Principal Account Specialist - Finance Suite

An Introduction to Primer Primer is the world's first unified payment infrastructure, founded by former leaders of Braintree and PayPal. We unify fragmented payment and finance systems into a single, intelligent platform, automating the entire payments lifecycle from acceptance and orchestration to reconciliation, FX, and financial operations. Trusted by leading merchants worldwide, we give finance, payments, and engineering teams the tools to move faster, reduce complexity, and unlock growth. Our open, modular platform connects to 150+ services across the payments ecosystem, while our expanding CFO product suite brings unified reconciliation, FX management, and financial visibility across markets and currencies. Backed by Accel, Balderton, ICONIQ, and Tencent, we're setting a new standard for how the world moves money. Which team will you be joining? 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. 🔍 What will you be doing? 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 RevOps & 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 RevOps 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 RevOps. 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 Drive commercial rigor: Track pipeline, revenue, and outcomes with a “controlled pilot” mindset; help define what success looks like and when/how the model should scale post-GA. Protect merchant trust and CS ownership: Operate within clear guardrails on account engagement, partnering closely with CSMs and ensuring clean handovers and delivery quality. Identify wider opportunities: Position Global Accounts as part of the wider proposition, particularly alongside other products within the Financial Operations product suite. 👀 What we’d love to see: Strong commercial fundamentals: Experience running complex sales cycles and influencing senior stakeholders across Finance/Treasury personas. Necessity to build a developed financial literacy on treasury and FX management and an expertise on current solutions on those 2 topics + overall understanding of the typical CFO stack (e.g. ERP) Builder mindset in ambiguity: Able to create a motion where a playbook doesn’t exist yet. We’re looking for a structured, pragmatic approach and biased toward high-quality execution. Cross-functional operator: Proven ability to partner tightly with Product and PMM, balancing revenue goals with product maturity and narrative discipline. Merchant-first judgement: Consultative approach with strong instincts for when to sell (or not); protecting trust and avoiding low-quality upsells. Analytical and accountable: Comfortable defining ICP/qualification criteria, measuring outcomes, and operating with Salesforce and forecasting discipline. EMEA-based and internally credible: Able to leverage internal context and relationships to accelerate the back-book-first approach. 🚫 You may not like it here if: You enjoy working in an office-setting, we are remote-first and always will be! You are not comfortable with shifting context and navigating ambiguity What’s life like at Primer? We’ve been recognised as a top global employer, #1 in FinTech for ‘flexibility’! Our 2025 Product Showcase We’re building a culture where people can come and do their best work and enjoy it. We want our people to be proud of the impact that they have at Primer, and of the work that they are doing. You will be working with a team of people who are mission-driven, smart, and reflective, and who are invested in building exceptional products and delivering success for our merchants (and we also know how to have fun along the way). We work remotely. We believe that building a successful, profitable company goes beyond proximity. We invest in our relationships with each other through great remote working practices and thoughtfully designed face-to-face time together. Our heads-together time comes in the form of workstations, our annual company retreat, and co-working space access worldwide. Finally, let’s go ahead and say it. The work that we do is challenging. Startups are a challenge, building category defining products is a challenge. You should be prepared for a challenge at Primer. But, there’s a big difference between a challenge and a struggle. The key difference is that the right challenge comes with the right support structures, an acceptance that not everything always goes to plan, a collaborative environment, and a great team around you. It’s never a challenge that you will face alone. Our