Small Business Account Executive

The Revenue team drives Affirms growth by acquiring, retaining, and expanding merchant partnerships across eCommerce, in-store, telesales, and the Affirms app The SMB Sales team focuses on bringing new merchants onto Affirms, building relationships with business owners and decision-makers, and demonstrating how Affirms payment solutions can drive conversion, increase sales, and support business growth Through strategic prospecting, consultative selling, and cross-functional collaboration, the team helps merchants unlock new opportunities while expanding Affirms reach across the SMB market 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 Affirms 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 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 champions, map stakeholders, align economic buyers and technical evaluators, manage procurement, security, legal, and risk requirements, and establish a mutual action plan through decision and signature Lead commercial negotiations. Develop deal strategy, position differentiated value, handle objections, and negotiate pricing, terms, and partnership structure Evaluate merchant requirements against expected GMV, revenue, unit economics, implementation complexity, and risk while protecting Affirms long-term financial interests Develop recommendations for non-standard partnerships. Use sound commercial judgment to structure and present recommendations involving custom pricing, contractual terms, product requirements, implementation investments, or other exceptions requiring internal approval Lead cross-functional deal teams. Lead virtual teams without direct authority by establishing clear owners, operating cadence, decision points, escalation paths, and timelines across Partnerships, Risk, Legal, Implementation, and Merchant Pricing Own the path from signature to launch. Remain accountable for a successful handoff and project-manage critical launch dependencies so signed merchants progress efficiently toward integration and go-live Maintain forecast and operating discipline. Keep Salesforce current, accurately assess deal stage and material risk, provide reliable weekly and quarterly forecasts, and communicate changes early with a clear recovery plan Represent the market internally. Bring structured merchant, industry, and competitive insights to product and business partners, identify recurring barriers, and influence scalable improvements to Affirms products and go-to-market motion Raise team performance. Share effective account strategies, executive messaging, business cases, and deal practices. Contribute to a high-accountability culture focused on customer value, commercial discipline, and measurable outcomes

Mental Healthcare: Take care of your mind with great mental health programs Parental Leave: Birth and non-birth parents get 18 weeks’ paid leave. Plus, a 4-week return-to-work transition program, at full base pay