Small Business Account Executive

Affirm, Inc.; New York (NY); Remote; USD 100,000 - 170,000; Full time

Benefits offered by this job

Remote-first compensation structure

Spending Wallets

Remote-first Workforce

Generous Time Off

Health Benefits

Mental Healthcare

Parental Leave

Away Days

Learning & Development

Job summary

Affirm, Inc. seeks an experienced Account Executive to own the full sales cycle for complex, high-growth merchants across upper SMB and Mid-Market segments.

You will manage a defined territory, build a quantified business case, and lead opportunities through contract and launch with executive stakeholders. You will translate merchant priorities into solutions across Affirms products, engaging Finance, Product, Legal, Partnerships, and Risk teams.

Qualifications

• 4+ years in quota-carrying, full-cycle closing in B2B SaaS or fintech

Responsibilities

• Own end-to-end sales cycle for upper SMB and mid-market
• Develop account strategy and pipeline plan
• Engage executive buyers and build quantified business cases
• Lead cross-functional deal teams
• Negotiate terms and close deals
• Manage forecast and CRM data
• Coordinate with Legal, Risk, Implementation, and Pricing
• Drive go-live and successful launch

Skills

Quota-carrying

Full-cycle closing

Executive engagement

Territory planning

Forecasting CRM

Negotiation

Cross-functional

Financial modeling

MEDDPICC familiarity

Education

Bachelor's degree or equivalent

Tools

Salesforce

MEDDPICC

Pricing tools

Job description

• The Revenue team drives Affirms growth by acquiring, retaining, and expanding merchant partnerships across eCommerce, in-store, telesales, and the Affirms app
• The SMB Sales team focuses on bringing new merchants onto Affirms, building relationships with business owners and decision-makers, and demonstrating how Affirms payment solutions can drive conversion, increase sales, and support business growth
• Through strategic prospecting, consultative selling, and cross-functional collaboration, the team helps merchants unlock new opportunities while expanding Affirms reach across the SMB market
• 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 segment
• This portfolio includes merchants with up to $300M in total annual sales and requires a seller who can operate as the general manager of a territory, create demand, engage executive decision-makers, build a quantified business case, structure a compelling commercial solution, and lead the opportunity through contract and launch
• The Account Executive is accountable for new merchant acquisition and the long-term quality of each partnership
• The role translates merchant priorities into solutions across Affirms products and capabilities, while aligning internal stakeholders across Sales, Merchant Pricing, Product, Partnerships, Risk, Legal, Operations, Implementation, and Merchant Success
• Success requires strategic prospecting, strong financial and commercial judgment, fluency in technical and operational requirements, and the ability to create momentum across complex buying groups
• Own a defined territory and revenue plan. Operate as the general manager of a portfolio that includes complex, high-growth merchants with up to $300M in total annual sales
• Develop the account strategy, prioritization model, pipeline plan, and execution cadence required to achieve signed GMV and revenue targets
• Generate and develop net-new pipeline. Research priority merchants, identify relevant business and market triggers, and use targeted outbound, partner channels, events, referrals, and internal resources to create qualified opportunities
• Lead executive discovery. Engage founders, C-suite executives, and senior leaders across Finance, E-commerce, Product, Technology, Operations, and Marketing to understand strategic priorities, operating constraints, customer economics, and decision criteria
• Set the strategy for complex opportunities. Independently determine the account plan, stakeholder engagement strategy, competitive positioning, internal resource requirements, negotiation posture, and path to close for each opportunity
• Build quantified business cases. Translate merchant data and objectives into clear recommendations supported by expected conversion, average order value, customer acquisition, repeat purchase, GMV, revenue, unit economics, and operational impact
• Design the merchant solution. Partner with Sales Engineering and Onboarding to define the appropriate product configuration, integration path, rollout strategy, and customer experience
• Lead opportunities that may require customized payment configurations, e-commerce platform integrations, technical solutioning, or multi-entity implementation planning
• Navigate complex buying processes. Build champions, map stakeholders, align economic buyers and technical evaluators, manage procurement, security, legal, and risk requirements, and establish a mutual action plan through decision and signature
• Lead commercial negotiations. Develop deal strategy, position differentiated value, handle objections, and negotiate pricing, terms, and partnership structure
• Evaluate merchant requirements against expected GMV, revenue, unit economics, implementation complexity, and risk while protecting Affirms long-term financial interests
• Develop recommendations for non-standard partnerships. Use sound commercial judgment to structure and present recommendations involving custom pricing, contractual terms, product requirements, implementation investments, or other exceptions requiring internal approval
• Lead cross-functional deal teams. Lead virtual teams without direct authority by establishing clear owners, operating cadence, decision points, escalation paths, and timelines across Partnerships, Risk, Legal, Implementation, and Merchant Pricing
• Own the path from signature to launch. Remain accountable for a successful handoff and project-manage critical launch dependencies so signed merchants progress efficiently toward integration and go-live
• Maintain forecast and operating discipline. Keep Salesforce current, accurately assess deal stage and material risk, provide reliable weekly and quarterly forecasts, and communicate changes early with a clear recovery plan
• Represent the market internally. Bring structured merchant, industry, and competitive insights to product and business partners, identify recurring barriers, and influence scalable improvements to Affirms products and go-to-market motion
• Raise team performance. Share effective account strategies, executive messaging, business cases, and deal practices. Contribute to a high-accountability culture focused on customer value, commercial discipline, and measurable outcomes

Benefits

• Compensation: We have a simple, flexible, and transparent remote-first compensation structure so you can make the best decisions for yourself and your family
• Spending Wallets: Access tech, food, lifestyle, and family planning wallets for your expenses
• Supportive Communities: Get involved with our employee resource groups and community groups
• Remote-first Workforce: If your role is remote, you can set up shop anywhere in your home country
• Generous Time Off: Take the time you need when life happens
• Health Benefits: Get a plan that fits your needs
• Mental Healthcare: Take care of your mind with great mental health programs
• Parental Leave: Birth and non-birth parents get 18 weeks’ paid leave. Plus, a 4-week return-to-work transition program, at full base pay
• Away Days: We offer 20 company-wide paid days off—which help our teams collectively pause to recharge
• Learning & Development: Engage in exciting learning programs to level up your growth

Experience leading complex, multi-stakeholder sales cycles and building relationships with executive and functional decision-makersStrong territory planning, pipeline management, CRM discipline, and forecasting capabilitiesAbility to analyze merchant and market data, develop a quantified business case, and communicate financial and strategic value with credibilityExcellent written and verbal communication, including executive presentations and concise internal updatesHigh ownership, sound judgment, resilience, and the ability to operate effectively in a fast-changing environment with multiple prioritiesStrong consultative discovery, objection handling, negotiation, and closing skills, including the ability to establish a clear decision process and mutual action plan4 or more years of quota-carrying, full-cycle closing experience in B2B SaaS, fintech, payments, e-commerce, or another complex technology environmentA demonstrated record of meeting or exceeding revenue targets and creating self-sourced pipeline in a new-logo acquisition roleExperience coordinating legal, risk, technical, pricing, operational, and implementation stakeholders to resolve barriers and close businessExperience selling payment, lending, commerce, financial software, or other solutions that require technical integration and commercial structuringFamiliarity with e-commerce platforms, APIs, payment flows, implementation requirements, and merchant economicsExperience using a structured sales methodology such as MEDDPICC, Challenger, or SandlerPrior experience in business development or another role requiring high-volume prospecting and disciplined pipeline creationBachelor’s degree or equivalent practical experience