Revenue Operations Lead

About Affirm

Affirm is building a more transparent approach to credit, focused on giving consumers flexible ways to pay over time without hidden charges or compounding interest.

About the Revenue Team

The Revenue function is responsible for driving 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. The team manages onboarding, relationship care, and performance improvement so partners can grow successfully while creating value for consumers and merchants through Affirm’s offerings.

About the Role

Affirm is hiring an experienced and strategic Revenue Operations Lead to join the Revenue Operations team. This team acts as the operational foundation for the revenue organization and uses data, process, systems, and analysis to align go-to-market activity across the business.

In this role, you will own the mid-funnel operating model and act as the key RevOps partner for Sales, ISV, Strategic Partnerships, and Marketplace teams. You will also lead territory planning and governance, making sure sales reps are aligned to the right accounts, segmentation is accurate, and ownership handoffs are handled cleanly. The role focuses on improving pipeline health, forecasting quality, process clarity, and cross-functional governance so that the mid-funnel remains measurable, repeatable, and scalable. The ideal candidate is comfortable shaping operating rhythms, coverage models, territory structures, and process documentation, while also driving adoption and resolving cross-team friction with limited supervision.

What You’ll Do

• Own the sales process across the middle of the funnel, from discovery through close, including stage definitions, pipeline cleanliness, forecasting inputs, and opportunity management standards.
• Lead territory planning work, including segmentation, account-to-rep mapping, ownership transitions, and ongoing territory maintenance.
• Set governance and process clarity for ISV, Strategic Partnerships, and Marketplace motions so execution stays consistent and handoffs remain clean.
• Run cross-functional initiatives end to end with teams across Sales Leadership, Partnerships, Legal, Product, Analytics, and Revenue Operations.
• Improve forecasting accuracy and pipeline visibility by strengthening data quality and instrumentation across the mid-funnel.
• Own documentation and change management for mid-funnel, territory, and partnership-related processes.
• Work with Business Systems on Salesforce workflows, opportunity layouts, territory rules, and go-to-market tooling enhancements.
• Collaborate with Revenue Enablement to train teams on process updates, territory changes, and tool adoption.
• Partner with stakeholders to reduce operational friction and keep execution aligned across revenue motions.

What We’re Looking For

This role calls for someone who combines strategic thinking with strong execution. You should be able to define operating models, improve process design, and manage change across multiple teams.

• A bachelor’s degree or a comparable 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; administration experience is an added advantage.
• Practical experience with territory design, including segmentation logic, account scoring, routing, and large-scale ownership transitions.
• Experience building and documenting full sales processes such as stage definitions, SLAs, territory rules, and operating cadences.

Compensation and Benefits

Pay Grade: J
Equity Grade: 4

Affirm states that new employees are usually placed near the beginning of the salary band, with compensation determined by location, experience, and job-related skills.

Base salary range for Canada: $101,000 to $151,000 per year.

In addition to base pay, the package may include monthly allowances for health, wellness, and technology spending, along with benefits such as fully subsidized medical coverage and dental and vision plans for employees and dependents. Employees may also be eligible for equity rewards through Affirm Holdings, Inc.

Benefits

• Full medical coverage premiums are paid by Affirm for employees and dependents at all coverage levels.
• Flexible Spending Wallets provide stipends for technology, food, lifestyle needs, and family-forming expenses.
• Time off is competitive, with vacation and holiday schedules designed to support rest and recovery.
• The employee stock purchase plan allows employees to buy Affirm shares at a discount.

Remote Work

Affirm operates as a remote-first organization, and most positions can be performed from almost anywhere within the country of employment. Some proximal roles may allow remote work but occasionally require visits to an assigned Affirm office. A smaller number of positions remain office-based because of role requirements.

Equal Opportunity and Accommodations

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

Legal and Privacy Notice

Candidates acknowledge that by submitting an application, they have reviewed Affirm’s Global Candidate Privacy Notice and consent to the collection, processing, use, and storage of personal information as described in that notice. For certain U.S. locations, qualified applicants with arrest and conviction records will be considered in line with local fair chance hiring requirements.