Account Executive - Finance Suite

An Introduction to Primer

Primer is the unified infrastructure for global payments. We give finance and payments teams the visibility and control to reduce complexity, improve performance, and capture more revenue - all from a single platform.

Primer is the unified infrastructure for global payments. We give finance and payments teams the visibility and control to reduce complexity, improve performance, and capture more revenue - all from a single platform.

Backed by Sofina, Peak XV Partners, ICONIQ, Tencent, Accel, and Balderton, we're building the payments layer the world's best companies rely on.

Watch our showcase >.

Read up on our $100m Series C.

Learn more about our culture >.

We are seeking a motivated and high-performing addition to our team as we turbo charge our revenue engine.

With a consultative approach, you will lead the sales cycle with founders, CEOs, CTOs, CFOs, and VP / Director level functional leads. You will also drive the Sales strategy by owning all aspects of the sales cycle from prospecting to discovery to close. This will include cross-functional work to develop the customer strategy and contribute to other revenue initiatives.

• Support the launch motion for our wider CFO stack offering:
  Play a central role in coordinating the initial commercial rollout, developing familiarity with the product and helping codify how Global Accounts and Reconciliation are positioned and sold during the early phase.
• Contribute to a repeatable back-book motion:
  Partner with Product, PMM and CS to help identify eligible merchants and participate in targeted outreach and upsell cycles as part of a broader, cross-functional effort.
• Contribute to a smooth onboarding process:
  Partner with Rev Ops & Support on onboarding merchants to Global Accounts, and conducting eligibility pre-checks with downstream providers
• Enable front-book bundles:
  Support core BDMs by positioning Global Accounts (and Reconciliation where relevant) within broader Primer new business deals to increase revenue and shorten ARR activation cycles.
• Prepare the path to standalone Global Accounts selling:
  • Continuously assess product readiness on the market, value differentiation, and competitive context to determine when Global Accounts can be credibly sold as a standalone solution.
  • Define the ICP, partner with Rev Ops on pricing considerations & deal structuring, and sales motion required to move beyond a “wedge” use case when product maturity allows.
  • Evaluate and progress inbound standalone opportunities where appropriate, without prematurely forcing a new-logo motion.
• Translate market learning into action:
  Capture win/loss insights, objections, pricing feedback, and product gaps; feed structured inputs into Product, PMM, and Rev Ops.
• Build and own the Global Accounts sales playbook
  • Develop and iterate a comprehensive Global Accounts sales playbook, informed by live customer interactions and early wins/losses, including:
    • Buyer personas and stakeholder mapping within global enterprises.
    • Clear articulation of Primer’s unique value proposition and differentiation for Global Accounts.
    • Value engineering by connecting customer pain to a value statement that resonates with each buying persona
    • Primary use cases, success narratives, and qualifying criteria.
    • Building industry and use-case specific opportunity pipelines from back and front book merchants
    • Sales motion definition (discovery, evaluation, pilot, expansion, procurement).
    • Objection handling, competitive positioning, and deal-risk mitigation per persona (Finance/Treasury Personas) and segment (Size, Vertical, Geo).
• Lead the creation and evolution of sales collateral in partnership with Marketing and Product, including merchant bespoke pitch decks, case studies, ROI narratives, and enablement materials.
• Shape and validate the Global Accounts demo experience (including demo environments), working cross-functionally to ensure it reflects real customer workflows and value.
• Serve as the internal source of truth for how Global Accounts are sold at Primer, with the expectation that this playbook becomes scalable for future hires