Full-Cycle Account Executive

Overview

You work as a full-cycle AE for one of Talent In Acquisition's U.S. B2B clients. You handle the entire sales process: prospecting, outbound, demos, negotiation, and closing. No SDR support—you're responsible for filling your own pipeline while also working active deals. You're employed through the agency but report to the client's sales leadership.

Role Snapshot

Company Context

Stage: You're placed at various client companies—likely Series A/B B2B SaaS or growth-stage tech

Size: Client company size varies; Talent In Acquisition is 16 employees

Growth: This is a nearshore staffing model—you're cost-effective sales talent for U.S. companies

Market Position: Depends on the client, but if they're hiring full-cycle AEs through an agency, they're likely earlier-stage or don't have a full SDR team yet

GTM Reality

Pipeline Sources:

• 60-70% Outbound - you're prospecting, cold calling, emailing, LinkedIn messaging to generate your own pipeline
• 30-40% Inbound - if the client has marketing, you might get some inbound leads, but don't count on high volume or quality

SDR/AE Structure: You are the SDR and the AE. You do it all. No one's booking meetings for you.

SE Support: Unlikely at this comp level. You're probably running demos solo, maybe screen-sharing with a product person if it's highly technical.

Competitive Landscape

Depends on Client: You could be selling SaaS, services, or tech solutions into mid-market B2B

Your Challenge: You're competing against other vendors in the client's space, but also against internal inertia ("we'll handle this manually") and budget constraints

Common Objections: "Not in our budget this year," "We're already working with [competitor]," "Can you follow up next quarter?"

What You'll Actually Do

Time Breakdown

Prospecting (35%) | Active Deals (40%) | Admin/Internal (25%)

Key Activities

• Prospecting: 2-3 hours/day on outbound—cold calls, emails, LinkedIn. You're building your own pipeline because no one else is.
• Discovery Calls: When someone responds, you run a 30-45 min discovery to understand their pain, budget, timeline, decision process.
• Product Demos: You're demoing the product (solo or with product team). Could be 3-5 demos per week depending on pipeline health.
• Proposal/Pricing: Creating proposals, negotiating pricing, handling procurement questions, chasing contracts.
• Follow-Up: Lots of time spent following up with prospects who went dark, nudging stakeholders for next steps, keeping deals moving.
• CRM Hygiene: Logging everything in Salesforce/HubSpot, updating forecasts, keeping your pipeline current for weekly reviews.
• Internal Meetings: Weekly 1:1s with your manager at the client company, pipeline reviews, deal strategy sessions, product updates.

The Honest Reality

What's Hard

• Low Compensation: $48K OTE ($36K base + $12K variable) is well below market for full-cycle AE work. U.S.-based AEs doing the same job make $80-120K+ OTE.
• No SDR Support: You're doing two jobs—prospecting AND closing. That means less time to focus on closing deals because you're constantly filling the top of your funnel.
• Pipeline Pressure: If you don't prospect consistently, you run out of pipeline in 30-60 days. Miss a few weeks and you're scrambling.
• Client Dependency: If the client's product is hard to sell, their ICP is wrong, or their pricing isn't competitive—you're still on the hook for quota.
• Limited Career Path: You're a contractor through an agency. There's no clear promotion to Senior AE or team lead unless the client converts you to a direct hire (not guaranteed).
• Time Zones: You're LATAM-based working for U.S. companies, so expect some late afternoon/evening calls to catch prospects and internal meetings.
• Deal Slippage: Mid-market deals slip constantly. Budget freezes, stakeholder changes, competing priorities—your pipeline will shift quarters regularly.

What Success Looks Like

• Closing $25-40K in new ARR per month consistently
• Maintaining a healthy pipeline (3-4x your monthly quota)
• Getting positive feedback from the client's leadership on deal quality and velocity
• Potentially converting to a direct hire with the client company if things go well

Who You're Selling To

Primary Buyers (varies by client):

• Mid-market: Directors, VPs, occasionally C-suite
• SMB: Founders, heads of department
• Depends entirely on the client's ICP

What They Care About:

• ROI: Will this pay for itself? How quickly?
• Risk: What if it doesn't work? How hard is implementation?
• Alternatives: Why you vs competitors or doing nothing?
• Timing: Is this urgent or can it wait until next quarter/year?

Requirements

• 2-3+ years full-cycle AE experience (self-sourcing and closing)
• Fluent English (you're selling to U.S. buyers and working with U.S. teams)
• Based in Latin America (remote)
• Comfortable with outbound prospecting—you need to generate 50%+ of your own pipeline
• Experience with B2B SaaS or tech sales (consultative, multi-stakeholder deals)
• CRM proficiency (Salesforce, HubSpot)
• Self-motivated and disciplined (you're remote with less oversight than a traditional office AE)
• Willingness to work some U.S. hours for prospect calls and internal collaboration