Revenue Operations Lead

About Affirm

Affirm is transforming the way people access credit by creating a more transparent, consumer-friendly alternative that lets shoppers pay over time without hidden charges or compounding interest.

About the Revenue Team

The Revenue organization is responsible for driving Affirm’s top-line expansion through partnerships, pricing, and go-to-market execution. It focuses on bringing in, keeping, and growing merchant relationships across eCommerce, in-store, telesales, and the Affirm app. The team manages onboarding, account relationships, and performance improvement to help partners succeed while encouraging product adoption and long-term growth.

About the Revenue Operations Team

Affirm is seeking an experienced operator to join its Revenue Operations function as a Lead. Revenue Operations acts as the foundation for the Revenue organization and uses data, strategy, systems, process, and analytics to align go-to-market activities across the business.

In this role, you will oversee the mid-funnel operating model and act as the main RevOps partner to Sales, ISV, Strategic Partnerships, and Marketplace teams. You will also lead territory planning and governance, making sure representatives are assigned the correct books, segmentation is accurate, and ownership changes are handled cleanly. The position calls for someone who can strengthen process clarity, pipeline health, forecasting discipline, and cross-functional governance so the middle of the funnel becomes predictable, documented, and scalable. Success in this role requires strategic judgment in defining operating rhythms, coverage models, and territory design, along with the ability to create process documentation, encourage adoption, and resolve friction across teams with limited supervision.

Key Responsibilities

• Take ownership of mid-funnel sales lifecycle processes from discovery through close, including stage definitions, pipeline hygiene, forecasting inputs, and opportunity management standards.
• Lead territory planning and governance, including segmentation, account-to-representative mapping, ownership changes, and ongoing territory maintenance.
• Bring structure and governance to ISV, Strategic Partnerships, and Marketplace workflows so execution stays consistent and handoffs remain clean.
• Coordinate cross-functional programs from start to finish with Sales Leadership, Partnerships, Legal, Product, Analytics, and Revenue Operations.
• Strengthen forecasting reliability and pipeline health by improving mid-funnel data quality and measurement.
• Own documentation and change-management efforts for mid-funnel, territory, and partnership processes.
• Work with Business Systems to improve Salesforce workflows, opportunity page layouts, territory rules, and go-to-market tooling.
• Partner with Revenue Enablement to train teams on new processes, territory updates, and tool adoption.

Qualifications

• A bachelor’s degree or equivalent four-year degree is required.
• At least 4 years of experience in revenue operations or sales operations, with exposure to pipeline management, forecasting, and territory planning.
• Strong working knowledge of Salesforce; administrator-level experience is considered an advantage.
• Practical experience with territory design, including segmentation logic, account scoring, ownership routing, and scaling transitions.
• Proven ability to design and document full sales processes, including stage definitions, SLAs, territory rules, and operating cadences.

Compensation and Benefits

The role is assigned Pay Grade J and Equity Grade 4. New hires typically start at the beginning of the pay band, and compensation is determined using factors such as location, experience, and role-related skills. The base salary range in Canada is CAD 101,000 to CAD 151,000 per year.

Base compensation is part of a broader package that may include monthly stipends for health, wellness, and tech expenses, along with benefits such as fully subsidized medical coverage and dental and vision coverage for employees and their dependents. Eligible employees may also receive equity awards through Affirm Holdings, Inc.

Work Model

Affirm operates as a remote-first company. Most roles can be performed from almost anywhere within the country of employment. Some proximal roles allow remote work with occasional visits to the assigned office, while a smaller number of positions remain office-based because of the nature of the work.

Benefits Highlights

• Medical coverage with all premiums covered for employees and their dependents at every coverage level.
• Flexible spending wallets with generous allowances for technology, food, lifestyle expenses, and family-forming costs.
• Competitive vacation and holiday time to support rest and recharge.
• Employee stock purchase plan that allows shares to be purchased at a discount.

Additional Information

Affirm is committed to offering an inclusive interview experience and can provide reasonable accommodations to candidates who need individualized support during hiring.

For roles that could be based in Los Angeles or San Francisco, the company will consider qualified applicants with arrest and conviction records in accordance with applicable fair chance laws.

By submitting an application, candidates acknowledge that they have reviewed Affirm’s Global Candidate Privacy Notice and consent to the collection, processing, use, and storage of their personal information as described there.