Revenue Operations Lead

About Affirm

Affirm is reshaping consumer credit to be more transparent and consumer-friendly, offering buy now, pay later options without hidden fees or compounding interest.

About the Revenue Team

The Revenue team fuels top-line growth through partnerships, pricing strategy, and go-to-market execution. It supports merchant acquisition, retention, and expansion across eCommerce, in-store, telesales, and the Affirm app, while also managing onboarding, relationship health, and performance improvements that help partners grow with Affirm.

About the Revenue Operations Team

Revenue Operations acts as the operational foundation of the Revenue organization. The team uses a data-led mix of strategy, systems, process design, and analytics to align go-to-market motions across the business.

Role Overview

As Revenue Operations Lead, you will own the mid-funnel operating model and act as the main RevOps partner for Sales, ISV, Strategic Partnerships, and Marketplace teams. You will oversee territory planning and governance, making sure reps are working the right accounts, segmentation is accurate, and ownership changes happen cleanly. The role focuses on improving pipeline quality, forecast hygiene, and cross-functional governance so the middle of the funnel is predictable, clearly documented, and scalable. This position calls for strong strategic judgment across definitions, operating rhythms, coverage models, and territory design, along with the ability to build documentation, encourage adoption, and resolve cross-functional issues with limited supervision.

What You Will Do

• Own the processes that move deals through the middle of the sales cycle, from discovery through close, including stage definitions, pipeline cleanliness, forecasting inputs, and opportunity management standards.
• Direct territory planning, segmentation, account-to-rep assignment, ownership changes, and ongoing territory maintenance.
• Set process standards and governance for ISV, Strategic Partnerships, and Marketplace motions so execution stays consistent and handoffs remain clean.
• Run cross-functional initiatives from start to finish with Sales Leadership, Partnerships, Legal, Product, Analytics, and RevOps stakeholders.
• Improve forecasting reliability and pipeline visibility by strengthening mid-funnel data quality and measurement.
• Own process documentation and change management for mid-funnel, territory, and partnership workflows.
• Work with Business Systems on Salesforce workflows, opportunity page design, territory logic, and GTM tooling enhancements.
• Collaborate with Revenue Enablement to train teams on process updates, territory changes, and adoption of new tools.

Requirements

• 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 experience is considered an advantage.
• Practical experience with territory design, including segmentation logic, account scoring, ownership routing, and large-scale transition management.
• Experience creating and documenting 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 are generally placed near the beginning of the salary band, with final pay influenced by location, experience, and job-related skills. The annual base salary range in Canada is CAD 101,000 to CAD 151,000.

Compensation may also include monthly stipends for health, wellness, and technology expenses, plus benefits such as fully subsidized medical coverage, dental and vision coverage for employees and dependents, and possible equity rewards through the parent company. Additional benefits include full premium coverage for health care, flexible spending wallets for technology, food, lifestyle needs, and family-forming expenses, competitive vacation and holiday time, and an employee stock purchase plan at a discount.

Work Style

Affirm operates as a remote-first company. Most roles can be performed from almost anywhere in the country of employment. Some proximate roles may require occasional visits to an assigned office, while a limited number of positions remain office-based because of their responsibilities. The location listed for this role is Windsor, Ontario, Canada.

Additional Information

Affirm is committed to inclusive hiring and offers reasonable accommodations for candidates who need support during the interview process. For certain U.S. positions that could be performed in Los Angeles or San Francisco, qualified applicants with arrest and conviction records will be considered in line with applicable fair chance ordinances. Submission of an application also means you acknowledge receipt of the Global Candidate Privacy Notice and consent to the collection, processing, use, and storage of your personal information as described there.