客户经理 (成交者)
Account Executive (Closer)
Signa
职位：远程办公，支持东部时间
类型：全职
岗位职责
客户经理（成交者）负责从合格的发现阶段到成交以及首次价值交付的整个收入周期。该职位接收来自Setter团队的合格会面，并负责将其转化为合格的销售线索、多线程机会、强有力的商业案例、清晰的采购流程和签署的合同。此职位的成功通过收入达成来衡量。
工作内容
发现与资格审核
- 与Setter团队转交的合格潜在客户进行发现通话。
- 验证痛点、紧迫性、使用场景、决策权、预算现实性和组织匹配度。
- 决定是否将机会推进为销售线索（SQL）或提前淘汰。
- 维持高标准的资格审核纪律，确保销售管道真实且可预测。
利益相关者映射与多线程推进
- 为每个合格的机会建立并维护完整的利益相关者地图。
- 识别经济买家、法务负责人、运营负责人、采购利益相关者以及任何其他决策者或阻碍者。
- 在多个利益相关者之间推动共识，而不是依赖单一的支持者。
演示、提案与商业案例
- 提供定制化的演示，将Signa的能力与客户的业务风险和收入恢复机会联系起来。
- 制作有说服力的提案和商业叙述，以支持内部购买决策。
- 将虚假风险、数字滥用暴露和执行低效转化为具体的商业案例。
谈判、采购与成交
- 负责从提案到谈判、采购、采购订单和签署的整个流程。
- 在需要审批或商业例外时，与创始人、法务、财务和运营团队协调。
- 在采购过程中保持推动力，防止交易在后期阶段停滞。
- 在期望获得信用或付款前，确保文件、审批和商业条款正确完成。
预测、CRM纪律与运营严谨性
- 在CRM中维护清晰的销售机会数据、下一步行动、阶段变动、成交日期和交易备注。
- 参与每周销售管道和预测审查，具备严格的检查纪律。
- 提前标记停滞的交易并快速升级障碍。
- 尊重区域所有权、分配规则、跨地区协作规则和成交纪律。
跨职能执行
- 与Setter紧密合作，提升交接质量
查看英文原文
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 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 noteThis is a role for someone who combines commercial sharpness with operational discipline. The right AE for 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