Senior SMB & Mid-Market Account Executive

Affirm; San Francisco (CA); Remote; USD 142,000 - 182,000; Full time

Benefits offered by this job

Health coverage

Stipends for tech setup

Generous time off

ESPP

Job summary

Affirm is seeking an experienced, quota-carrying Account Executive to own the full sales cycle for complex, high-growth merchants across the upper SMB and Mid-Market. You will manage a portfolio up to $300M in annual sales, engaging executives, building quantified business cases, and leading opportunities through contract and go-live.

You will collaborate with Sales, Pricing, Product, Partnerships, Risk, Legal, Operations, and Implementation to craft tailored solutions, navigate multi-entity

Qualifications

• 4+ years of quota-carrying, full-cycle closing in B2B SaaS or fintech.
• Experience leading multi-stakeholder sales cycles with exec engagement.
• Ability to translate merchant needs into quantified business cases.
• Strong negotiation, discovery, and closing skills.
• Excellent written and verbal communication for exec audiences.

Responsibilities

• Own defined territory and revenue plan to hit GMV and revenue targets.
• Generate net-new pipeline via outbound, referrals, and partnerships.
• Lead executive discovery with founders and C-suite executives.
• Set strategy for complex opportunities and plan stakeholder engagement.
• Build quantified business cases with expected impact.
• Design merchant solutions with cross-functional teams.
• Navigate complex buying processes with economic buyers and evaluators.
• Lead commercial negotiations and pricing discussions.
• Coordinate cross-functional deal teams across Partnerships, Legal, Risk, and Pricing.
• Handoff to launch and manage post-signing implementation.
• Maintain accurate Salesforce forecasts and pipeline visibility.
• Provide market insights to product and GTM teams.
• Raise team performance with repeatable account strategies.

Skills

Quota-carrying sales

B2B SaaS

Executive engagement

Strategic prospecting

CRM discipline

Forecasting

Education

Bachelor's degree or equivalent

Tools

Salesforce

Job description

Affirm is seeking an experienced, quota-carrying Account Executive to own the full sales cycle for complex, high-growth merchants across the upper SMB and Mid-Market. You will manage a portfolio up to $300M in annual sales, engaging executives, building quantified business cases, and leading opportunities through contract and go-live.

You will collaborate with Sales, Pricing, Product, Partnerships, Risk, Legal, Operations, and Implementation to craft tailored solutions, navigate multi-entity