Revenue Operations Lead

About Affirm

Affirm is focused on reshaping consumer credit into something clearer, fairer, and easier to use. Its model lets shoppers buy now and pay later without hidden charges or compounding interest.

About the Revenue Team

The Revenue organization is responsible for growing top-line business through partnerships, pricing, and go-to-market execution. It manages merchant acquisition, retention, and expansion across eCommerce, in-store, telesales, and the Affirm app, while also overseeing onboarding, account relationships, and performance improvement. The team helps merchants grow by delivering value-added solutions and encouraging adoption of Affirm’s products.

About the Team

Affirm is hiring a seasoned, strategic operator to join its Revenue Operations function as a Lead. Revenue Operations acts as the operational foundation for the Revenue organization and uses data, process, systems, strategy, and analytics to align go-to-market activity across teams.

In this role, 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 also lead territory planning and governance so that representatives are assigned the right books of business, segmentation stays accurate, and ownership changes happen cleanly. The role calls for improving process clarity, pipeline health, forecasting discipline, and cross-functional governance to make the middle of the funnel predictable, documented, and scalable. The right person will bring strategic judgment to shape definitions, operating cadences, coverage models, and territory design, while also building documentation, encouraging adoption, and resolving cross-team friction with limited supervision.

Key Responsibilities

• Take ownership of the mid-funnel sales lifecycle from discovery through close, including stage definitions, pipeline hygiene, forecasting inputs, and opportunity management standards.
• Lead territory planning, segmentation, account-to-representative mapping, 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 workstreams from start to finish with Sales Leadership, Partnerships, Legal, Product, Analytics, and Revenue Operations.
• Improve forecasting reliability and pipeline health by strengthening mid-funnel data quality and measurement.
• Create and maintain documentation, and manage change enablement for all mid-funnel, territory, and partnership-related processes.
• Work with Business Systems on Salesforce workflows, opportunity layouts, territory logic, and go-to-market tooling enhancements.
• Work 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 qualification 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; prior administrator experience is considered an advantage.
• Practical experience with territory design, including segmentation logic, account scoring, ownership routing, and managing large-scale transitions.
• Background in creating and documenting end-to-end sales processes, such as stage definitions, SLAs, territory rules, and operating rhythms.

Compensation and Benefits

The role is positioned at Pay Grade J and Equity Grade 4. New hires typically enter at the lower end of the pay band, with compensation influenced by location, experience, and role-specific skills. The base salary range for Canada is $101,000 to $151,000 per year. In addition to base pay, the total package may include monthly stipends for health, wellness, and technology expenses, along with benefits such as fully subsidized medical coverage and dental and vision coverage for employees and dependents. Employees may also be eligible for equity grants through Affirm Holdings, Inc.

Remote Work Model

Affirm operates as a remote-first employer. Most roles can be done from almost anywhere within the country of employment. For proximal roles, remote work is available, though occasional visits to the assigned office may be required. Some positions remain office-based depending on job needs.

Benefits

• Full premium coverage for health care for employees and dependents across all coverage levels.
• Flexible spending wallets with generous allowances for technology, food, lifestyle expenses, and family-forming needs.
• Competitive vacation and holiday time off to support rest and recharge.
• Employee stock purchase plan offering shares of Affirm at a discount.

Accessibility and Legal Notices

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

For roles in the U.S. that could be performed in Los Angeles or San Francisco, qualified applicants with arrest and conviction records will be considered in line with local fair chance ordinances.

Submitting an application confirms that the applicant has reviewed Affirm’s Global Candidate Privacy Notice and consents to the collection, processing, use, and storage of personal information as described there.