An Account Executive owns the full sales cycle from qualified lead to closed deal. They run discovery, demo, negotiate, and close - and are directly responsible for revenue.
A great Account Executive does not just complete tasks. They own a function that directly frees you to grow. Here is what that looks like in a scaling business:
01Run discovery calls to understand prospect needs and qualify fit
02Deliver compelling product or service demos
03Build and manage a pipeline of qualified opportunities
04Negotiate terms and close deals
05Hand off closed accounts to customer success or onboarding
How this hire moves your business forward: An AE is your revenue engine. Every deal they close is growth. The right AE in LatAm lets you build a high-performing sales function without the fully loaded cost of a US-based rep.
Why LatAm
Why LatAm Produces Great Account Executives.
LatAm account executives often have experience closing deals with US buyers, with strong communication skills and familiarity with modern sales methodologies.
The timezone overlap with the US is strong. LatAm professionals work within 1 to 3 hours of US Eastern time, so there is no async lag, no late-night handoffs, and no communication gap.
Skills & tools
Know What a Great Account Executive Actually Brings to the Table.
Beyond the resume, here are the skills, tools, and traits that separate strong performers from strong interviewers.
Hard Skills
Discovery and qualification
Demo and presentation
Negotiation
Pipeline management
CRM hygiene
Common Tools
Salesforce
HubSpot
Gong
Zoom
DocuSign
Soft Skills & Traits
Confident communicator
Competitive
Resilient
Organized
Consultative
Compensation
What You Can Expect to Pay.
Based on Sur market data and regional benchmarks. Figures reflect total cash compensation.
Seniority
US Annual
LatAm Annual
You Save
Entry
$70,000
$35,000
$35,000 / yr
Mid level
$108,000
$55,000
$53,000 / yr
Senior
$144,000
$80,000
$64,000 / yr
Spot the right hire
What to Look For, and What to Watch Out For.
Green Flags
Has a clear, structured sales process they can articulate
Can handle objections naturally without getting flustered
Has closed deals at similar ACV to yours
Updates CRM consistently without being reminded
Red Flags
Closing urgency without consultative depth
Relies entirely on a script
Poor pipeline hygiene - cannot accurately forecast their book
Our process
Our Process for This Role.
We do not post and wait. Every Account Executive search we run is built from scratch around your business, your stage, your team, and your goals. And at every step, we are thinking about how this hire helps you grow.
1
Onboarding Call
We start by understanding what you actually need.
2
Role Scoping and Assessment Design
We build a precise role profile and design the custom skills assessment before we search for anyone.
3
Sourcing
We source actively across LatAm and the Caribbean and through our network.
4
Prescreening and Phone Screen
Every candidate is internally screened then put through an English phone screen.
5
Your Shortlist
3 to 5 candidates delivered early in the process with background, audio clip, and our team's recommendation.
6
Skills Assessment
Shortlisted candidates take a custom assessment built to replicate the actual work of the role.
7
Hire and Guarantee
We support the offer, help structure compensation for retention, and back every placement with a 90-day guarantee.
Common Questions About Hiring a Account Executive.
2-3 weeks typically. Most placements are made within 21 days of the onboarding call.
Most LatAm professionals work within 1 to 3 hours of US Eastern time.
All Sur placements speak fluent English. We screen for language ability on every search. Moderate English acceptable depending on exposure.
A LatAm AE brings the same deal-closing ability as a US rep when they have sold into the US market before. Sur specifically screens for US-market sales experience to ensure your AE can build rapport with American buyers.
If your hire does not work out within the first 90 days for any reason, we replace them at no additional cost.
Yes, when they have the right background. Sur screens for US-market experience and strong executive communication skills for enterprise-level AE roles.
The same as a US AE - tied to closed revenue. Sur can advise on quota setting based on your ACV, sales cycle length, and ramp timeline.
Ready to Hire a Account Executive Who Actually Moves the Needle?
Let us design the role together and find you the right person from LatAm.