Remote SMB Account Executive — High-Growth Territory Lead

Affirm; Nashville (TN); Remote; USD 160,000 - 200,000; Full time

Benefits offered by this job

Health coverage and benefits

Tech stipends and setup

Flexible time off

Job summary

Affirm is seeking an Account Executive to own the full sales cycle for upper SMB and Mid-Market merchants up to $300M in annual sales. You will develop the account strategy, build a quantified business case, and lead opportunities through contract and launch.

You’ll engage executives across Finance, E‑commerce, Product, Technology, and Operations, coordinate cross‑functional teams, and design tailored payment solutions that drive GMV and revenue while protecting Affirm’s long term interests.

Qualifications

• 4+ years of quota-carrying, full-cycle closing experience in B2B SaaS or fintech.
• Proven track record meeting revenue targets and creating self-sourced pipeline.
• Experience leading complex, multi-stakeholder sales cycles with executive stakeholders.

Responsibilities

• Own a defined territory and revenue plan; develop account strategy and pipeline to achieve GMV targets.
• Generate and develop net-new pipeline using outbound, partners, events and referrals.
• Lead executive discovery with founders and C-suite across multiple functions.
• Set strategy for complex opportunities with stakeholder engagement and negotiation posture.
• Build quantified business cases tied to GMV, revenue, and unit economics.
• Design merchant solutions with Sales Engineering and Onboarding.
• Navigate complex buying processes with champions and economic buyers.
• Lead negotiations on pricing, terms, and structure while protecting long-term value.
• Develop recommendations for non-standard partnerships requiring internal approval.
• Lead cross-functional deal teams across Partnerships, Risk, Legal, Implementation, Pricing.
• Own path from signature to launch and ensure smooth go-live.
• Maintain forecast and CRM discipline with reliable weekly/quarterly updates.
• Represent market insights to product and business teams for improvements.
• Raise team performance with executable account strategies and deal practices.

Skills

Quota carrying

Full-cycle selling

Executive engagement

Forecasting CRM

Negotiation

Cross-functional collaboration

Education

Bachelor's degree or equivalent

Tools

Salesforce

Job description

Affirm is seeking an Account Executive to own the full sales cycle for upper SMB and Mid-Market merchants up to $300M in annual sales. You will develop the account strategy, build a quantified business case, and lead opportunities through contract and launch.

You’ll engage executives across Finance, E‑commerce, Product, Technology, and Operations, coordinate cross‑functional teams, and design tailored payment solutions that drive GMV and revenue while protecting Affirm’s long term interests.