Small Business Account Executive II

The role

This person will own the full sales cycle for complex, high-growth merchants in the upper SMB and Mid-Market segment. They will manage a territory, generate pipeline, and lead executive discovery to acquire new merchants.

What you will do

• Own a defined territory and revenue plan.
• Generate and develop net-new pipeline.
• Lead executive discovery with founders and C-suite executives.
• Set the strategy for complex opportunities.
• Build quantified business cases.
• Design the merchant solution with Sales Engineering and Onboarding.
• Navigate complex buying processes and manage stakeholders.
• Lead commercial negotiations.
• Develop recommendations for non-standard partnerships.
• Lead cross-functional deal teams.

Required qualifications

• 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 and develop a quantified business case.
• 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.
• High ownership, sound judgment, resilience, and ability to operate in a fast-changing environment.
• Ability to work effectively in a remote environment and collaborate across functions and time zones.
• Ability to travel periodically for merchant meetings, industry events, and internal team sessions.
• Authorization to work in the United States without current or future visa sponsorship.

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: 100% of premiums for employees and their dependents.
• Monthly stipends for tech setup.
• Ability to choose health and wellness options.
• Flexible time off.
• Generous holiday calendars.
• Employee stock purchase plan (ESPP) to buy Affirm stock at a discount.

Before you apply

• Authorization to work in the United States without current or future visa sponsorship.

About the company

Affirm provides a clear, predictable way to pay over time with no hidden fees, no surprises, and no tradeoffs on what matters most.