Revenue Operations Lead

About Affirm and the Revenue Team

Affirm is dedicated to providing consumers with clear and predictable payment options without hidden fees or compromises, focusing on meaningful moments. The Revenue team is instrumental in driving top-line growth by managing strategic partnerships, pricing, and execution across multiple channels including eCommerce, in-store, telesales, and the Affirm app. This team handles partner onboarding, relationship management, and continuous performance optimization to facilitate mutual success for merchants and Affirm.

Role Overview

The Revenue Operations Lead will serve as a strategic and operational leader within the Revenue Operations team, a critical support function that integrates data-driven strategy, process design, systems, and analytics to synchronize go-to-market operations. This role focuses on managing the mid-funnel sales process and acting as the primary operations partner across sales divisions including Sales, ISV, Strategic Partnerships, and Marketplace teams.

Key Responsibilities

• Manage end-to-end middle-of-funnel sales lifecycle processes, including setting clear sales stage definitions, ensuring pipeline cleanliness, maintaining forecasting integrity, and standardizing opportunity management.
• Lead territory planning and maintenance including segmentation, mapping accounts to representatives, managing ownership transitions, and ongoing data hygiene.
• Establish and enforce process governance for ISV, Strategic Partnerships, and Marketplace workflows, ensuring consistent application and seamless handoffs.
• Oversee cross-departmental projects involving Sales Leadership, Partnerships, Legal, Product Management, Analytics, and Revenue Operations.
• Enhance forecasting precision and pipeline health through improved data quality and measurement of mid-funnel activity.
• Create, maintain, and manage documentation for all middle-funnel, territory, and partnership procedures and changes.
• Collaborate with Business Systems teams to optimize Salesforce workflows, opportunity layouts, territory configurations, and general go-to-market tooling.
• Work with Revenue Enablement to educate teams on updates to processes, territory assignments, and tool usage.

Qualifications

• Bachelor’s degree or equivalent four-year degree required.
• At least four years of experience in revenue or sales operations with direct involvement in pipeline management, forecasting, and territory design.
• Proficient in Salesforce; administrative experience is a plus.
• Demonstrated experience with territory design including segmentation approaches, account scoring techniques, routing ownership, and managing ownership handoffs at scale.
• Skilled in designing, documenting, and implementing comprehensive sales processes such as stage definitions, SLAs, territory rules, and operational cadences.

Compensation and Benefits

Base salary range in Canada: $101,000 - $151,000 annually. Compensation is transparent and based on factors such as location, experience, and relevant skills. In addition to base pay, Affirm offers monthly stipends for health, wellness, and technology expenses. Medical, dental, and vision insurance are fully subsidized for employees and their dependents. Equity opportunities are available through parent company Affirm Holdings, Inc. Affirm embraces a remote-first philosophy, with occasional in-office attendance required for some positions and new hire onboarding.

Additional Benefits

• Full premium coverage for health benefits for employees and dependents.
• Monthly stipends to support technology and wellness choices.
• Flexible paid time off and generous holidays to facilitate rest and balance.
• Employee stock purchase plan enabling purchase of Affirm shares at a discount.

Diversity and Inclusion

Affirm is committed to an inclusive hiring process and will provide accommodations for candidates with disabilities. Candidates from San Francisco or Los Angeles with arrest or conviction records are considered in compliance with applicable laws.

Privacy Notice

By applying, candidates acknowledge and consent to Affirm's Global Candidate Privacy Notice and the use of their personal information as described therein.