Description
At Affirm, we exist for the moments that matter,giving people a clear, predictable way to pay over time, with no hidden fees, no surprises, and no tradeoffs on what matters most.
About the Revenue Team: The Revenue team drives Affirm’s top-line growth through strategic partnerships, pricing, and go-to-market execution. 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.
About the Role: We’re looking for a Director, Enterprise Retail Sales to lead a team of Account Executives responsible for some of Affirm’s most strategic retail opportunities across fashion, beauty, apparel, sporting goods, electronics, furniture, and other lifestyle categories. Reporting to the Senior Director of Enterprise Retail Sales, this leader will lead a senior sales team while remaining hands-on in complex commercial opportunities.
Responsibilities:
- Lead, coach, and develop a team of senior Account Executives, setting clear expectations and driving accountability, performance, and consistent execution against team goals
- Own team performance across pipeline health, forecast accuracy, deal progression, merchant acquisition and expansion, and revenue outcomes
- Coach through complex, strategic opportunities, helping AEs build business cases, navigate stakeholder dynamics, structure commercial solutions, and negotiate effectively
- Build trusted relationships with senior leaders at major retail merchants and engage directly in high-priority opportunities where executive involvement can help move the business forward
- Shapes and evolves Enterprise Retail GTM strategy and objectives with senior leadership including account planning, territory management, pipeline reviews, sales planning, and operating discipline
- Drive commercial and operational outcomes by partnering across Product, Client Success, Marketing, Finance, Legal, and RevOps to maintain shared accountability for key milestones, resolve escalations, and influence company-level initiatives
- Drive operational excellence and sales effectiveness by leveraging data, AI, and modern tools to bring structure and innovation to planning, pipeline management, forecasting, and deal strategy
- Travel as needed for merchant meetings, deal support, industry events, and team gatherings
Requirements:
- 10+ years of experience in enterprise sales, strategic partnerships, or commercial leadership, including significant experience leading senior sales teams in complex, high-growth environments
- Demonstrated experience directly managing and developing senior, quota-carrying Account Executives
- Proven success leading teams through large, complex sales cycles involving executive stakeholders, commercial negotiations, and significant cross-functional coordination
- Strong alignment with Affirm’s mission and a clear understanding of the value Affirm delivers to merchants and consumers
- Experience selling to large retail merchants, ideally in payments, fintech, commerce, or another complex solution-selling environment
- Strong judgment, communication, and executive presence, with the ability to build trust and influence C-level merchant stakeholders and senior internal partners
- Track record of developing high-performing sales talent, improving performance, and creating consistent operating discipline across a team
- Proficiency with data, AI, automation, and modern sales tools to improve sales effectiveness and decision-making
Benefits:
- Health coverage at no cost: We cover 100% of premiums for employees and their dependents.
- Spending stipends: Monthly stipends support your tech setup, and the ability to choose health and wellness options that are right for you.
- Time off to recharge: Flexible time off and generous holiday calendars help you rest when you need to.
- Own a piece of what you build: Our employee stock purchase plan (ESPP) lets you buy Affirm stock at a discount.
Pay Grade - M Equity Grade - 12 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. For sales roles, the range provided is the role’s On Target Earnings (OTE) range, which includes the annual base pay and the sales incentive target. USA On Target Earnings (CA, WA, NY, NJ, CT) per year: $370,000 - $490,000 USA On Target Earnings (all other U.S. states) per year: $328,000 - $448,000