qualified meetings from the Setter team and is responsible for turning them into qualified pipeline, multi-threaded opportunities, strong business cases, clean procurement processes, and signed contracts. Success in this role is measured through revenue attainment.
What you’ll doDiscovery & qualification
Lead discovery calls with qualified prospects handed off by Setters.
Validate pain, urgency, use case, authority, budget reality, and organizational fit.
Decide whether an opportunity should move forward as SQL or be disqualified early.
Maintain a high standard of qualification discipline so the pipeline stays real and forecastable.
Stakeholder mapping & multithreading
Build and maintain a complete stakeholder map for every qualified opportunity.
Identify economic buyer, legal owner, operational owner, procurement stakeholders, and any additional decision-makers or blockers.
Drive consensus across multiple stakeholders instead of relying on a single champion.
Demo, proposal & business case
Deliver tailored demos that connect Signa’s capabilities to the customer’s business risks and revenue recovery opportunity.
Build persuasive proposals and commercial narratives that support internal buying decisions.
Translate counterfeit risk, digital abuse exposure, and enforcement inefficiencies into a concrete business case.
Negotiation, procurement & close
Own the process from proposal through negotiation, procurement, PO, and signature.
Coordinate with founders, legal, finance, and operations when approvals or commercial exceptions are needed.
Keep momentum through procurement and prevent deals from stalling late in cycle.
Ensure documents, approvals, and commercial terms are completed correctly before expecting credit or payout.
Forecasting, CRM discipline & operating rigor
Maintain clean opportunity data, next steps, stage movement, close dates, and deal notes in the CRM.
Participate in weekly pipeline and forecast reviews with strong inspection discipline.
Flag stalled opportunities early and escalate blockers quickly.
Respect territory ownership, split rules, cross-region collaboration rules, and booking discipline.
Cross-functional execution
Work closely with Setters to improve handoff quality and SQL conversion.
Collaborate with leadership on pricing, packaging, objection handling, and strategic accounts.
Support a smooth transition from Closed Won to first value delivery, protecting renewal quality and long-term account health.
What we’re looking for
Strong experience closing complex B2B deals with multiple stakeholders.
Comfort selling into legal, security, compliance, operations, procurement, or similarly structured buying environments.
Proven ability to run discovery, build urgency, manage demos, negotiate commercials, and close.
Excellent pipeline hygiene and forecasting discipline.
Ability to operate in a structured sales process without becoming rigid or transactional.
High ownership, strong judgment, and disciplined follow-through.
Preferred backgroundExperience in enterprise SaaS, LegalTech, brand protection, IP, risk/compliance, cybersecurity, or related categories.
Experience closing deals in the $50K–$120K ACV range or higher.
Experience selling in LATAM and/or to cross-border accounts.
Spanish and English proficiency.
Compensation framework
This role should sit on a compensation model where variable pay is tied primarily to quarterly revenue attainment, with accelerators for overperformance and an additional renewal-related incentive for opportunities where the AE maintains ownership through Year 1. The current framework also assumes quarterly payout cadence for the Closer role rather than monthly payout.
Culture noteThis is a role for someone who combines commercial sharpness with operational discipline. The right AE for is not just persuasive; they are methodical, accurate in qualification, serious about CRM hygiene, strong in procurement navigation, and reliable in cross-functional execution.
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