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Small Business Inbound Account Executive I



Sales & Business Development
United States · Remote
Posted on Wednesday, May 22, 2024

Affirm is reinventing credit to make it more honest and friendly, giving consumers the flexibility to buy now and pay later without any hidden fees or compounding interest.

We’re looking for an experienced Account Executive to join the go-to-market team driving Affirm’s inbound SMB business. This role requires managing inbound lead flow from lead to close for merchants <$15M total annual sales, building and managing relationships with high-growth companies, identifying and developing the Affirm solution they need to address their critical initiatives, and bringing them onboard as official Affirm partners. We are looking for passionate and motivated sales representatives to join our winning team where you will have a chance to innovate, grow and make a difference!

This person will drive partnerships that will have a major strategic impact on the long-term success of the organization. We look to this person to both represent Affirm’s offering to the prospective merchant as well as the merchant’s priorities back to Affirm’s internal partners. While ultimately responsible for driving new merchant sign ups, this person is also tasked with learning how to effectively differentiate against the competition and structure mutually beneficial partnerships with strategic prospects. To be successful in this role, you must be a true sales hunter and deal closer, be motivated by targets, eager to win and a great teammate with a positive attitude.

What You'll Do:

  • Follow up with Marketing generated leads to qualify as sales opportunities. Move solid leads through the funnel connecting them to a sales person if >$15M TAS and arranging meetings.
  • Manage inbound <$15M TAS merchants from inbound lead to close
  • Execute outbound sales plays to generate pipeline
  • Drive net new revenue and market share by executing against a territory plan, prospecting and developing new leads, and developing client relationships
  • Meet or exceed targets for revenue and sales activity
  • Project manage Merchant Partner launches with Affirm post-signing
  • Create and articulate compelling value propositions around the Affirm solution including business cases, comprehensive pitch decks, competitive analysis, etc.
  • Diligently track all sales funnel activities through the CRM tool and utilize its features for greater sales effectiveness
  • Build strong cross-functional relationships
  • Develop a strong understanding of the product, industry and competitive environment
  • Participate in regular weekly, monthly and quarterly team meetings and business review sessions

What We Look For:

  • 2+ years of consultative closing experience on high performing teams
    • 1 year of experience as an SDR/BDR
    • 1 year of experience as an Account Executive
  • Strong experience working with multiple cross-functional teams to close deals
  • Strong objection handling, negotiating and closing skills
  • Experience selling e-commerce, technical solutions and/or payments
  • Formal Sales Training such as Sandler, MEDDPICC, Challenger, etc.
  • High motivation, strong desire to succeed with an entrepreneurial drive and work ethic
  • True hunter mentality and resourcefulness with the ability to multitask and meet deadlines under pressure
  • Strong strategic sales, research, analysis, and presentation skills
  • Highly developed social skills and ability to establish relationships both internally and with external decision makers
  • Willingness and desire to take on greater responsibilities in order to effectively contribute to Affirm’s overall growth goals
  • Bachelor's degree or equivalent experience

Base Pay Grade - C

Equity Grade - 3

Employees new to Affirm typically come in at the start of the pay range. Affirm focuses on providing a simple and transparent pay structure which is based on a variety of factors, including location, experience and job-related skills.

Base pay is part of a total compensation package that may include equity rewards, monthly stipends for health, wellness and tech spending, and benefits (including 100% subsidized medical coverage, dental and vision for you and your dependents.)

For sales roles, the range provided is the role’s On Target Earnings ("OTE") range, which includes the annual base pay and the sales incentive target.

USA On Target Earnings (CA, WA, NY, NJ, CT) per year: $120,000 - $160,000

USA On Target Earnings (all other U.S. states) per year: $106,000 - $146,000

Please note that visa sponsorship is not available for this position.


Affirm is proud to be a remote-first company! The majority of our roles are remote and you can work almost anywhere within the country of employment. Affirmers in proximal roles have the flexibility to work remotely, but will occasionally be required to work out of their assigned Affirm office. A limited number of roles remain office-based due to the nature of their job responsibilities.

We’re extremely proud to offer competitive benefits that are anchored to our core value of people come first. Some key highlights of our benefits package include:

  • Health care coverage - Affirm covers all premiums for all levels of coverage for you and your dependents
  • Flexible Spending Wallets - generous stipends for spending on Technology, Food, various Lifestyle needs, and family forming expenses
  • Time off - competitive vacation and holiday schedules allowing you to take time off to rest and recharge
  • ESPP - An employee stock purchase plan enabling you to buy shares of Affirm at a discount

We believe It’s On Us to provide an inclusive interview experience for all, including people with disabilities. We are happy to provide reasonable accommodations to candidates in need of individualized support during the hiring process.

[For U.S. positions that could be performed in Los Angeles or San Francisco] Pursuant to the San Francisco Fair Chance Ordinance and Los Angeles Fair Chance Initiative for Hiring Ordinance, Affirm will consider for employment qualified applicants with arrest and conviction records.

By clicking "Submit Application," you acknowledge that you have read the Affirm Employment Privacy Policy for applicants within the United States, the EU Employee Notice Regarding Use of Personal Data (Poland) for applicants applying from Poland, the EU Employee Notice Regarding Use of Personal Data (Spain) for applicants applying from Spain, or the Affirm U.K. Limited Employee Notice Regarding Use of Personal Data for applicants applying from the United Kingdom, and hereby freely and unambiguously give informed consent to the collection, processing, use, and storage of your personal information as described therein.