Principal Account Executive - Corporate

BILL

8h•Remote

About The Position

Innovate with purpose At BILL, we believe in empowering the businesses that drive our economy. By replacing outdated financial processes with innovative tools, we help businesses—from startups to established brands—make smarter decisions and gain control of their operations. And we don’t stop there: we’re creating the future of financial automation so businesses can spend more time on what matters. Working here means you become part of a vision-driven team that’s ready to tackle challenges and build cutting-edge solutions. We value purpose, drive, and curiosity—and we thrive in a fast-paced, ever-changing environment. Whether in one of our offices in San Jose, CA, Draper, UT, or in a remote-eligible role, BILLders collaborate to deliver real impact for businesses that need more time in their busy weeks. BILL builds high performing teams and we seek to hire the best talent for every role. We're committed to building a workplace that fosters inclusion and diverse perspectives, valuing each person’s unique skills and experiences. We’d love to hear from you—you might be just what we’re looking for, whether in this role or another. ✨ Let’s give businesses more time for what matters. We’re looking for high-impact sellers to join our Principal Sales team and accelerate BILL’s move up-market. This team owns BILL’s largest, most complex corporate card opportunities and drives revenue through a hybrid motion of direct enterprise selling and deep Spend & Expense partner relationships. As a Principal Account Executive, you’ll run sophisticated sales cycles, consult with large organizations on Spend & Expense optimization, and navigate the nuances of corporate credit underwriting, risk, and rewards economics. You’ll work closely with Spend & Expense partners (GPOs, VARs, medical supply distributors, logistics/shipping networks, and other national ecosystems) to unlock warm referral pipelines and convert them into long-term BILL clients. This role blends enterprise selling, partner ecosystem management, and high-stakes deal strategy. You’ll collaborate across Finance, Risk, Product, Engineering, Legal, GTM Ops, and Payments to design solutions that meet clients where they are and scale into millions in corporate card spend. Make your impact within a rapidly growing Fintech Company:

Requirements

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.

Responsibilities

Run and close complex enterprise card cycles across multi-stakeholder finance teams while managing the realities of underwriting policies, KYB/KYC escalations, and rewards modeling.
Grow TPV through S&E partner ecosystems by activating warm referral channels, coaching partners to make high-quality intros, and building programmatic motions that generate consistent top-funnel volume.
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 across different spend categories.
Navigate underwriting and risk decisions by understanding customer cash cycles, financial statements, pay behavior, collateral structures, and key levers that influence approval and line sizing.
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.