Account Executive II

This is a fully remote position, open to applicants in United States.

📋 Description

• Manage a designated territory and revenue strategy for complex, high-growth merchants generating up to $300M in annual sales.

• Formulate account strategies, prioritization frameworks, pipeline plans, and execution schedules to meet signed GMV and revenue goals.

• Create and nurture new pipeline opportunities through outbound prospecting, partnerships, events, referrals, and internal resources.

• Conduct executive discovery sessions with founders, C-suite leaders, and senior functional executives.

• Establish strategies for account management, stakeholder engagement, competitive positioning, resource allocation, negotiations, and closing pathways.

• Develop detailed business cases that quantify aspects such as conversion rates, average order values, customer acquisition, repeat purchases, GMV, revenue, unit economics, and operational impacts.

• Design merchant solutions that encompass product configuration, integration pathways, rollout strategies, and customer experiences.

• Navigate intricate buying processes that involve procurement, security, legal, and risk requirements.

• Lead commercial negotiations regarding pricing, terms, and partnership structures.

• Create recommendations for non-standard partnerships and exceptions that require internal approval.

• Direct cross-functional deal teams across Partnerships, Risk, Legal, Implementation, and Merchant Pricing.

• Oversee the transition from contract signing to integration and launch.

• Maintain Salesforce to evaluate deal stages and risks, providing weekly and quarterly forecasts.

• Represent merchant, industry, and competitive insights internally to drive product and go-to-market enhancements.

• Share account strategies, executive messaging, business cases, and deal practices to enhance team performance.

⛳️ Requirements

• A minimum of 4 years of quota-carrying, full-cycle closing experience in B2B SaaS, fintech, payments, e-commerce, or other complex technology environments.

• Proven track record of achieving or surpassing revenue targets and generating self-sourced pipeline in a new-logo acquisition role.

• Experience in managing complex, multi-stakeholder sales cycles and fostering relationships with executive and functional decision-makers.

• Strong consultative discovery, objection handling, negotiation, and closing capabilities.

• Ability to establish a clear decision-making process and collaborative action plan.

• Proficient in analyzing merchant and market data, developing quantified business cases, and conveying financial and strategic value.

• Experience in coordinating legal, risk, technical, pricing, operational, and implementation stakeholders.

• Strong skills in territory planning, pipeline management, CRM discipline, and forecasting.

• Exceptional written and verbal communication skills, including executive presentations and concise internal updates.

• High sense of ownership, sound judgment, resilience, and ability to function effectively in a dynamic environment with competing priorities.

• Experience selling payment solutions, lending, commerce, financial software, or products that require technical integration and commercial structuring.

• Familiarity with e-commerce platforms, APIs, payment processes, implementation requirements, and merchant economics.

• Experience with MEDDPICC, Challenger, or Sandler sales methodologies.

• Previous business development or high-volume prospecting experience.

• Visa sponsorship is not available for this role.

🏝️ Benefits

• Equity rewards may be part of the overall compensation package.

• Monthly stipends for health, wellness, and technology expenses.

• Comprehensive medical coverage fully subsidized for employees and their dependents.

• Dental and vision insurance for employees and their dependents.

• Remote-first work approach with flexibility within the country of employment.

• Flexible time off policy.

• Generous holiday schedule.

• Employee stock purchase plan (ESPP) that allows employees to buy Affirm stock at a discounted rate.

• An inclusive interview process with accommodations for disabilities.

• In-person onboarding experience provided for all new hires.