Revenue Operations Lead

About the role

The Revenue Operations team at Affirm serves as the backbone of the Revenue organization, combining strategy, systems, process, and analytics to align go-to-market motions. 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 drive territory planning, governance, process clarity, pipeline health, forecasting hygiene, and cross-functional governance to make the middle of the funnel predictable, well-documented, and scalable.

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

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

Pay

USA base pay range (CA, WA, NY, NJ, CT) per year: $130,000 – $180,000

USA base pay range (all other U.S. states) per year: $115,000 – $165,000

Benefits

• Health care coverage — Affirm covers all premiums for all levels of coverage for you and your dependents
• Flexible Spending Wallets — generous stipends for spending on Technology, Food, various Lifestyle needs, and family forming expenses
• Time off — competitive vacation and holiday schedules allowing you to take time off to rest and recharge
• ESPP — An employee stock purchase plan enabling you to buy shares of Affirm at a discount