Principal Account Executive, Corporate at BILL

Job description

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 By replacing outdated financial processes with innovative tools, we help businesses—from startups to established brands—make smarter decisions and gain control of their operations.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. We're remote-first, with office spaces in San Jose, CA and Draper, UT — and opportunities to connect in person when it counts. 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: 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. We’d love to chat if you have: 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. Principal AEs sit at the intersection of BILL’s long-term strategy: expanding up-market, increasing corporate card TPV, and scaling partner-driven distribution. You’ll own some of the most meaningful revenue streams in the business, shape how BILL wins in the enterprise segment, and unlock accelerated career paths as we continue to grow. If you’re motivated by building, influencing, and winning the largest deals in the company, we encourage you to apply. Visa Sponsorship: Please note that this position is not eligible for visa sponsorship. Applicants must have authorization to work in the United States without requiring visa sponsorship now or in the future. This role is eligible to participate in BILL’s sales incentive and equity plans. Our ranges for each role and job level are based on a variety of factors including candidate experience, expertise, and geographic location and may vary from the amounts listed above. The role is also eligible for a competitive benefits package that includes: medical, dental, vision, life and disability insurance, 401(k) retirement plan, flexible spending & health savings account, paid holidays, paid time off, and other company benefits. The On Target Earnings (OTE) range noted below are remote based roles in the specific geographic zone Zone 1: San Francisco Bay Area CA (includes HQ), New York City, Seattle, Los Angeles County $284,600 — $356,100 USD Zone 2: CA (Non San Francisco Bay Area and Los Angeles County), Austin TX, Massachusetts $256,100 — $320,500 USD Zone 3: Utah (includes Utah office), Dallas TX, Houston TX, Florida, North Carolina, Illinois, Colorado, Arizona, Georgia, Oregon, Pennsylvania $241,800 — $302,600 USD What’s in it for you? Redefining how businesses automate their work is a fast-paced, exciting, and fun environment. But we also have benefits and perks to ensure the magic isn’t only experienced by our customers, but by our employees as well. Here is a preview of some of the amazing benefits here at BILL: 100% paid employee health, dental, and vision plans (choose HMO, PPO, or HDHP) 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 And much more Don’t believe us? Check out our culture, benefits, and teams on our career site , LinkedIn Life , or YouTube pages. BILL is an Equal Opportunity Employer. We believe our best ideas come from the unique stories, perspectives, and experiences of our team members. We welcome people of all backgrounds, abilities, and identities to bring their authentic selves and contribute to our culture. We are committed to a transparent, inclusive hiring process that reflects our values. If you need accommodations at any stage, please contact interviewaccommodations@hq.bill.com . To ensure a fair evaluation, our Candidate Integrity Policy prohibits the use of unapproved external assistance, including generative AI, during live interviews or assessments. Doing so will result in a review and potential disqualification. Our Applicant Privacy Notice describes how BILL treats the personal information it receives from applicants.

Requirements

Must-haves

Innovate with purpose
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.
Make your impact within a rapidly growing Fintech Company:
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.
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.
If you’re motivated by building, influencing, and winning the largest deals in the company, we encourage you to apply.
Redefining how businesses automate their work is a fast-paced, exciting, and fun environment. But we also have benefits and perks to ensure the magic isn’t only experienced by our customers, but by our employees as well.
Here is a preview of some of the amazing benefits here at BILL:
100% paid employee health, dental, and vision plans (choose HMO, PPO, or HDHP)
HSA & FSA accounts

Nice-to-haves

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Benefits

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Dental

Vision

401(K)

Paid Time Off

Wellness