Account Executive

Role at a Glance

We're looking for a high-performing Account Executive who thrives in complex B2B sales environments and knows how to win in fintech. In this role, you'll own the full sales cycle — from building and qualifying pipeline through outbound prospecting to closing strategic deals ranging from $15K to $500K+ in ARR.

You'll work with finance leaders and operators to modernize their payments infrastructure and drive measurable business impact. The ideal candidate has a strong track record in B2B SaaS sales, experience selling payments or financial technology solutions, and a disciplined, data-driven approach to managing pipeline and forecasting.

But here's what separates a great AE at Paystand from a great AE anywhere else: we're an AI-first company. We're not looking for someone who manages their pipeline — we're looking for someone who engineers their pipeline. The best candidates will bring a builder's instinct to every part of the sales process, using AI to find leverage where others see manual work.

Roles & Responsibilities

• Build and own a high-quality pipeline through strategic outbound prospecting, targeted account research, and relationship-driven outreach — leveraging AI tools to identify signals, prioritize accounts, and scale activity intelligently.
• Lead consultative discovery conversations with finance and operations leaders to uncover business pain points and position payments as a growth lever.
• Deliver tailored presentations, demos, and proposals that clearly articulate ROI and operational impact — using AI to personalize and sharpen messaging at scale.
• Partner cross-functionally with SDRs, Product, and Customer Success to drive deals from first touch through implementation, ensuring alignment and velocity throughout the sales cycle.
• Navigate complex negotiations with confidence, structuring agreements that create long-term value for both the customer and the company.
• Maintain disciplined pipeline management and accurate forecasting in CRM — using data and AI-assisted insights to drive prioritization, identify risk, and improve close rates.
• Stay ahead of fintech and payments trends to confidently differentiate our solution in a competitive market.
• Consistently meet and exceed revenue targets while contributing to a culture of accountability, innovation, and high performance.

Requirements & Qualifications

• 3–5 years of experience in B2B sales, ideally within SaaS, fintech, or payments — with a consistent track record of hitting or exceeding quota.
• Experience selling into or alongside ERP ecosystems or similar cloud-based platforms is required.
• Strong understanding of payments technology, merchant services, or financial infrastructure.
• A consultative, strategic sales approach — you know how to guide conversations beyond features and toward measurable business outcomes.
• Clear, confident communicator who can translate complex solutions into compelling value for finance and operations leaders.
• Highly self-driven and competitive, with the ability to thrive in fast-paced, high-growth environments (startup experience is a plus).
• Comfortable working on-site in one of our hubs: Santa Cruz, Austin, San Francisco, or Minneapolis.
• Proficient in CRM tools (Salesforce, HubSpot, or similar) and disciplined about pipeline management and forecasting.
• Willing and able to travel as needed for customer meetings and industry events.
• Bachelor's degree in Business Administration, Marketing, Finance, or a related field preferred, but not required.

AI & Leverage — What Sets You Apart

We're an AI-first company, and we expect our AEs to bring that mindset to how they sell. We're not evaluating whether you can do this job — we're evaluating whether you can help reinvent how this job gets done. Standout candidates will be able to speak to:

• How they use AI to research target accounts, surface buying signals, and prioritize outreach — at scale, not one by one.
• Workflows or systems they've built (or would build) to automate repetitive parts of the sales process, freeing time for high-value conversations.
• How they use AI to personalize proposals, demos, or follow-up communications without sacrificing quality.
• Their approach to using data and AI-assisted insights to improve forecasting accuracy and pipeline health.
• Specific tools they've experimented with — whether Clay, ChatGPT, Gong, or others — and what they learned.

Five years ago, a great AE outworked the competition. Today, a great AE builds systems that outwork the competition. We're looking for the latter.

Bonus Areas of Expertise

• Hands-on experience with AI-powered sales tools such as Clay, Apollo, Gong, Chorus, or custom LLM workflows.
• Experience building or contributing to sales playbooks, sequences, or automation that scaled team output.
• Familiarity with accounts receivable automation, B2B payment rails, or cash flow management solutions.
• Prior experience in a high-growth startup where processes were built, not inherited.

Why Paystand

Paystand is modernizing B2B payments for the enterprise — and we're doing it with a team that thinks differently. Here, you won't just close deals; you'll shape how an entire market moves money. If you're competitive, consultative, energized by meaningful wins, and ready to bring an AI-first approach to how you sell — we'd love to talk.

Perks

• Compensation ranging from $160,000 to $190,000 OTE, depending on experience.
• Enjoy generous PTO and sick leave, because we believe in balance.
• 401(k) retirement plan with employer matching.
• We've got your health covered with comprehensive health dental and vision insurance plans.
• Fuel your days with free snacks and paid lunches in the office.
• Unlock stock options and own a piece of our success!
• Work with the best tools and equipment, setting you up to thrive.
• And the best part? Endless growth opportunities await you as we rapidly expand!