Primer
FinTech
PrincipalAccountSpecialistFinanceSuite
“Principal Account Specialist - Finance Suite at Primer. Skills: Sales cycle leadership, Sales strategy ownership, Product launch support, Revenue generation, Cross-functional collaboration, Sales playbook development, Market analysis, Commercial rigor. Support the launch motion for our wider CFO stack offering. Coordinate the initial commercial rollout”
What You'll Achieve.
Increase revenue; Shorten ARR activation cycles; Help define what success looks like and when/how the model should scale post-GA
Industry & Context.
Builder mindset in ambiguity: Able to create a motion where a playbook doesn’t exist yet; Structured, pragmatic approach and biased toward high-quality execution
Remote-first, EMEA-based
What They're Looking For.
Must Have
Experience running complex sales cycles, Influencing senior stakeholders across Finance/Treasury personas, Developed financial literacy on treasury and FX management, Expertise on current solutions on treasury and FX management, Overall understanding of the typical CFO stack (e. g. ERP), Able to create a motion where a playbook doesn’t exist yet, Structured, pragmatic approach, Biased toward high-quality execution, Proven ability to partner tightly with Product and PMM, Balancing revenue goals with product maturity and narrative discipline, Consultative approach with instincts for when to sell (or not), Protecting trust and avoiding low-quality upsells, Comfortable defining ICP/qualification criteria, Measuring outcomes, Operating with Salesforce and forecasting discipline, Able to leverage internal context and relationships to accelerate the back-book-first approach
Nice to Have
EMEA-based
What You'll Do.
Support the launch motion for our wider CFO stack offering
Coordinate the initial commercial rollout
Develop familiarity with the product
Codify how Global Accounts and Reconciliation are positioned and sold
Contribute to a repeatable back-book motion
Identify eligible merchants
Participate in targeted outreach and upsell cycles
Contribute to a smooth onboarding process
Conduct eligibility pre-checks with downstream providers
Enable front-book bundles
Position Global Accounts (and Reconciliation where relevant) within broader Primer new business deals
Prepare the path to standalone Global Accounts selling
Continuously assess product readiness on the market
value differentiation
and competitive context
Partner with RevOps on pricing considerations & deal structuring
Define sales motion required to move beyond a “wedge” use case
Evaluate and progress inbound standalone opportunities
Translate market learning into action
Capture win/loss insights
and product feed structured inputs
Build and own the Global Accounts sales playbook
Develop and iterate a comprehensive Global Accounts sales playbook
Build industry and use-case specific opportunity pipelines
Lead the creation and evolution of sales collateral
Shape and validate the Global Accounts demo experience
Serve as the internal source of truth for how Global Accounts are sold
Drive commercial rigor
Protect merchant trust and CS ownership
Operate within clear guardrails on account engagement
Partner closely with CSMs
Ensure clean handovers and delivery quality
Identify wider opportunities
Position Global Accounts as part of the wider proposition
How You'll Work.
Team & Collaboration
Cross-functional work to develop the customer strategy; Partner with Product, PMM and CS to help identify eligible merchants and participate in targeted outreach and upsell cycles; Partner with RevOps & Support on onboarding merchants; Support core BDMs by positioning Global Accounts (and Reconciliation where relevant) within broader Primer new business deals; Partner with RevOps on pricing considerations & deal structuring; Partner with Product, PMM, and RevOps on translating market learning into action; Partner with Marketing and Product to lead the creation and evolution of sales collateral; Working cross-functionally to ensure the demo experience reflects real customer workflows and value; Partnering closely with CSMs; Partner tightly with Product and PMM
Communication Scope
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
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