SMB Account Executive - AP

About the role

In this capacity, you will own the end-to-end sales cycle for small and medium-sized businesses within the Accounts Payable vertical, acting as the primary point of contact for prospects from initial discovery to closed deal. You will be tasked with articulating the operational and financial benefits of BILL's platform, translating complex features into clear value propositions that resonate with specific industry pain points. A core part of your mission involves challenging the status quo for finance teams by positioning automation as a strategic advantage rather than a mere cost center. You will leverage consultative selling techniques to diagnose client needs and tailor solutions that drive efficiency and reduce manual workloads. Success in this role will be defined by your ability to build trust with economic buyers and influencers across the organization, ensuring alignment between client objectives and BILL's capabilities. You will serve as a critical voice of the customer within the organization, feeding market insights back to product and marketing teams to inform future iterations. Ultimately, your work will directly contribute to the company's revenue growth and market penetration in the SMB segment.

Key facts

What you'll do

• Research and identify high-potential SMB targets in sectors where manual invoice processing creates significant operational friction.
• Initiate contact with key stakeholders, including CFOs, Controllers, and AP Managers, to uncover strategic priorities and budget allocations.
• Deliver compelling virtual or in-person presentations that demonstrate the tangible ROI of transitioning to an automated accounts payable ecosystem.
• Develop a deep understanding of client-specific workflows to position BILL's platform as the optimal solution for their unique challenges.
• Negotiate contract terms and pricing structures to ensure mutual value and long-term partnership viability.
• Utilize data-driven insights from analytics platforms to refine your outreach and improve conversion rates over time.
• Partner with Customer Success and Implementation teams to ensure a seamless onboarding experience that reinforces sales promises.
• Monitor competitor activity and market trends to adjust your value proposition and maintain a competitive edge.
• Document every interaction within the CRM to provide complete visibility for the entire sales organization.
• Collaborate with Solutions Engineering to build custom demonstrations that address complex, real-world AP scenarios.
• Qualify leads rigorously to ensure alignment between client readiness and the capabilities of the BILL platform.
• Represent the company at industry conferences and virtual events to elevate brand awareness and generate new pipeline.
• Conduct post-sale reviews to identify expansion opportunities and foster ongoing relationship growth.
• Mentor junior sales associates by sharing playbooks and techniques that drive consistent performance.

Requirements

• You possess a minimum of 3 years of progressive experience in sales roles, with a demonstrated history of selling technology or financial services to commercial clients.
• You hold a Bachelor's degree from an accredited institution, with a major in Business, Finance, Economics, or a closely related discipline.
• You have a verifiable track record of exceeding assigned sales quotas and consistently closing deals within forecasted pipelines.
• You exhibit exceptional written and verbal communication skills, capable of adapting your style to C-suite executives and operational managers alike.
• You thrive in a dynamic environment where ambiguity is common and you must manage multiple priorities under tight deadlines.
• You are a self-starter who requires minimal supervision, yet you actively seek feedback and collaborate effectively with cross-functional partners.
• You hold a valid driver's license and are willing to travel domestically within the United States for client meetings and industry events.
• You are legally authorized to work in the United States without requiring sponsorship at the time of hire.
• You have a proven understanding of financial controls, compliance, and the regulatory landscape impacting corporate treasury functions.
• You demonstrate integrity and professionalism in all interactions, maintaining confidentiality regarding client data and strategic initiatives.

Nice to have

• You have previously worked within the accounts payable automation, fintech, or enterprise software sectors, giving you contextual insight into billing and payment processes.
• You are experienced with configuring and utilizing CRM platforms like Salesforce, HubSpot, or similar tools to manage complex deal cycles.
• You have a background working with or selling to small and medium-sized businesses, understanding their unique decision-making dynamics.
• You possess knowledge of electronic payment networks, ACH processing, and check imaging technologies that integrate with AP platforms.
• You have experience presenting to groups ranging from single stakeholders to large executive committees.

Practical notes

• Travel: Domestic travel within the United States is required for client meetings, trade shows, and partner events.
• Visa: Candidates who require sponsorship will be considered if they meet all other requirements and possess the right to work documentation.

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Compensation: A base salary range of $70,000 to $90,000 is offered, designed to reward performance and scale with experience and results.

• Bonuses: Performance-based incentives are available to recognize outstanding achievement against and beyond targets.
• Benefits: The role includes access to comprehensive health insurance, retirement savings plans, and generous paid time off policies.
• Deadline: Applications should be submitted by the date specified in the official listing to ensure full consideration.
• Work Model: This position operates in a hybrid environment, requiring a mix of remote and in-office presence as determined by team needs.
• Onboarding: New hires can expect a structured onboarding program to familiarize themselves with the product, customers, and internal processes.
• Equal Opportunity: The company is an equal opportunity employer, committed to diversity and inclusion in all hiring practices.