Account Executive

Role at a Glance

As a Senior Account Executive for Northern LatAm, this role owns the full sales cycle for Paystand's CFO stack, engaging CFOs, VPs of Finance, Controllers, and Treasury leaders at mid-size and enterprise companies. The role is responsible for creating and closing high-quality revenue opportunities by diagnosing finance pain, quantifying ROI, positioning automation value, and navigating complex buying processes. 

Consistent with Paystand's Workforce Redesign memo, this is not a traditional headcount addition or backfill. It is an elevation hire. The Senior Account Executive must operate at a materially higher level of leverage, ownership, adaptability, and impact, using AI and automation to improve sales quality, pipeline generation, deal strategy, and forecast discipline.
The expectation is to increase ARR contribution and commercial output without adding unnecessary operational complexity. Strong candidates should show enterprise-level sales judgment, AI-native execution habits, strong business acumen, and the ability to help build the next version of Paystand's LatAm revenue organization.

Core Responsibilities

The following are the primary responsibilities for this role. They may evolve as Paystand's sales strategy, AI-first operating model, and LatAm market priorities continue to mature.

• Revenue Ownership & Full-Cycle Execution: Own the full sales cycle for assigned opportunities, from prospecting and discovery through demo, proposal, negotiation, and close.
• Manage inbound and outbound leads from SDRs while proactively sourcing net-new opportunities across Northern LatAm and adjacent markets.

• Build and maintain strong pipeline coverage through cold calls, email sequences, LinkedIn, Amplemarket, events, referrals, and targeted account-based outreach.

• Consultative CFO-Level Selling: Conduct high-quality discovery to understand finance pain points, ERP environment, cash flow needs, AR inefficiencies, decision criteria, and buying urgency before moving to demo.

• Engage CFOs, VPs of Finance, Controllers, Treasury leaders, and executive stakeholders with strong business acumen and executive presence.
• Travel to client sites across the region as needed for in-person demos, executive presentations, relationship building, and negotiation sessions.

• Deal Strategy, Negotiation & Value Creation: Develop tailored commercial proposals, quantify ROI, lead negotiations, and close deals with a focus on long-term customer value and quality revenue.

• Continuously improve deal strategy using win/loss analysis, pipeline data, manager coaching, market feedback, and customer insights.

• AI-Native Sales Execution: Use AI tools actively for account research, outreach personalization, call preparation, call analysis, meeting summaries, proposal drafting, objection handling, and deal coaching.

• Create reusable AI prompts, templates, talk tracks, and workflows that increase sales productivity while preserving message quality and accuracy.

• Forecasting, CRM Discipline & Business Impact: Maintain a clean, accurate, and well-documented pipeline in HubSpot, including stage progression, next steps, risk flags, activity logging, and forecast notes.

• Provide accurate pipeline updates, identify deal risk early, and support leadership with clear insight into revenue timing, pipeline quality, and market trends.

• Customer Experience & Team Contribution: Deliver an outstanding customer experience throughout the sales journey, setting the foundation for retention, expansion, and strong handoff to post-sale teams.

• Act as a commercial reference for junior team members by sharing market learnings, strong call examples, objection handling, and repeatable sales practices.

Requirements

Ideal experience for this role can be gained through professional experience, sales performance, educational background, certifications, or relevant projects.

• Professional Background: 2+ years of experience as an Account Executive managing full sales cycles, ideally in B2B SaaS, fintech, ERP, digital payments, or financial management solutions.

• Demonstrated success selling to finance decision-makers such as CFOs, VPs of Finance, Controllers, and Treasury leaders at mid-size or enterprise companies.
• Experience managing complex, higher-value opportunities with multiple stakeholders, negotiation steps, legal/commercial review, and executive-level decision-making.
• Previous SDR, BDR, or similar sales experience is valuable. Motivation, business acumen, sales judgment, and ownership matter as much as years of experience.

• AI-Native Operating Experience: Active use of AI tools for sales productivity is expected. Candidates should be able to describe how they use AI to improve research, outreach, preparation, follow-up, and decision quality.
• Market and Industry Knowledge: Familiarity with financial operations in LatAm, including SAT in Mexico, electronic invoicing, ERP ecosystems, accounts receivable, payments, treasury, or finance automation, is a significant advantage.

• Experience selling SaaS, B2B software, digital payments, ERP, or financial management solutions is preferred but not required where sales ability, ownership, and learning velocity are strong.

What We Offer

•  💵 Base salary + monthly commissions.
•  🌎 Opportunity for advancement and growth in a rapidly expanding team.
•  👨🏻‍🏫 Mentorship, learning, and education programs.
•  💪🏻 Smart, high-achieving, motivated team that likes to have fun.
•   🎯 Mission-driven culture, where your work matters.
•   🏥 Major Medical Health Insurance.
•   💻 Company provided equipment and tools.