At a glance
- Workplace
- Remote
- Location
- Remote US
- Visa sponsorship
- Visa sponsorship not offered
About the role
- Affirm is seeking an experienced, quota-carrying Account Executive to own the full sales cycle for complex, high-growth merchants across the upper SMB and Mid-Market segment.
- This portfolio includes merchants with up to $300M in total annual sales and requires a seller who can operate as the general manager of a territory.
Responsibilities
- Own a defined territory and revenue plan, operating as the general manager of a portfolio that includes complex, high-growth merchants with up to $300M in total annual sales.
- Generate and develop net-new pipeline through targeted outbound, partner channels, events, referrals, and internal resources.
- Lead executive discovery with founders, C-suite executives, and senior leaders across various departments.
- Set the strategy for complex opportunities, independently determining the account plan, stakeholder engagement strategy, and path to close.
- Build quantified business cases translating merchant data and objectives into clear recommendations.
- Design the merchant solution in partnership with Sales Engineering and Onboarding.
- Navigate complex buying processes, manage procurement, security, legal, and risk requirements, and establish a mutual action plan.
- Lead commercial negotiations, develop deal strategy, position differentiated value, and negotiate pricing, terms, and partnership structure.
- Lead cross-functional deal teams without direct authority across Partnerships, Risk, Legal, Implementation, and Merchant Pricing.
- Maintain forecast and operating discipline by keeping Salesforce current and providing reliable weekly and quarterly forecasts.
Requirements
- 4 or more years of quota-carrying, full-cycle closing experience in B2B SaaS, fintech, payments, e-commerce, or another complex technology environment.
- A demonstrated record of meeting or exceeding revenue targets and creating self-sourced pipeline in a new-logo acquisition role.
- 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.
- Ability to analyze merchant and market data, develop a quantified business case, 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 the ability to operate effectively in a fast-changing environment with multiple priorities.
Preferred qualifications
- Experience selling payment, lending, commerce, financial software, or other solutions that require technical integration and commercial structuring.
- Familiarity with e-commerce platforms, APIs, payment flows, implementation requirements, and merchant economics.
- Experience using a structured sales methodology such as MEDDPICC, Challenger, or Sandler.
- Prior experience in business development or another role requiring high-volume prospecting and disciplined pipeline creation.
- Bachelor's degree or equivalent practical experience.
Benefits
- 100% subsidized medical coverage, dental and vision for you and your dependents
- Monthly stipends for health, wellness, and tech spending
- Flexible time off and generous holiday calendars
- Employee stock purchase plan (ESPP) to buy Affirm stock at a discount
Workplace
- Remote-first with flexibility built in.
- Some positions may occasionally require in-person work at an Affirm office.
Skills
- Salesforce
- APIs
- MEDDPICC
- Challenger
- Sandler
