Senior SMB Account Executive — High-Growth Territory

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

Benefits offered by this job

Health coverage for dependents

Tech stipends

Flexible time off

Employee stock purchase plan

Job summary

Affirm is seeking an experienced, quota-carrying Account Executive to own the full sales cycle for complex, high-growth SMB and Mid-Market merchants, up to $300M in annual sales. You will engage executive decision-makers, build quantified business cases, and lead opportunities through contract and launch.

You will coordinate with Sales, Pricing, Product, Partnerships, Risk, Legal, Operations, Implementation, and Merchant Success to translate merchant priorities into solutions, develop demand,

Qualifications

• 4+ years of quota-carrying, full-cycle closing experience in B2B SaaS, fintech, payments, e-commerce, or another complex technology environment.
• Experience meeting or exceeding revenue targets and creating self-sourced pipeline in a new-logo acquisition role.
• Experience coordinating legal, risk, pricing, and implementation stakeholders to close business.

Responsibilities

• Own a defined territory and revenue plan; act as general manager of a portfolio with up to $300M in annual sales.
• Generate and develop net-new pipeline using outbound, partner channels, events, referrals, and internal resources.
• Lead executive discovery with founders, C-suite, and senior leaders to understand priorities and decision criteria.
• Set the strategy for complex opportunities; determine account plan and path to close.
• Build quantified business cases translating data into GMV, revenue, and unit economics.
• Design merchant solutions with Sales Engineering for configuration, integration, and rollout strategies.
• Navigate complex buying processes; map stakeholders and manage procurement, security, and legal requirements.
• Lead commercial negotiations; evaluate requirements against GMV, revenue, and risk; protect 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 the path from signature to launch; handoff and project-manage critical launch dependencies.
• Maintain forecast and operating discipline; keep Salesforce current and provide reliable forecasts.
• Represent the market internally with insights to influence product and GTM improvements.
• Raise team performance by sharing effective account strategies and closing practices.

Skills

Quota carrying

Full-cycle closing

B2B SaaS sales

Executive engagement

Forecasting

Negotiation

Strategic prospecting

Cross-functional collaboration

Education

Bachelor's degree or equivalent practical experience

Tools

MEDDPICC

Job description

Affirm is seeking an experienced, quota-carrying Account Executive to own the full sales cycle for complex, high-growth SMB and Mid-Market merchants, up to $300M in annual sales. You will engage executive decision-makers, build quantified business cases, and lead opportunities through contract and launch.

You will coordinate with Sales, Pricing, Product, Partnerships, Risk, Legal, Operations, Implementation, and Merchant Success to translate merchant priorities into solutions, develop demand,