Account Executive

About this role

At Paystand, we’re not just another fintech company—we’re trailblazers in decentralized finance (DeFi), transforming how businesses manage their finances. With thriving hubs in Santa Cruz, San Francisco, Austin, Minneapolis, Mexico City, Hermosillo, and Guadalajara, we’re leading a global revolution in financial systems. Recognized on the Inc. 5000 list for five consecutive years, we’re among the fastest-growing companies reshaping the future of finance.

Our Expanding Ecosystem: Paystand isn’t just a company—it’s a growing global network. With the strategic acquisitions of Teampay, a leader in spend management, and Yaydoo, a top AR and AP platform in Latin America, we’re building an expansive ecosystem designed to revolutionize financial operations and fuel business growth worldwide.

Why Paystand?

What We Do: By harnessing the power of blockchain technology, we digitize receivables, automate financial processes, reduce time-to-cash, lower transaction costs, and unlock new revenue streams for businesses.

Why We Do It: We’re driven by a mission to revolutionize digital payments and decentralize finance, creating a more open, inclusive, and transparent financial ecosystem, starting with B2B payments.

How We Do It: As change-makers in the DeFi movement, we don’t just follow trends—we set them. If you’re passionate about shaping the future of fintech and eager to redefine what financial technology should look like, Paystand is the place where you can make a significant impact.

Join Us: Be part of something bigger. Join Paystand and help us lead the financial revolution.

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 — w

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