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Salary: USD 142,000 - 200,000 / annual
Affirm is seeking an experienced Account Executive to own the full sales cycle for complex, high-growth merchants in the upper SMB and mid-market segment. You will operate as the general manager of a defined territory, managing a portfolio of merchants with up to $300M in annual sales, and be accountable for new merchant acquisition and long-term partnership quality.
Key responsibilities include:
• Own a defined territory and revenue plan, developing account strategy, prioritization models, and pipeline plans to achieve signed GMV and revenue targets.
• Generate net-new pipeline through research, targeted outbound, partner channels, events, and referrals to create qualified opportunities.
• Lead executive discovery with founders, C-suite executives, and senior leaders across Finance, E-commerce, Product, Technology, Operations, and Marketing to understand strategic priorities and decision criteria.
• Set strategy for complex opportunities, independently determining account plans, stakeholder engagement, competitive positioning, and negotiation posture.
• Build quantified business cases translating merchant data into clear recommendations supported by expected conversion, AOV, CAC, repeat purchase, GMV, revenue, unit economics, and operational impact.
• Design merchant solutions in partnership with Sales Engineering and Onboarding, defining product configuration, integration paths, rollout strategy, and customer experience.
• Navigate complex buying processes by building champions, mapping stakeholders, aligning economic buyers and technical evaluators, and managing procurement, security, legal, and risk requirements.
• Lead commercial negotiations, developing deal strategy, positioning differentiated value, handling objections, and negotiating pricing, terms, and partnership structure.
• Develop recommendations for non-standard partnerships using sound commercial judgment to structure custom pricing, contractual terms, and product requirements.
• Lead cross-functional deal teams without direct authority, establishing clear owners, operating cadence, decision points, and escalation paths.
• Own the path from signature to launch, remaining accountable for successful handoff and project-managing critical launch dependencies.
• Maintain forecast and operating discipline, keeping Salesforce current, accurately assessing deal stage and risk, and providing reliable forecasts.
• Represent the market internally, bringing structured merchant, industry, and competitive insights to product and business partners.
• Raise team performance by sharing effective account strategies, executive messaging, and deal practices.
Requirements:
• 4+ years of quota-carrying, full-cycle closing experience in B2B SaaS, fintech, payments, e-commerce, or complex technology environments.
• Demonstrated record of meeting or exceeding revenue targets and creating self-sourced pipeline in new-logo acquisition roles.
• Experience leading complex, multi-stakeholder sales cycles and building relationships with executive and functional decision-makers.
• Strong consultative discovery, objection handling, negotiation, and closing skills with ability to establish clear decision processes and mutual action plans.
• Ability to analyze merchant and market data, develop quantified business cases, and communicate financial and strategic value with credibility.
• Experience coordinating legal, risk, technical, pricing, operational, and implementation stakeholders to resolve barriers and close business.
• Strong territory planning, pipeline management, CRM discipline, and forecasting capabilities.
• Excellent written and verbal communication, including executive presentations and concise internal updates.
• High ownership, sound judgment, resilience, and ability to operate effectively in fast-changing environments with multiple priorities.
Nice to have: Experience selling payment, lending, commerce, or financial software requiring technical integration and commercial structuring; familiarity with e-commerce platforms, APIs, payment flows, and merchant economics; experience with structured sales methodologies (MEDDPICC, Challenger, Sandler); prior business development or high-volume prospecting experience; Bachelor's degree or equivalent.
