Remote SMB Account Executive — Territory GM & Growth

Affirm; Austin (TX); Remote; USD 160,000 - 200,000; Full time

Benefits offered by this job

Health coverage for you and dependents

Tech stipends

Flexible time off

Employee stock purchase plan

Job summary

Affirm is looking for an experienced, quota-carrying Account Executive to own the full sales cycle for complex, high-growth merchants across upper SMB and Mid-Market segments. You’ll engage executive decision-makers, build quantified business cases, and lead opportunities through contract and launch.

You will collaborate across Sales, Pricing, Product, Partnerships, Risk, Legal, Operations, Implementation, and Merchant Success to deliver value and drive growth for affirm’s payments solutions.

Qualifications

• 4+ years of quota-carrying, full-cycle closing experience in B2B SaaS, fintech, payments, e-commerce or similar.
• Proven track record of meeting or exceeding revenue targets and generating self-sourced pipeline for new logos.
• Experience leading complex, multi-stakeholder sales cycles with executive and functional decision-makers.
• Strong consultative discovery, negotiation, and closing skills with a clear mutual action plan.
• Ability to analyze merchant data, build quantified business cases, and articulate value clearly.
• Experience coordinating legal, risk, technical, pricing, and implementation stakeholders to close deals.
• Strong territory planning, pipeline management, CRM discipline, and forecasting.
• Excellent written and verbal communication, including executive-level updates.
• High ownership, judgment, resilience, and ability to operate in a fast-paced environment.

Responsibilities

• Own a defined territory and revenue plan; develop account strategy and execution cadence to achieve GMV and revenue targets.
• Generate and develop net-new pipeline using outbound, partners, events, referrals, and internal resources.
• Lead executive discovery with founders, C-suite, and senior leaders across functions.
• Set strategy for complex opportunities, determine account plan and negotiation posture.
• Build quantified business cases translating data into clear recommendations.
• Design the merchant solution with cross-functional teams for optimal configuration and integration.
• Navigate complex buying processes with champions and economic buyers.
• Lead commercial negotiations on pricing, terms, and partnership structure.
• Develop recommendations for non-standard partnerships requiring internal approvals.
• Lead cross-functional deal teams across Partnerships, Risk, Legal, Implementation, and Pricing.
• Own the path from signature to launch and manage critical launch dependencies.
• Maintain forecast and operating discipline; keep Salesforce up-to-date with accurate risk.
• Represent market insights internally to influence product and GTM improvements.
• Raise team performance by sharing successful strategies and deal practices.

Skills

Quota-carrying

Full-cycle closing

B2B SaaS

Fintech/payments

E-commerce

Executive relationships

Education

Bachelor's degree or equivalent

Tools

Salesforce

Job description

Affirm is looking for an experienced, quota-carrying Account Executive to own the full sales cycle for complex, high-growth merchants across upper SMB and Mid-Market segments. You’ll engage executive decision-makers, build quantified business cases, and lead opportunities through contract and launch.

You will collaborate across Sales, Pricing, Product, Partnerships, Risk, Legal, Operations, Implementation, and Merchant Success to deliver value and drive growth for affirm’s payments solutions.