BILL is hiring a Principal Account Executive to join our Principal Sales team, focusing on our largest and most complex corporate card opportunities. You will run sophisticated sales cycles, consult with large organizations on Spend & Expense optimization, and manage partner relationships to drive revenue and grow Total Payment Volume (TPV).
What You'll Do
- Run and close complex enterprise card cycles across multi-stakeholder finance teams while managing underwriting policies, KYB/KYC escalations, and rewards modeling.
- Grow TPV through Spend & Expense partner ecosystems by activating warm referral channels, coaching partners, and building programmatic motions.
- Source and manage large accounts through a blend of outbound, partner-driven referrals, executive networking, and targeted industry outreach.
- Lead full-cycle sales from qualification to close, including technical discovery, product demos, ROI modeling, risk/rewards negotiation, and legal/procurement coordination.
- Translate partner expectations into win-able deals by aligning customer economics, interchange performance, and BILL’s appetite for rewards/CM.
- Navigate underwriting and risk decisions by understanding customer cash cycles, financial statements, pay behavior, collateral structures, and key levers.
- Influence product and payments roadmap by representing partner and enterprise customer needs around card rewards, credit, APIs, and multi-product adoption.
- Document and manage your pipeline in Salesforce with accuracy and executive-level forecasting discipline.
What We're Looking For
- 8+ years of experience closing complex, high-value deals in fintech, payments, or enterprise SaaS where underwriting, margin, or risk modeling mattered.
- A consistent track record of top-tier performance at BILL or equivalent high-velocity sales orgs.
- A history of sourcing significant new revenue through outbound and partner-led motions.
- Deep familiarity with financial modeling, card economics, and risk assessment frameworks.
- Comfort partnering with CFOs, Controllers, VPs of Finance, and procurement teams inside large organizations.
- Ability to operate in a highly cross-functional environment and influence multiple internal teams.
- Experience with Salesforce, Outreach, ZoomInfo, Tableau, and other modern GTM tools.
Team & Environment
You will be a key member of the Principal Sales team, focusing on BILL's largest and most strategic accounts.
Benefits & Compensation
- Medical, dental, and vision plans (100% paid for employee)
- HSA & FSA accounts
- Life Insurance, Long & Short-term disability coverage
- Employee Assistance Program (EAP)
- 11+ Observed holidays and wellness days and flexible time off
- Employee Stock Purchase Program with employee discounts
- Wellness & Fitness initiatives
- Employee recognition and referral programs
- Compensation: Zone 1: $263,100 - $329,200 USD; Zone 2: $236,800 - $296,300 USD; Zone 3: $223,600 - $279,800 USD + equity: Eligible to participate in equity plans
Work Mode
This role operates on a hybrid basis from our offices in San Jose, CA or Draper, UT.
BILL is an Equal Opportunity Employer committed to a transparent, inclusive hiring process.
