Account Executive II

Affirm

. Own a defined territory and revenue plan for complex, high-growth merchants with up to $300M in annual sales .

Posted 10/9/2026full-timeRemote • United StatesMid-LevelSeniorWebsite

Core Competencies

Role fit

Core Competencies

Use this summary to align your resume positioning with the role.

Demonstrates expertise in B2B SaaS sales, including territory management, pipeline development, and complex negotiation strategies. Proficient in analyzing market data and building business cases to drive revenue growth and enhance customer experience.

Highest-signal resume keywords

B2B SaaS Sales ExperienceComplex Negotiation SkillsPipeline ManagementConsultative DiscoveryExecutive Communication

ATS Keywords

Tailor your resume

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills

Quota-Carrying SalesRevenue Target AchievementBusiness Case DevelopmentSalesforce ProficiencyMarket Data AnalysisTechnical IntegrationCommercial StructuringSales Methodologies (MEDDPICC, Challenger, Sandler)Account Strategy DevelopmentStakeholder Engagement

Soft Skills

Strong JudgmentResilienceEffective CommunicationOwnershipObjection Handling

Tools & Technologies

SalesforceE-Commerce PlatformsAPIsPayment Flows

Industry Keywords

FintechPaymentsE-CommerceComplex Technology EnvironmentMerchant Economics

About the role

Key responsibilities & impact

Own a defined territory and revenue plan for complex, high-growth merchants with up to $300M in annual sales
Develop account strategy, prioritization model, pipeline plan, and execution cadence to achieve signed GMV and revenue targets
Generate and develop net-new pipeline through outbound prospecting, partner channels, events, referrals, and internal resources
Lead executive discovery with founders, C-suite executives, and senior functional leaders
Set account, stakeholder engagement, competitive positioning, resource, negotiation, and path-to-close strategies
Build quantified business cases covering conversion, average order value, customer acquisition, repeat purchase, GMV, revenue, unit economics, and operational impact
Design merchant solutions, including product configuration, integration path, rollout strategy, and customer experience
Navigate complex buying processes involving procurement, security, legal, and risk requirements
Lead commercial negotiations on pricing, terms, and partnership structure
Develop recommendations for non-standard partnerships and exceptions requiring internal approval
Lead cross-functional deal teams across Partnerships, Risk, Legal, Implementation, and Merchant Pricing
Own the handoff from contract signature through integration and launch
Maintain Salesforce, assess deal stage and risk, and provide weekly and quarterly forecasts
Represent merchant, industry, and competitive insights internally to influence product and go-to-market improvements
Share account strategies, executive messaging, business cases, and deal practices to raise team performance

Requirements

What you’ll need

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 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
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 and concise internal updates
High ownership, sound judgment, resilience, and ability to operate effectively in a fast-changing environment with multiple priorities
Experience selling payment, lending, commerce, financial software, or solutions requiring technical integration and commercial structuring
Familiarity with e-commerce platforms, APIs, payment flows, implementation requirements, and merchant economics
Experience using MEDDPICC, Challenger, or Sandler sales methodologies
Prior business development or high-volume prospecting experience
Visa sponsorship is not available for this position

Benefits

Comp & perks

Equity rewards may be included in the total compensation package
Monthly stipends for health, wellness, and tech spending
100% subsidized medical coverage for employees and dependents
Dental and vision coverage for employees and dependents
Remote-first work with flexibility within the country of employment
Flexible time off
Generous holiday calendars
Employee stock purchase plan (ESPP) allowing employees to buy Affirm stock at a discount
Inclusive interview process and disability accommodations
In-person onboarding experience for all new hires