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, growth initiatives, 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 GTM Strategy & Operations takes product and pricing initiatives and creates commercially viable, operationally sound go-to-market motions. We partner with Product, Product Marketing, Legal, Rev Ops, and Pricing to design rollout groups, coordinate implementation, and equip the field , CSMs, AEs, and TAMs , with the processes they need to create world-class go-to-market.
As an individual contributor, the Lead owns the go-to-market operations for a specific product line or segment end to end. You're handed the objective and you decide how to execute: building the target lists, assigning appropriate account actions, segmenting customers by contractual and pricing eligibility, and tracking adoption. You turn high-level product and pricing inputs into a plan a rep can actually execute.
Responsibilities:
- Own go-to-market operations for field teams executing on strategic initiatives , segmenting potential customers and managing the legal and pricing operations.
- Turn inputs from cross-functional stakeholders like Product, Legal, Risk, and Pricing into an executable process.
- Manage Affirm’s first-in-class AI contract dashboard for field teams to understand legal and pricing eligibility for product initiatives.
- Build and maintain the tools and playbooks the field needs for strategic initiatives, including contract renewal planning, pricing standardization, and new product GTM.
- Fluently navigate different perspectives on the same launch , the exec "why it matters," the customer value proposition, and the field-facing analysis.
- Sit close to the field, and turn what you hear into recommendations for cross-functional teams.
- Analyze performance data to find where a launch is stalling, and flag risks early.
Requirements:
- 6+ years of experience in business operations, revenue or sales operations, ideally in FinTech, SaaS, or another high-growth environment.
- A track record of owning a go-to-market motion or customer-facing initiative end to end, rollout through adoption, within a defined scope.
- You've been handed vague "go make this work" instructions, then built a solution that resonated with stakeholders and customers.
- Experience working cross-functionally with Product, PMM, Client Success, Sales, Analytics, Legal, or Pricing.
- Comfort translating product and pricing strategy into practical, field-ready execution.
- Solid analytical instincts: you use adoption and performance data to decide what to do next, not just to report what happened.
- Clear, action-oriented writing and speaking.
- You do your best work in ambiguity and move fast without waiting to be told the approach.
- Familiarity with merchant, payments, or SaaS sales motions is a must-have.
- Experience using SQL to query, manipulate, and analyze data to support business insights and decision-making.
- Demonstrated experience leveraging AI tools to improve workflows, automate processes, and drive efficiency, with an understanding of how to apply and validate AI-generated outputs.
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 - K Equity Grade - 4 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 monthly stipends for health, wellness and tech spending, and benefits (including 100% subsidized medical coverage, dental and vision for you and your dependents).
CAN base pay range per year: $117,000 - $167,000