Small Business Account Executive

• The Revenue team drives Affirm’s growth by acquiring, retaining, and expanding merchant partnerships across eCommerce, in-store, telesales, and the Affirm app
• The SMB Sales team focuses on bringing new merchants onto Affirm, building relationships with business owners and decision-makers, and demonstrating how Affirm’s 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 Affirm’s 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 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
• 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 Affirm’s 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 Affirm’s 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-makers
• Strong territory planning, pipeline management, CRM discipline, and forecasting capabilities
• Ability to analyze merchant and market data, develop a quantified business case, and communicate financial and strategic value with credibility
• 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
• Strong consultative discovery, objection handling, negotiation, and closing skills, including the ability to establish a clear decision process and mutual action plan
• 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 coordinating legal, risk, technical, pricing, operational, and implementation stakeholders to resolve barriers and close business
• 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