Account Executive

Affirm is a financial technology company that provides transparent, predictable payment solutions, enabling people to pay over time with no hidden fees. The Revenue team drives 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 demonstrating how Affirm's payment solutions drive conversion and sales.

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. The Account Executive is accountable for new merchant acquisition and the long-term quality of each partnership, operating as the general manager of a territory.

• Own a defined territory and revenue plan, developing account strategy, prioritization, pipeline, and execution cadence to achieve signed GMV and revenue targets.
• Generate and develop net-new pipeline through targeted outbound, partner channels, events, referrals, and internal resources.
• Lead executive discovery with founders, C-suite, and senior leaders across Finance, E-commerce, Product, Technology, Operations, and Marketing.
• Set strategy for complex opportunities, including account plan, stakeholder engagement, competitive positioning, and negotiation posture.
• Build quantified business cases using merchant data and objectives, translating into expected conversion, GMV, revenue, and unit economics.
• Design merchant solutions with Sales Engineering and Onboarding, including product configuration, integration path, and rollout strategy.
• Navigate complex buying processes, building champions, mapping stakeholders, and managing procurement, security, legal, and risk requirements.
• Lead commercial negotiations, developing deal strategy, positioning value, and negotiating pricing, terms, and partnership structure.
• Develop recommendations for non-standard partnerships requiring internal approval.
• Lead cross-functional deal teams without direct authority, establishing owners, cadence, and timelines.
• Own the path from signature to launch, project-managing critical dependencies.
• Maintain forecast and operating discipline, keeping Salesforce current and providing reliable forecasts.
• Represent the market internally, bringing insights to product and business partners.
• Raise team performance by sharing effective strategies and contributing to a high-accountability culture.

• 4 or more years of quota-carrying, full-cycle closing experience in B2B SaaS, fintech, payments, e-commerce, or another complex technology environment.
• 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.
• Ability to analyze merchant and market data, develop quantified business cases, and communicate financial and strategic value.
• Experience coordinating legal, risk, technical, pricing, operational, and implementation stakeholders.
• Strong territory planning, pipeline management, CRM discipline, and forecasting capabilities.
• Excellent written and verbal communication, including executive presentations.
• High ownership, sound judgment, resilience, and ability to operate in a fast-changing environment.

• Experience selling payment, lending, commerce, financial software, or solutions requiring technical integration.
• Familiarity with e-commerce platforms, APIs, payment flows, and merchant economics.
• Experience using structured sales methodologies such as MEDDPICC, Challenger, or Sandler.
• Prior business development experience with high-volume prospecting.
• Bachelor's degree or equivalent practical experience.

USA On Target Earnings (CA, WA, NY, NJ, CT): $142,000 - $182,000 per year. USA On Target Earnings (all other U.S. states): $160,000 - $200,000 per year. Base pay is part of a total compensation package that may include equity rewards, monthly stipends for health, wellness and tech spending, and benefits including 100% subsidized medical coverage, dental and vision for you and your dependents. Flexible time off and generous holiday calendars. Employee stock purchase plan (ESPP) lets you buy Affirm stock at a discount.

Apply via the provided link. Visa sponsorship is not available for this position.