Account Executive (Closer)
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
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Lead discovery calls with qualified prospects handed off by Setters.
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Validate pain, urgency, use case, authority, budget reality, and organizational fit.
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Decide whether an opportunity should move forward as SQL or be disqualified early.
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Maintain a high standard of qualification discipline so the pipeline stays real and forecastable.
Stakeholder mapping & multithreading
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Build and maintain a complete stakeholder map for every qualified opportunity.
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Identify economic buyer, legal owner, operational owner, procurement stakeholders, and any additional decision-makers or blockers.
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Drive consensus across multiple stakeholders instead of relying on a single champion.
Demo, proposal & business case
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Deliver tailored demos that connect Signa ’s capabilities to the customer’s business risks and revenue recovery opportunity.
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Build persuasive proposals and commercial narratives that support internal buying decisions.
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Translate counterfeit risk, digital abuse exposure, and enforcement inefficiencies into a concrete business case.
Negotiation, procurement & close
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Own the process from proposal through negotiation, procurement, PO, and signature.
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Coordinate with founders, legal, finance, and operations when approvals or commercial exceptions are needed.
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Keep momentum through procurement and prevent deals from stalling late in cycle.
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Ensure documents, approvals, and commercial terms are completed correctly before expecting credit or payout.
Forecasting, CRM discipline & operating rigor
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Maintain clean opportunity data, next steps, stage movement, close dates, and deal notes in the CRM.
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Participate in weekly pipeline and forecast reviews with strong inspection discipline.
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Flag stalled opportunities early and escalate blockers quickly.
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Respect territory ownership, split rules, cross-region collaboration rules, and booking discipline.
Cross-functional execution
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Work closely with Setters to improve handoff quality and SQL conversion.
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Collaborate with leadership on pricing, packaging, objection handling, and strategic accounts.
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Support a smooth transition from Closed Won to first value delivery, protecting renewal quality and long-term account health.
What we’re looking for
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Strong experience closing complex B2B deals with multiple stakeholders.
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Comfort selling into legal, security, compliance, operations, procurement, or similarly structured buying environments.
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Proven ability to run discovery, build urgency, manage demos, negotiate commercials, and close.
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Excellent pipeline hygiene and forecasting discipline.
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Ability to operate in a structured sales process without becoming rigid or transactional.
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High ownership, strong judgment, and disciplined follow-through.
Preferred background
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Experience in enterprise SaaS , LegalTech , brand protection , IP , risk/compliance , cybersecurity , or related categories.
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Experience closing deals in the $50K–$120K ACV range or higher.
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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