Remote SMB Account Executive — High-Growth Payments

Affirm; United States; Remote; USD 160,000 - 200,000; Full time

Job summary

Affirm is seeking an Account Executive to own the full sales cycle for complex, high-growth merchants across the upper SMB and Mid‑Market segment. You will engage executive decision-makers, build quantified business cases, and lead opportunities from discovery to launch.

You will manage a defined territory, develop an account strategy, and drive net-new pipeline using targeted outbound, partnerships, events, and referrals. Strong negotiation and cross-functional collaboration are essential.

Qualifications

• 4+ years of quota-carrying, full-cycle closing experience in B2B SaaS, fintech, payments or related tech fields.
• Proven ability to generate self-sourced pipeline and meet or exceed revenue targets.
• Experience coordinating cross-functional stakeholders to resolve barriers and close business.

Responsibilities

• Own a defined territory and revenue plan, developing account strategy and pipeline cadence.
• Generate and develop net-new pipeline through targeted outbound and partnerships.
• Lead executive discovery with founders and C-suite to uncover priorities and constraints.
• Set strategy for complex opportunities and determine engagement, pricing, and terms.
• Build quantified business cases with GMV, revenue, and unit economics impact.
• Design merchant solutions with product and onboarding teams for integrations.
• Navigate procurement, risk, legal, and procurement processes to signature.
• Lead negotiations and closing, balancing value with Affirm's long-term interests.
• Coordinate cross-functional deal teams to ensure timely launches.
• Maintain accurate forecasting and weekly/quarterly updates.

Skills

Quota carrying

B2B SaaS sales

Executive engagement

Territory planning

Forecasting & CRM

Negotiation & closing

Education

Bachelor's degree or equivalent

Tools

Salesforce

Job description

Affirm is seeking an Account Executive to own the full sales cycle for complex, high-growth merchants across the upper SMB and Mid‑Market segment. You will engage executive decision-makers, build quantified business cases, and lead opportunities from discovery to launch.

You will manage a defined territory, develop an account strategy, and drive net-new pipeline using targeted outbound, partnerships, events, and referrals. Strong negotiation and cross-functional collaboration are essential.