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Small Business Account Executive II

Affirm· US Sales
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Hybrid (Remote US)$160k - $200kFull-timePosted 1w ago

About the role

Quota-carrying Account Executive responsible for the full sales cycle for complex, high-growth SMB and Mid-Market merchants (up to $300M in annual sales), from prospecting to contract and launch, across multiple channels and internal stakeholders.

Responsibilities

  • Own a defined territory and revenue plan. Develop account strategy, pipeline plan, and execution cadence to achieve signed GMV and revenue targets.
  • Generate and develop net-new pipeline through targeted outbound, partner channels, events, referrals, and internal resources to create qualified opportunities.
  • Lead executive discovery with founders, C-suite, and senior leaders to understand priorities, constraints, economics, and decision criteria.
  • Set the strategy for complex opportunities, including account plan, stakeholder engagement, competitive positioning, resource requirements, negotiation posture, and path to close.
  • Build quantified business cases translating merchant data into recommendations with metrics like conversion, AOV, CAC, repeat purchase, GMV, revenue, unit economics, and operational impact.
  • Design the merchant solution with Sales Engineering and Onboarding, including product configuration, integration path, rollout strategy, and customer experience.
  • Navigate complex buying processes by building champions, mapping stakeholders, and coordinating procurement, security, legal, and risk requirements.
  • Lead commercial negotiations, including deal strategy, pricing, terms, and partnership structure while safeguarding long-term financial interests.
  • Develop recommendations for non-standard partnerships requiring internal approvals.
  • Lead cross-functional deal teams across Partnerships, Risk, Legal, Implementation, and Merchant Pricing.
  • Own the path from signature to launch and ensure successful handoff and go-live.
  • Maintain forecast and operating discipline with accurate Salesforce updates and reliable weekly/quarterly forecasts.

Qualifications

  • - 4+ years quota-carrying, full-cycle closing experience in B2B SaaS, fintech, payments, e-commerce, or similar complex tech environment
  • - Track record of meeting/exceeding revenue targets and self-sourced pipeline in new-logo acquisitions
  • - Experience leading multi-stakeholder sales cycles with executive relationships
  • - Strong consultative discovery, negotiation, and closing skills with ability to establish decision processes
  • - Ability to analyze merchant and market data and present quantified business cases
  • - Experience coordinating legal, risk, pricing, operational, and implementation stakeholders
  • - Strong territory planning, pipeline management, CRM discipline, and forecasting
  • - Excellent written and verbal communication, including executive-level presentations
  • - High ownership, sound judgment, resilience in a fast-changing environment

Skills

Required:Territory planning and account strategySales cycle managementExecutive discoveryFinancial/quantified business case development

Benefits

  • Health coverage at no cost for employees and dependents
  • Monthly stipends for tech setup and health/wellness options
  • Flexible time off and generous holidays
  • Employee stock purchase plan (ESPP) with stock at a discount
Last updated Oct 21, 2026. Interested? Apply on the company site.

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