Account Executive

Paystand; Santa Cruz (CA); On-site; USD 160,000 - 190,000; Full time

Benefits offered by this job

Stock options

Free snacks and paid lunches

401(k) plan

Job summary

Paystand is seeking a high-performing Account Executive who thrives in complex B2B SaaS sales to own the full sales cycle—from prospecting to closing deals ranging from $15K to $500K+ ARR. You will work with finance leaders to modernize payments infrastructure and drive measurable business impact.

The ideal candidate has 3–5 years in B2B SaaS sales, fintech/payments knowledge, and a data-driven, consultative approach.

Qualifications

• 3–5 years of experience in B2B SaaS sales, ideally within fintech/payments.
• Experience selling into ERP ecosystems or similar cloud platforms.
• Strong understanding of payments technology, merchant services, or financial infrastructure.
• Consultative, strategic sales approach focused on measurable business outcomes.
• Excellent communication skills with finance/operations leaders.
• Self-driven, competitive, startup-experience a plus.
• Willing to travel; onsite in hubs: Santa Cruz, Austin, SF, Minneapolis.

Responsibilities

• Build and own a high-quality pipeline through outbound prospecting, targeted account research, and relationship-driven outreach using AI tools.
• Lead consultative discovery conversations with finance and operations leaders to uncover business pain points.
• Deliver tailored presentations, demos, and proposals that articulate ROI and operational impact.
• Collaborate with SDRs, Product, and Customer Success to drive deals from first touch to implementation.
• Navigate complex negotiations and structure agreements with long-term value.
• Maintain disciplined pipeline management and accurate forecasting in CRM with AI-driven insights.
• Stay ahead of fintech and payments trends to differentiate Paystand.

Skills

B2B SaaS sales

Fintech/payments knowledge

Consultative selling

CRM proficiency

Travel willing

On-site work in hubs

Education

Bachelor’s degree in Business Administration/Marketing/Finance or related field

Tools

Salesforce

HubSpot

Job description

Paystand is the world's leading blockchain-enabled B2B payments network, transforming commercial finance into a software-driven, zero-fee, and open ecosystem. Recognized as a CNBC/Statista 2026 World's Top Fintech company, Paystand delivers over a decade of on-chain payments experience to middle- and large enterprises. Paystand's network services more than one million payors that have moved $20+ billion in volume. With its acquisitions of Yaydoo, Teampay and Bitwage, Paystand's full-stack platform includes agentic AI, its USDb stablecoin, and AR/AP solutions on one tightly integrated network. Its non-profit arm, Paystand.org, advances the mission to democratize finance through Bitcoin and blockchain technology.

What We Do

We built the financial system we always thought should exist: zero fees, zero friction, just your money, faster. Blockchain automates receivables and payables, cuts time-to-cash, and turns every transaction into revenue instead of cost.

Why We Do It

The current system takes a cut from the people who build, create, and grow — and calls it the cost of doing business. We don't buy that. Every fee we eliminate compounds into growth. We're here to decentralize finance and hand the power back to the businesses driving the real economy — extended further through Paystand.org's work to democratize finance through Bitcoin and blockchain.

How We Do It

We don't wait for permission or for the industry to catch up — we build the future of finance ourselves, on-chain, in the open. Small moves now, monumental results later.

Join Us

We're not looking for people who want a job in fintech. We're looking for people who want to build what comes after it. Paystand is where you help lead a financial revolution instead of just reading about one. We stand on change. Come stand with us.

Role at a Glance

We're looking for a high-performing Account Executive who thrives in complex B2B sales environments and knows how to win in fintech. In this role, you'll own the full sales cycle — from building and qualifying pipeline through outbound prospecting to closing strategic deals ranging from $15K to $500K+ in ARR.

You'll work with finance leaders and operators to modernize their payments infrastructure and drive measurable business impact. The ideal candidate has a strong track record in B2B SaaS sales, experience selling payments or financial technology solutions, and a disciplined, data-driven approach to managing pipeline and forecasting.

But here's what separates a great AE at Paystand from a great AE anywhere else: we're an AI-first company. We're not looking for someone who manages their pipeline — we're looking for someone who engineers their pipeline. The best candidates will bring a builder's instinct to every part of the sales process, using AI to find leverage where others see manual work.

