operations
Posted Jun 26Revenue Operations Lead
at Affirm
United StatesRemote
Responsibilities
- Own mid-funnel sales lifecycle processes (Discovery → Close), including stage definitions, pipeline hygiene, forecasting inputs, and opportunity management standards
- Drive territory planning, segmentation, account-to-rep mapping, ownership transitions, and ongoing territory hygiene
- Lead process clarity and governance for ISV, Strategic Partnerships, and Marketplace motions, ensuring consistent execution and clean handoffs
- Manage cross-functional initiatives end to end across Sales Leadership, Partnerships, Legal, Product, Analytics, and RevOps
- Support forecasting accuracy and pipeline health by improving mid-funnel data quality and instrumentation
- Own documentation and change management for all mid-funnel, territory, and partnerships processes
Requirements
- The Revenue team drives Affirm’s top-line growth through strategic partnerships, pricing, and go-to-market execution.
- We follow a data-driven approach that combines elements of strategy, systems, process, and analytics to align go-to-market motions across the organization.
- Partner with Business Systems on Salesforce workflows, opportunity layouts, territory rules, and GTM tooling improvements
- BA/BS or equivalent 4-year degree required
- experience with exposure to pipeline management, forecasting, and territory planning
- Proficiency in Salesforce (experience as an administrator is a plus) Hands-on
- experience with territory design — segmentation logic, account scoring, ownership routing, and managing transitions at scale •
- Affirmers in proximal roles have the flexibility to work remotely, but will occasionally be required to work out of their assigned Affirm office.
Experience
- 4+ years of revenue operations or sales operations
Benefits
- Experience designing and documenting end-to-end sales processes — stage definitions, SLAs, territory rules, and operating cadences Pay Grade - J Equity Grade - 5
- Employees new to Affirm typically come in at the start of the pay range. Affirm focuses on providing a simple and transparent pay structure which is based on a variety of factors, including location, experience and job-related skills.
- Base pay is part of a total compensation package that may include equity rewards, monthly stipends for health, wellness and tech spending, and
- benefits (including 100% subsidized medical coverage, dental and vision for you and your dependents.)
- USA base pay range (CA, WA, NY, NJ, CT) per year: $130,000 - $180,000
- USA base pay range (all other U.S. states) per year: $115,000 - $165,000 #LI-Remote
- benefits that are anchored to our core value of people come first. Some key highlights of our benefits package include:
- Health care coverage - Affirm covers all premiums for all levels of coverage for you and your dependents
- Flexible Spending Wallets - generous stipends for spending on Technology, Food, various Lifestyle needs, and family forming expenses
- Time off - competitive vacation and holiday schedules allowing you to take time off to rest and recharge
- ESPP - An employee stock purchase plan enabling you to buy shares of Affirm at a discount
Additional details
- Affirm is reinventing credit to make it more honest and friendly, giving consumers the flexibility to buy now and pay later without any hidden fees or compounding interest.
- We acquire, retain, and expand merchant relationships across eCommerce, in-store, telesales, and the Affirm app.
- The team leads onboarding, relationship management, and performance optimization to help partners succeed.
- We deliver value-added solutions, drive adoption, and support long-term business growth by connecting merchants and consumers through Affirm’s products. About The Team
- We're looking for an experienced, strategic operator to join our Revenue Operations team as a Lead.
- Revenue Operations serves as the backbone of the Revenue organization at Affirm.
- As a Revenue Operations Lead, you will own the mid-funnel operating model — and serve as the primary RevOps partner to Sales, ISV, Strategic Partnerships, and Marketplace teams.
- You'll also take ownership of territory planning and governance, ensuring reps are working the right books with accurate segmentation and clean ownership transitions.
- You'll drive process clarity, pipeline health, forecasting hygiene, and cross-functional governance that make the middle of the funnel predictable, well-documented, and scalable.
- The ideal candidate brings a blend of strategic thinking shaping definitions, operating rhythms, coverage models, and territory design — building process documentation, driving adoption, and resolving cross-functional friction with minimal oversight. What You'll Do