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AffirmSmall Business Account Executive II
Affirm is recruiting a Small Business Account Executive II for its SMB sales group, which signs new merchants to Affirm's payment solutions. The job means owning…
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About This Role
Affirm is recruiting a Small Business Account Executive II for its SMB sales group, which signs new merchants to Affirm's payment solutions. The job means owning the entire sale for complex, fast-growing merchants targeting the top tier of SMB and mid-market merchants, including companies with as much as $300M in yearly sales. The executive runs a territory like a general manager: generating demand, reaching senior decision-makers, and steering each deal…
Job Description
Affirm is recruiting a Small Business Account Executive II for its SMB sales group, which signs new merchants to Affirm's payment solutions. The job means owning the entire sale for complex, fast-growing merchants targeting the top tier of SMB and mid-market merchants, including companies with as much as $300M in yearly sales. The executive runs a territory like a general manager: generating demand, reaching senior decision-makers, and steering each deal through contract and go-live.
Duties involve building numeric business cases on conversion, order value, gross merchandise volume, revenue, and unit economics, then shaping the offer with sales engineering and onboarding staff. The seller manages procurement, security, legal, and risk reviews, negotiates prices and contract terms, and proposes custom partnership arrangements that need internal sign-off. The position carries a quota and requires disciplined forecasting in Salesforce.
Affirm operates remote-first, so most roles can be performed from almost anywhere in the employing country, though some jobs occasionally need in-person presence. Pay is expressed as on-target earnings combining base salary and sales incentive: $142,000 to $182,000 per year in California, Washington, New York, New Jersey, and Connecticut, and $160,000 to $200,000 per year elsewhere in the US. Visa sponsorship is not offered for this role.
Responsibilities
- Oversee one territory and its revenue objectives, including account planning and pipeline design
- Create new pipeline through research, outbound outreach, partners, events, and referrals
- Lead discovery conversations with founders, C-suite leaders, and department heads
- Build quantified business cases from merchant data and goals
- Coordinate with sales engineering and onboarding on setup, integration, and rollout
- Guide complicated purchasing processes, including building internal champions, shared action plans, and signing
- Drive commercial negotiations over pricing, terms, and partnership structure
- Run virtual deal teams made up of partnerships, risk, legal, implementation, and pricing colleagues
- Hand off signed merchants smoothly into launch
- Maintain accurate Salesforce records and produce dependable weekly and quarterly forecasts
- Bring market and merchant insights back to product and business leaders
Requirements
- Four years or more of quota-bearing, full-cycle closing in B2B SaaS, fintech, payments, ecommerce, or similarly complex tech markets
- Proven results hitting revenue goals and building self-sourced pipeline when acquiring new logos
- History of managing long, multi-person sales cycles that involve executives
- Strong skill in discovery, handling objections, negotiating, and closing
- Ability to study merchant and market information and explain financial impact persuasively
- Experience aligning legal, risk, technical, pricing, and implementation colleagues
- Solid territory planning, pipeline oversight, CRM habits, and forecasting
- Clear writing and speaking, including executive-level presentations
- Strong sense of ownership, good judgment, and resilience during rapid change
Qualifications
- Background selling payments, lending, commerce, or finance software that needs technical integration
- Knowledge of ecommerce platforms, APIs, payment flows, and merchant economics
- Know a structured selling framework (MEDDPICC, Challenger, or Sandler, for example)
- Past business development or high-volume prospecting
- Bachelor's degree or hands-on equivalent experience
Core Skills
Benefits
- Health coverage with premiums paid in full for employees and dependents
- Monthly stipends for technology setup and for health and wellness
- Flexible time off plus a generous holiday schedule
- Employee stock purchase plan for discounted shares
- Equity may be part of total compensation
Frequently Asked Questions
Answers are based only on the employer’s listing; where it doesn’t say, neither do we.
Is this role remote?
Affirm is remote-first, and most positions can be performed from anywhere in the employing country. Some roles may need occasional in-person work.
What is the on-target earnings range?
$142,000 to $182,000 in California, Washington, New York, New Jersey, and Connecticut, and $160,000 to $200,000 in other states. The figure includes base pay plus the sales incentive target.
Does Affirm sponsor visas?
No. Visa sponsorship is not offered for this position.
What experience is needed?
Four years or more carrying a quota in full-cycle closing roles at B2B SaaS, fintech, payments, ecommerce, or similarly complex technology businesses.
Sample Interview Questions
AI-generated questions tailored to this specific role — a preview of the full practice set.