Revenue Operations Lead

Company Overview

Affirm is revolutionizing credit by creating transparent, user-friendly financing options that allow consumers to buy immediately and pay later without hidden fees or compounded interest.

About the Revenue Team

The Revenue team at Affirm drives key top-line growth by managing strategic partnerships, pricing strategies, and go-to-market execution across eCommerce, retail, telesales, and our own app. This team focuses on onboarding, nurturing relationships, and optimizing performance to maximize partner success while connecting merchants and consumers through Affirm's products and solutions.

Role Overview

We seek a seasoned, strategic operator to lead our Revenue Operations team. As the backbone of Affirm's Revenue organization, this team blends strategic planning, systems management, processes, and analytics to synchronize market-facing motions. The Revenue Operations Lead will manage the mid-funnel operational model, collaborating closely with Sales, ISV, Strategic Partnerships, and Marketplace teams to ensure efficient territory management, accurate segmentation, and smooth ownership transitions. The role drives clarity in processes, pipeline monitoring, forecasting discipline, and cross-team governance to create a predictable, scalable sales funnel experience, with minimal supervision.

Key Responsibilities

• Manage mid-funnel sales lifecycle from discovery through close including defining stages, maintaining pipeline quality, and setting forecasting standards.
• Oversee territory design, segmentation, mapping accounts to sales reps, and maintain ongoing territory hygiene.
• Establish clear governance and process definitions for ISV, Strategic Partnerships, and Marketplace sales motions ensuring seamless execution and handoffs.
• Lead end-to-end cross-functional projects involving Sales Leadership, Partnerships, Legal, Product, Analytics, and Revenue Operations teams.
• Enhance forecasting accuracy and pipeline health by improving data quality and instrumentation in the mid-funnel stage.
• Document and manage changes to processes governing mid-funnel operations, territories, and partnerships.
• Collaborate with Business Systems teams to optimize Salesforce workflows, opportunity layouts, territory rules, and GTM tooling.
• Work with Revenue Enablement to deliver training on process changes, territory adjustments, and tool adoption.

Qualifications

• Bachelor's degree or equivalent four-year educational credential required.
• Minimum of 4 years experience in revenue or sales operations, with strong background in pipeline management, forecasting, and territory planning.
• Proficient in Salesforce; experience as an administrator is beneficial.
• Solid expertise in territory design, including segmentation logic, account scorecards, routing ownership, and managing transitions at scale.
• Experienced in designing and documenting comprehensive sales processes, including stage definitions, SLAs, territory guidelines, and operational rhythms.

Compensation and Benefits

Affirm offers a transparent pay structure influenced by location, experience, and skills, with base salary ranging from $101,000 to $151,000 annually. Additional compensation may include equity awards, monthly stipends for health and technology, and comprehensive benefits covering 100% of medical, dental, and vision premiums for employees and their dependents.

Work Environment

Affirm embraces a remote-first culture, enabling employees to work from most places within their country of employment. Occasionally, some roles might require presence at Affirm offices based on job responsibilities.

Employee Benefits

• Comprehensive health coverage for employees and dependents without premiums.
• Generous flexible spending accounts for technology, food, lifestyle, and family-forming expenses.
• Competitive vacation and holiday allowances to ensure proper rest.
• Employee Stock Purchase Plan enabling discounted Affirm share purchases.

Equal Opportunity and Accommodations

Affirm is committed to inclusive hiring practices and offers accommodations for candidates with disabilities during the interview process. For U.S.-based roles in specific cities, Affirm complies with local fair chance hiring ordinances regarding applicants with arrest and conviction histories.

Privacy Notice

Applicants acknowledge and consent to Affirm's Global Candidate Privacy Notice regarding the handling of personal information during the hiring process.