Revenue Operations Lead

Affirm

10d•Remote

About The Position

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. 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. We deliver value-added solutions, drive adoption, and support long-term business growth by connecting merchants and consumers through Affirm’s products. 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. We follow a data-driven approach that combines elements of strategy, systems, process, and analytics to align go-to-market motions across the organization. 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.

Requirements

BA/BS or equivalent 4-year degree required
4+ years of revenue operations or sales operations 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
Experience designing and documenting end-to-end sales processes — stage definitions, SLAs, territory rules, and operating cadences

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
Partner with Business Systems on Salesforce workflows, opportunity layouts, territory rules, and GTM tooling improvements
Partner with Revenue Enablement to train teams on process changes, territory updates, and tooling adoption