Senior SMB & Mid-Market Account Executive - Remote

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

Benefits offered by this job

Health coverage for you and dependents

Monthly tech stipends

Flexible time off

Employee stock purchase plan

Remote-first with in-person onboarding

Job summary

Affirm is seeking an experienced Account Executive to own the full sales cycle for upper SMB and Mid-Market merchants, including deals up to $300M in annual sales. You will prospect, build business cases, and engage executive leadership to close high-impact opportunities across eCommerce and fintech solutions.

The role requires strategic prospecting, strong financial judgment, and cross-functional collaboration with Sales, Pricing, Legal, and Operations.

Qualifications

• Quota-carrying, full-cycle closing experience in B2B SaaS/fintech/e-commerce.
• Proven ability to manage multi-stakeholder sales cycles and executive relationships.
• Strong discovery, negotiation, and closing skills with a structured buying process.

Responsibilities

• Own defined territory and revenue plan to achieve GMV and revenue targets.
• Generate and develop net-new pipeline through targeted outbound and partnerships.
• Lead executive discovery with founders, C-suite, and senior leaders to understand priorities and constraints.
• Set strategy for complex opportunities and negotiate terms to close deals.
• Build quantified business cases translating data into recommendations.
• Design merchant solutions with cross-functional teams for integration and rollout.
• Navigate procurement, security, legal, risk, and procurement requirements.
• Lead commercial negotiations and evaluate requirements against GMV and unit economics.
• Support non-standard partnerships with tailored pricing and terms.
• Lead cross-functional deal teams and manage handoffs to successful launches.
• Maintain forecasts in Salesforce and communicate risk with recovery plans.
• Represent market insights to product and go-to-market teams.

Skills

Quota-carrying

Full-cycle closing

B2B SaaS

Fintech/payments

E-commerce

Executive stakeholder management

CRM discipline

Education

Bachelor's degree

Tools

Salesforce

MEDDPICC

Job description

Affirm is seeking an experienced Account Executive to own the full sales cycle for upper SMB and Mid-Market merchants, including deals up to $300M in annual sales. You will prospect, build business cases, and engage executive leadership to close high-impact opportunities across eCommerce and fintech solutions.

The role requires strategic prospecting, strong financial judgment, and cross-functional collaboration with Sales, Pricing, Legal, and Operations.