高级总监，关键客户与企业销售
Senior Director, Key & Enterprise Sales
在Affirm，我们为那些重要的时刻而存在——让人们以清晰、可预测的方式分期付款，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、定价和市场进入执行来推动Affirm的营收增长。我们在电商、门店、电话销售和Affirm应用中获取、保留并扩展商户关系。该团队负责入职、关系管理及绩效优化，帮助合作伙伴取得成功。通过连接商户和消费者，我们提供增值服务，推动采用率，并通过Affirm的产品支持长期业务增长。
关于该职位
我们正在寻找一位高级总监，负责关键与企业零售销售业务，帮助塑造Affirm在零售领域的长期增长。向全球销售副总裁汇报，这位领导者将负责三位销售负责人及其由客户经理组成的团队，并与Affirm一些最具战略意义的商户合作，涵盖时尚、美妆、服饰、运动用品、电子产品、家具及其他生活方式品类。
这位领导者将建立高管关系，指导复杂的商业机会，并将战略转化为可衡量的业务成果。他们将领导一支高影响力的团队，并与其他部门合作，帮助Affirm赢得、推出并增长战略商户关系。
你将负责的工作
- 为Affirm的关键与企业零售销售组织设定愿景、策略和运营方向，围绕优先事项、投资决策和市场定位，协调销售领导和跨职能合作伙伴
- 对管道健康状况、预测准确性、交易进展、商户上线、账户扩展和营收结果等业务表现负责
- 与主要零售商户的高层建立信任关系，并从商业方案到合同谈判全程主导复杂的商业机会
- 通过区域设计、账户规划、销售规划、管道审查和运营纪律来制定并扩大市场进入策略，与产品、合作伙伴、客户成功、营销、财务、法务、RevOps及领导层合作，提升Affirm赢得并增长战略账户的方式
- 实践性地应用AI、自动化、数据和现代销售工具，以提高规划、决策、洞察生成和团队生产力，包括Salesforce、Gong、Google Workspace、N
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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
We’re looking for a Senior Director, Key & Enterprise Retail Sales to lead this business and help shape Affirm’s long-term growth in retail. Reporting to the VP of Global Sales, this leader will oversee three sales leaders and their teams of Account Executives and work with some of Affirm’s most strategic merchants across fashion, beauty, apparel, sporting goods, electronics, furniture, and other lifestyle categories.
This leader will build executive relationships, guide complex commercial opportunities, and turn strategy into measurable business results. They will lead a high-impact team and partner across the business to help Affirm win, launch, and grow strategic merchant relationships.
What You’ll Do
- Set the vision, strategy, and operating direction for Affirm’s Key & Enterprise Retail Sales organization, aligning sales leadership and cross-functional partners around priorities, investment decisions, and market positioning
- Own business performance across pipeline health, forecast accuracy, deal progression, merchant launches, account expansion, and revenue outcomes
- Build trusted relationships with senior leaders at major retail merchants and lead complex commercial opportunities end to end, from business case through contract negotiation
- Shape and scale the go-to-market approach through territory design, account planning, sales planning, pipeline reviews, and operating discipline, partnering across Product, Partnerships, Client Success, Marketing, Finance, Legal, RevOps, and leadership to improve how Affirm wins and grows strategic accounts
- Apply AI, automation, data, and modern sales tools in practical ways that improve planning, decision-making, insight generation, and team productivity, including Salesforce, Gong, Google Workspace, Notion, Spekit, and generative AI tools such as ChatGPT and Claude
- Lead and scale a multi-layered sales organization, creating clarity, accountability, and consistent execution across teams supporting Key and Enterprise Retail Sales
- Coach and develop high-performing sales leaders and teams through training, solution selling, written communication, and consistent deal execution, and travel as needed for merchant meetings, deal support, industry events, and team gatherings
What We Look For
- 15+ years of experience in enterprise sales, strategic partnerships, or commercial leadership, including meaningful experience leading leaders in complex, high-growth environments
- Proven success building, scaling, and leading high-performing sales organizations focused on large, strategic accounts across both new business and expansion
- Deep experience selling to large retail merchants, ideally in payments, fintech, commerce, or another complex solution-selling environment
- Executive presence, clear written and verbal communication, and the ability to build trust and influence with C-level external stakeholders and senior internal partners
- Ability to navigate ambiguity, build business cases, and turn strategy into clear execution and measurable results
- Track record of coaching and developing talent, improving performance, building collaborative teams, and driving consistency through clear processes
- Practical fluency with modern sales tools, data, and AI, and the ability to apply them in ways that improve team effectiveness and merchant outcomes and inform cross-functional and executive decisions related to strategy, resource allocation, and market expansion
Qualities of All Affirmers
We look for people who connect their work to Affirm’s strategy and customer impact, bring excellence to their craft, and operate with accountability, sound judgment, and integrity. Strong Affirmers collaborate across teams, communicate clearly, listen with humility, and help build alignment in complex environments. They keep learning, adapt quickly, and raise the bar through curiosity, initiative, and thoughtful experimentation. Leaders at Affirm also build effective teams, develop others, create clarity in times of change, and inspire confidence through transparency and high standards.
Base Pay Grade - P
Equity Grade - 16
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. For sales roles, the range provided is the role’s On Target Earnings ("OTE") range, which includes the annual base pay and the sales incentive target.
Base pay is part of a total compensation package that may include equity rewards, monthly stipends for health, wellness and tech spending, and benefits (including 100% subsidized medical coverage, dental and vision for you and your dependents.)
USA On Target Earnings (CA, WA, NY, NJ, CT) per year: $460,000 - $580,000
USA On Target Earnings (all other U.S. states) per year: $408,000 - $528,000
Please note that visa sponsorship is not available for this position.
#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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