Small Business Account Executive II

The posting, as Affirm wrote it

At Affirm, we exist for the moments that matter—giving people a clear, predictable way to pay over time, with no hidden fees, no surprises, and no tradeoffs on what matters most.

About the role
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.

What you will do

• 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

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, 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.

Role requirements

• 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 as business needs require.
• Authorization to work in the United States without current or future visa sponsorship.

Remote-first with flexibility built in
Affirm is proud to be a remote-first company. Most roles can be done from almost anywhere within the country of employment. Some positions may occasionally require in-person work at an Affirm office, and a few are office-based due to the nature of the work. All new hires will be invited to attend an in-person onboarding experience.

Benefits designed for you
Our benefits reflect our commitment to care, transparency, and flexibility. Here are a few highlights:

• Health coverage at no cost: We cover 100% of premiums for employees and their dependents.
• Spending stipends: Monthly stipends support your tech setup, and the ability to choose health and wellness options that are right for you.
• Time off to recharge: Flexible time off and generous holiday calendars help you rest when you need to.
• Own a piece of what you build: Our employee stock purchase plan (ESPP) lets you buy Affirm stock at a discount.

We’re committed to providing an inclusive interview process, including accommodations for candidates with disabilities. If you need support, we’re happy to help.

For positions based in San Francisco or Los Angeles: Affirm considers qualified applicants with arrest and conviction records, as required by law.

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