Senior SMB Account Executive - High-Growth Merchants

Affirm; New York (NY); Remote; USD 142,000 - 182,000; Full time

Benefits offered by this job

Health coverage 100% for you and your

Tech stipends

Flexible time off

Employee stock purchase plan

Job summary

Affirm is seeking an Account Executive to own the full sales cycle for complex, high-growth merchants across upper SMB and Mid‑Market. You will manage a territory, build a quantified business case, and lead executive conversations to close strategic deals in a remote-first environment.

In this role, you will orchestrate cross‑functional teams, create demand, and design tailored payment solutions. The position emphasizes revenue growth, strategic storytelling, and disciplined pipeline management.

Qualifications

• 4 or more years of quota-carrying, full-cycle closing experience in B2B SaaS, fintech, payments, e-commerce, or another complex technology environment.
• A demonstrated record of meeting or exceeding revenue targets and creating self‑sourced pipeline in a new‑logo acquisition role.
• Experience leading complex, multi‑stakeholder sales cycles and building relationships with executive and functional decision‑makers.
• Strong consultative discovery, objection handling, negotiation, and closing skills, including the ability to establish a clear decision process and mutual action plan.
• Ability to analyze merchant and market data, develop a quantified business case, and communicate financial and strategic value with credibility.
• Experience coordinating legal, risk, technical, pricing, operational, and implementation stakeholders to resolve barriers and close business.
• Strong territory planning, pipeline management, CRM discipline, and forecasting capabilities.
• Excellent written and verbal communication, including executive presentations and concise internal updates.
• High ownership, sound judgment, resilience, and the ability to operate effectively in a fast‑changing environment with multiple priorities.

Responsibilities

• Own a defined territory and revenue plan. Develop the account strategy and execution cadence to achieve signed GMV and revenue targets.
• Generate and develop net-new pipeline using outbound, partner channels, events, referrals, and internal resources.
• Lead executive discovery with founders, C-suite executives, and senior leaders to understand priorities and decision criteria.
• Set the strategy for complex opportunities, including account plan and path to close.
• Build quantified business cases with GMV, revenue, and unit economics.
• Design merchant solutions with integration paths and rollout strategies.
• Navigate complex buying processes with stakeholders and mutual action plans.
• Lead commercial negotiations including pricing and terms while protecting long‑term interests.
• Develop recommendations for non-standard partnerships requiring internal approvals.
• Lead cross-functional deal teams across Partnerships, Risk, Legal, Implementation, and Merchant Pricing.
• Own path from signature to launch and ensure smooth go-live.
• Maintain forecast and Salesforce discipline with timely updates and recovery plans.
• Represent market insights to product and go‑to‑market teams for scalable improvements.
• Raise team performance with best practices and executive messaging.

Job description

Affirm is seeking an Account Executive to own the full sales cycle for complex, high-growth merchants across upper SMB and Mid‑Market. You will manage a territory, build a quantified business case, and lead executive conversations to close strategic deals in a remote-first environment.

In this role, you will orchestrate cross‑functional teams, create demand, and design tailored payment solutions. The position emphasizes revenue growth, strategic storytelling, and disciplined pipeline management.