Remote SMB Account Executive

Affirm; San Jose (CA); Remote; USD 142,000 - 200,000; Full time

Benefits offered by this job

100% covered medical for you and your/

ESPP equity program

Job summary

Affirm is seeking an experienced Account Executive to own the full sales cycle for complex, high-growth merchants across upper SMB and Mid-Market segments. You will build business cases, engage executive stakeholders, and structure compelling commercial solutions, guiding opportunities from discovery to launch.

This role requires strategic prospecting, financial acumen, and the ability to navigate multi-entity implementations while maintaining rigorous forecast discipline.

Qualifications

• 4+ years of quota-carrying, full-cycle closing experience in B2B SaaS, fintech, payments, or related tech fields.
• Proven track record of meeting or exceeding revenue targets and self-sourced pipeline in new-logo roles.
• Experience leading multi-stakeholder sales cycles with executive-level engagement.

Responsibilities

• Own defined territory and revenue plan; act as general manager of a portfolio.
• Generate and develop net-new pipeline using outbound, channels, events, and referrals.
• Lead executive discovery with founders and C-suite to understand priorities and decision criteria.
• Set strategy for complex opportunities with account plans and negotiation posture.
• Build quantified business cases: GMV, revenue, unit economics, and operational impact.
• Design merchant solutions with cross-functional teams for integrations and configurations.
• Navigate complex buying processes with stakeholders and procurement requirements.
• Lead commercial negotiations, pricing, terms, and partnership structure.
• Coordinate cross-functional deal teams to drive opportunities to closure.
• Own signature-to-launch handoff and ensure smooth go-live for new merchants.
• Maintain forecast and CRM discipline with reliable weekly/quarterly forecasts.

Skills

Quota-carrying sales

B2B SaaS

Executive engagement

Pipeline development

Deal negotiation

Education

Bachelor's degree or equivalent practical experience

Tools

Salesforce

Job description

Affirm is seeking an experienced Account Executive to own the full sales cycle for complex, high-growth merchants across upper SMB and Mid-Market segments. You will build business cases, engage executive stakeholders, and structure compelling commercial solutions, guiding opportunities from discovery to launch.

This role requires strategic prospecting, financial acumen, and the ability to navigate multi-entity implementations while maintaining rigorous forecast discipline.