市场拓展策略与运营负责人
GTM Strategy & Operations Lead
在Affirm，我们为那些重要的时刻而存在——为人们提供清晰、可预测的分期付款方式，没有隐藏费用、没有意外，也不会在最重要的事情上做出妥协。
关于收入团队
收入团队通过战略合作伙伴关系、定价和市场进入策略推动Affirm的营收增长。我们通过电商、门店、电话销售和Affirm应用来获取、保留并拓展商户关系。该团队负责客户入职、关系管理及绩效优化，帮助合作伙伴取得成功。我们通过Affirm的产品连接商户和消费者，提供增值服务，推动采用率，并支持长期业务增长。
关于该职位
市场进入策略与运营将产品和定价计划转化为具有商业可行性和操作性的市场进入策略。我们与产品、产品营销、法律、收入运营和定价团队合作，设计推出小组，协调实施，并为现场团队（客户成功经理、客户经理和技术客户经理）提供他们需要的流程，以打造世界级的市场进入策略。作为个人贡献者，该职位的负责人将全权负责特定产品线或细分市场的市场进入。你将获得目标（“推动这一新功能的采用”），然后决定如何实现：推出计划、赋能措施、追踪方式。你将把半成型的产品和定价输入转化为一个销售人员可以实际执行的计划。
你将负责的工作
- 全面负责某个产品线或细分市场的市场进入——包括推出设计、赋能和你所推动的采用目标。
- 将来自跨职能利益相关者（如产品、定价和产品营销）的输入转化为连贯的市场进入策略，并跟踪采用情况与目标的对比。
- 熟练处理同一发布中的不同视角——高管的“为什么重要”，客户的价值主张，以及销售人员的相信理由。
- 建立并维护现场所需的材料、流程和手册。
- 与现场保持紧密联系，并将听到的信息转化为对产品营销的建议。
- 分析绩效数据，找出发布过程中停滞的地方，并提前标记风险。
我们寻找的人选
- 6年以上市场进入策略、产品营销、收入或销售运营经验，最好是在金融科技、SaaS或其他高增长环境中。
- 有全面负责市场进入策略或产品线的经验，从推出到采用，在定义的范围内完成整个过程。
- 你曾被赋予模糊的“去实现这个”任务，但最终成功将其转化为具体的行动计划。
查看英文原文
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, 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.
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 for a specific product line or segment end to end. You're handed the objective ("drive adoption for this new feature") and you decide how: the rollout plan, the enablement, the tracking. You turn half-formed product and pricing inputs into a plan a rep can actually execute.
What You'll Do
- Own the go-to-market for a product line or segment end to end — rollout design, enablement, and the adoption target you're driving toward.
- Turn inputs from cross-functional stakeholders like Product, Pricing, and PMM into a coherent GTM strategy, and track adoption against goal.
- Fluently navigate different perspectives on the same launch — the exec "why it matters," the customer value proposition, and the rep's reasons to believe.
- Build and maintain the materials, processes, and playbooks the field needs.
- Sit close to the field, and turn what you hear into recommendations for Product Marketing.
- Analyze performance data to find where a launch is stalling, and flag risks early.
What We Look For
- 6+ years of experience in go-to-market strategy, product marketing, revenue or sales operations, ideally in FinTech, SaaS, or another high-growth environment.
- A track record of owning a go-to-market motion or product line 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 fintech ecosystems is a must-have.
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). In addition, the employees may be eligible for equity rewards offered by Affirm Holdings, Inc. (parent company).
CAN base pay range per year: $117,000 - $167,000
This posting is for an existing vacancy.
#LI-Remote
Remote-first with flexibility built in
Affirm is proud to be a remote-first company. Most roles can be done from almost anywhere within the country of employment. Some positions may occasionally require in-person work at an Affirm office, and a few are office-based due to the nature of the work. All new hires will be invited to attend an in-person onboarding experience.
Benefits designed for you
Our benefits reflect our commitment to care, transparency, and flexibility. Here are a few highlights:
- 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.
We’re committed to providing an inclusive interview process, including accommodations for candidates with disabilities. If you need support, we’re happy to help.
For positions based in San Francisco or Los Angeles: Affirm considers qualified applicants with arrest and conviction records, as required by law.
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