[Hiring] Small Business Account Executive II @Affirm

Role 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 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 Affirm's 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.

What You'll Do

• 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.
• 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.
• Develop recommendations for non-standard partnerships.
• Lead cross-functional deal teams.
• Own the path from signature to launch.
• Maintain forecast and operating discipline.
• Represent the market internally.
• Raise team performance.

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.

Nice to Have

• Experience selling payment, lending, commerce, financial software, or other solutions that require technical integration and commercial structuring.
• Familiarity with e-commerce platforms, APIs, payment flows, implementation requirements, and merchant economics.
• Experience using a structured sales methodology such as MEDDPICC, Challenger, or Sandler.
• Prior experience in business development or another role requiring high-volume prospecting and disciplined pipeline creation.
• Bachelor's degree or equivalent practical experience.

Benefits

• Health coverage at no cost: We cover 100% of premiums for employees and their dependents.
• Spending stipends: Monthly stipends support your tech setup, and the ability to choose health and wellness options that are right for you.
• Time off to recharge: Flexible time off and generous holiday calendars help you rest when you need to.
• Own a piece of what you build: Our employee stock purchase plan (ESPP) lets you buy Affirm stock at a discount.