GTM Strategy & Operations Lead (Legal & Field Ops)
About The Position
Affirm’s Revenue team drives top-line growth through strategic partnerships, growth initiatives, and go-to-market execution, supporting merchant relationships across eCommerce, in-store, telesales, and the Affirm app. GTM Strategy & Operations turns product and pricing initiatives into commercially viable, operationally sound go-to-market motions in partnership with Product, Product Marketing, Legal, Rev Ops, and Pricing. As an individual contributor, the Lead owns end-to-end go-to-market operations for a specific product line or segment. The role translates high-level product and pricing inputs into practical plans for field teams, including target lists, account actions, customer segmentation based on contractual and pricing eligibility, and adoption tracking. It also manages an AI contract dashboard and develops tools and playbooks that help field teams execute strategic initiatives.
Requirements
- At least 6 years of experience in business operations, revenue operations, or sales operations.
- Track record of owning a go-to-market motion or customer-facing initiative end to end, from rollout through adoption, within a defined scope.
- Experience working cross-functionally with teams such as Product, Product Marketing, Client Success, Sales, Analytics, Legal, or Pricing.
- Ability to translate product and pricing strategy into practical field-ready execution.
- Analytical ability to use adoption and performance data to determine next steps.
- Clear, action-oriented written and verbal communication skills.
- Ability to work effectively in ambiguity and move quickly without waiting for direction on the approach.
- Familiarity with merchant, payments, or SaaS sales motions.
- Experience using SQL to query, manipulate, and analyze data for business insights and decision-making.
- Demonstrated experience using AI tools to improve workflows, automate processes, and drive efficiency, including understanding how to apply and validate AI-generated outputs.
Nice To Haves
- Experience in FinTech, SaaS, or another high-growth environment.
Responsibilities
- Own go-to-market operations for field teams executing strategic initiatives, including customer segmentation and legal and pricing operations.
- Translate input from Product, Legal, Risk, Pricing, and other stakeholders into executable processes.
- Manage Affirm’s AI contract dashboard so field teams can understand legal and pricing eligibility for product initiatives.
- Build and maintain tools and playbooks for strategic initiatives, including contract renewal planning, pricing standardization, and new product go-to-market.
- Translate launch objectives, customer value propositions, and analysis into field-facing plans.
- Gather field feedback and turn it into recommendations for cross-functional teams.
- Analyze performance data to identify stalled launches and flag risks early.
Benefits
- 100% subsidized medical coverage for employees and dependents.
- Dental and vision coverage for employees and dependents.
- Monthly stipends for technology, health, and wellness spending.
- Flexible time off and generous holiday calendars.
- Employee stock purchase plan with the ability to buy Affirm stock at a discount.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
