The opportunity
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.
What you'll do
Own a defined territory and revenue plan. Operate as the general manager of a: portfolio that includes complex, high-growth merchants with up to $300M in total annual sales. Develop the account strategy, prioritization model, pipeline plan, and execution cadence required to achieve signed GMV and revenue targets.
Generate and develop net-new pipeline. Research priority merchants, identify: relevant business and market triggers, and use targeted outbound, partner channels, events, referrals, and internal resources to create qualified opportunities.
Lead executive discovery. Engage founders, C-suite executives, and senior: leaders across Finance, E-commerce, Product, Technology, Operations, and Marketing to understand strategic priorities, operating constraints, customer economics, and decision criteria.
Set the strategy for complex opportunities. Independently determine the: account plan, stakeholder engagement strategy, competitive positioning, internal resource requirements, negotiation posture, and path to close for each opportunity.
Build quantified business cases. Translate merchant data and objectives into: clear recommendations supported by expected conversion, average order value, customer acquisition, repeat purchase, GMV, revenue, unit economics, and operational impact.
Design the merchant solution. Partner with Sales Engineering and Onboarding: to define the appropriate product configuration, integration path, rollout strategy, and customer experience. Lead opportunities that may require customized payment configurations, e-commerce platform integrations, technical solutioning, or multi-entity implementation planning.
What they're looking for
- Navigate complex buying processes. Build champions, map stakeholders, align: economic buyers and technical evaluators, manage procurement, security, legal, and risk requirements, and establish a mutual action plan through decision and signature.
- Lead commercial negotiations. Develop deal strategy, position differentiated: value, handle objections, and negotiate pricing, terms, and partnership structure. Evaluate merchant requirements against expected GMV, revenue, unit economics, implementation complexity, and risk while protecting Affirm’s long-term financial interests.
- Develop recommendations for non-standard partnerships. Use sound commercial: judgment to structure and present recommendations involving custom pricing, contractual terms, product requirements, implementation investments, or other exceptions requiring internal approval.
- Lead cross-functional deal teams. Lead virtual teams without direct authority: by establishing clear owners, operating cadence, decision points, escalation paths, and timelines across Partnerships, Risk, Legal, Implementation, and Merchant Pricing.
