Small Business Account Executive II

Responsibilities

• 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.

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