• Build and own a high-quality pipeline through strategic outbound prospecting, targeted account research, and relationship-driven outreach — leveraging AI tools to identify signals, prioritize accounts, and scale activity intelligently.
• Lead consultative discovery conversations with finance and operations leaders to uncover business pain points and position payments as a growth lever.
• Deliver tailored presentations, demos, and proposals that clearly articulate ROI and operational impact — using AI to personalize and sharpen messaging at scale.
• Partner cross-functionally with SDRs, Product, and Customer Success to drive deals from first touch through implementation, ensuring alignment and velocity throughout the sales cycle.
• Navigate complex negotiations with confidence, structuring agreements that create long-term value for both the customer and the company.
• Maintain disciplined pipeline management and accurate forecasting in CRM — using data and AI-assisted insights to drive prioritization, identify risk, and improve close rates.
• Stay ahead of fintech and payments trends to confidently differentiate our solution in a competitive market.
• Consistently meet and exceed revenue targets while contributing to a culture of accountability, innovation, and high performance.

Requirements & Qualifications

• 3–5 years of experience in B2B sales, ideally within SaaS, fintech, or payments — with a consistent track record of hitting or exceeding quota.
• Experience selling into or alongside ERP ecosystems or similar cloud-based platforms is required.
• Strong understanding of payments technology, merchant services, or financial infrastructure.
• A consultative, strategic sales approach — you know how to guide conversations beyond features and toward measurable business outcomes.
• Clear, confident communicator who can translate complex solutions into compelling value for finance and operations leaders.
• Highly self-driven and competitive, with the ability to thrive in fast-paced, high-growth environments (startup experience is a plus).
• Comfortable working on-site in one of our hubs: Santa Cruz, Austin, San Francisco, or Minneapolis.
• Proficient in CRM tools (Salesforce, HubSpot, or similar) and disciplined about pipeline management and forecasting.
• Willing and able to travel as needed for customer meetings and industry events.
• Bachelor's degree in Business Administration, Marketing, Finance, or a related field preferred, but not required.

AI & Leverage — What Sets You Apart

We're an AI-first company, and we expect our AEs to bring that mindset to how they sell. We're not evaluating whether you can do this job — we're evaluating whether you can help reinvent how this job gets done. Standout candidates will be able to speak to:

• How they use AI to research target accounts, surface buying signals, and prioritize outreach — at scale, not one by one.
• Workflows or systems they've built (or would build) to automate repetitive parts of the sales process, freeing time for high-value conversations.
• How they use AI to personalize proposals, demos, or follow-up communications without sacrificing quality.
• Their approach to using data and AI-assisted insights to improve forecasting accuracy and pipeline health.
• Specific tools they've experimented with — whether Clay, ChatGPT, Gong, or others — and what they learned.

Five years ago, a great AE outworked the competition. Today, a great AE builds systems that outwork the competition. We're looking for the latter.

Bonus Areas of Expertise

• Hands-on experience with AI-powered sales tools such as Clay, Apollo, Gong, Chorus, or custom LLM workflows.
• Experience building or contributing to sales playbooks, sequences, or automation that scaled team output.
• Familiarity with accounts receivable automation, B2B payment rails, or cash flow management solutions.
• Prior experience in a high-growth startup where processes were built, not inherited.
• Compensation ranging from $160,000 to $190,000 OTE, depending on experience.
• Enjoy generous PTO and sick leave, because we believe in balance.
• 401(k) retirement plan with employer matching.
• We've got your health covered with comprehensive health dental and vision insurance plans.
• Fuel your days with free snacks and paid lunches in the office.
• Unlock stock options and own a piece of our success!
• Work with the best tools and equipment, setting you up to thrive.
• And the best part? Endless growth opportunities await you as we rapidly expand!

We understand that no candidate is perfectly qualified for any job. Experience manifests in diverse ways, skills are transferable, and passion is a powerful driver. Your journey and skills are unique, and we value the richness that diverse perspectives bring to our team.

More than a resume, we prioritize a genuine commitment, impactful contributions, and the ability to thrive in our dynamic, collaborative environment. We are enthusiastic about providing you with opportunities to learn and grow within this role.

We celebrate the belief that diversity in backgrounds and thoughts fuels better problem-solving and foster more creative thinking. Our commitment to adding new perspectives to the team reflects our dedication to innovation and inclusivity.

Most of our roles are onsite. Positions that are eligible for remote or hybrid work arrangements will be clearly indicated in the job posting.

For roles based in Mexico, only resumes submitted in English will be considered.