GTM Strategy & Operations Lead (Legal & Field Ops)

Affirm; Ottawa; Remote; CAD 100,000 - 170,000; Full time

Benefits offered by this job

Remote-first compensation structure

Tech Wallets

Health benefits

Parental Leave

Away Days

Learning & Development

Job summary

Affirm, Inc. is seeking an experienced Lead, GTM Operations to own go-to-market operations for a product line end to end.

You will translate cross-functional inputs into executable field-ready plans, segment customers, and track adoption across eCommerce, in-store, telesales, and the Affirm app. The role requires 6+ years in revenue, sales, or business operations, with a track record of owning go-to-market initiatives.

Qualifications

• 6+ years of experience in business operations, revenue or sales operations.
• Familiarity with merchant, payments, or SaaS sales motions.
• Experience using AI tools to improve workflows and automate processes.
• Clear, action-oriented writing and stakeholder communication.
• Own go-to-market motion end-to-end within a defined scope.

Responsibilities

• Own go-to-market operations for a specific product line or segment end to end.
• Turn inputs from Product, Legal, Risk, and Pricing into an executable process.
• Analyze performance data to identify launches at risk and potential optimizations.
• Build and maintain playbooks and dashboards for field teams and pricing eligibility.

Skills

Go-to-market ops

Cross-functional

AI in workflows

Analytical thinking

Pricing strategy

Tools

SQL

Job description

• The Revenue team drives Affirms top-line growth through strategic partnerships, growth initiatives, and go-to-market execution. We acquire, retain, and expand merchant relationships across eCommerce, in-store, telesales, and the Affirms 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 Affirms products
• 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 operations for a specific product line or segment end to end
• You’re handed the objective and you decide how to execute: building the target lists, assigning appropriate account actions, segmenting customers by contractual and pricing eligibility, and tracking adoption. You turn high-level product and pricing inputs into a plan a rep can actually execute
• Own go-to-market operations for field teams executing on strategic initiatives — segmenting potential customers and managing the legal and pricing operations
• Turn inputs from cross-functional stakeholders like Product, Legal, Risk, and Pricing into an executable process
• Manage Affirms first-in-class AI contract dashboard for field teams to understand legal and pricing eligibility for product initiatives
• Build and maintain the tools and playbooks the field needs for strategic initiatives, including contract renewal planning, pricing standardization, and new product GTM
• Fluently navigate different perspectives on the same launch — the exec “why it matters,” the customer value proposition, and the field-facing analysis
• Sit close to the field, and turn what you hear into recommendations for cross-functional teams
• Analyze performance data to find where a launch is stalling, and flag risks early

Benefits

• Compensation: We have a simple, flexible, and transparent remote-first compensation structure so you can make the best decisions for yourself and your family
• Spending Wallets: Access tech, food, lifestyle, and family planning wallets for your expenses
• Supportive Communities: Get involved with our employee resource groups and community groups
• Remote-first Workforce: If your role is remote, you can set up shop anywhere in your home country
• Generous Time Off: Take the time you need when life happens
• Health Benefits: Get a plan that fits your needs
• Mental Healthcare: Take care of your mind with great mental health programs
• Parental Leave: Birth and non-birth parents get 18 weeks’ paid leave. Plus, a 4-week return-to-work transition program, at full base pay
• Away Days: We offer 20 company-wide paid days off—which help our teams collectively pause to recharge
• Learning & Development: Engage in exciting learning programs to level up your growth

Comfort translating product and pricing strategy into practical, field-ready executionExperience working cross-functionally with Product, PMM, Client Success, Sales, Analytics, Legal, or PricingSolid analytical instincts: you use adoption and performance data to decide what to do next, not just to report what happenedFamiliarity with merchant, payments, or SaaS sales motions is a must-have6+ years of experience in business operations, revenue or sales operations, ideally in FinTech, SaaS, or another high-growth environmentYou do your best work in ambiguity and move fast without waiting to be told the approachDemonstrated experience leveraging AI tools to improve workflows, automate processes, and drive efficiency, with an understanding of how to apply and validate AI-generated outputsYou’ve been handed vague “go make this work” instructions, then built a solution that resonated with stakeholders and customersClear, action-oriented writing and speakingA track record of owning a go-to-market motion or customer-facing initiative end to end, rollout through adoption, within a defined scopeExperience using SQL to query, manipulate, and analyze data to support business insights and decision-making