Account Executive

[Signa](https://himalayas.app/companies/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](https://himalayas.app/companies/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 background** * Experience 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 note**This is a role for someone who combines **commercial sharpness** with **operational discipline**. The right AE for [Signa](https://himalayas.app/companies/signa) is not just persuasive; they are methodical, accurate in qualification, serious about CRM hygiene, strong in procurement navigation, and reliable in cross-functional execution. Originally posted on [Himalayas](https://himalayas.app)