Director of Platform Sales

Affirm; New York (NY); Remote; USD 180,000 - 240,000; Full time

Benefits offered by this job

Remote-first compensation

Spending Wallets: tech, food, family

Supportive employee communities

Remote-first Workforce: work from home

Generous Time Off

Health Benefits

Mental Healthcare

Parental Leave: 18 weeks + transition

Away Days: 20 company-wide days off

Learning & Development

Job summary

Affirm is seeking a Director of Sales to lead four Account Executives focused on signing platform partnerships with ISVs and SaaS providers, expanding our SMB merchant reach. You will shape our high-velocity sales motion, build executive relationships, and drive multi-stakeholder opportunities from prospecting to activation.

You will own complex negotiations, develop scalable sales processes, and align cross-functional teams to shared milestones, delivering measurable business results and

Qualifications

• Channel sales experience required.
• Strategic, hands-on approach to complex deals.
• Experience leading high-performing sales teams.

Responsibilities

• Lead four Account Executives and drive ISV partnerships with SMB merchants.
• Shape go-to-market for platform partnerships and multi-stakeholder deals.
• Own opportunities from creation through signature, integration, launch, and activation.
• Build executive relationships and guide cross-functional teams to milestones.

Skills

Channel sales

Strategic partnerships

Leadership

Forecasting

Negotiation

Relationship building

Multi-stakeholder deals

Fintech/payments

ISV partnerships

SMB market

Job description

• The Revenue team drives Affirms 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 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
• Affirm is looking for an experienced Director of Sales to lead four Account Executives focused on signing platform partnerships, including ISVs and SaaS providers, that expand Affirms reach with SMB merchants
• Reporting to the Senior Director, ISV Partnerships, you will shape our high-velocity sales motion, build executive relationships, lead complex commercial opportunities, and translate strategy into measurable business results
• Lead, coach, and develop four Account Executives, creating clear accountability for performance while strengthening individual execution and team culture
• Define and evolve Affirms ISV go-to-market strategy, including where we focus, how we cover the market, and how we win and scale ISV partnerships
• Own outcomes from opportunity creation through signature, integration, launch, and early merchant activation. Hold cross-functional partners accountable to shared milestones and resolve escalations
• Lead strategic platform opportunities and complex negotiations, building executive relationships, setting the narrative, surfacing risks early, and helping the team navigate multi-stakeholder deals
• Bring rigor to prospecting, pipeline management, forecasting, and deal strategy to improve execution and accelerate growth
• Represent the platform ecosystem internally, bringing partner insights, merchant needs, and competitive trends into commercial strategy, product development, and roadmap decisions
• Own talent planning, hiring, and team calibration to build and sustain a high-performing sales organization

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

Channel sales experienceA strategic, hands-on approach, with the ability to lead complex deals while building scalable sales processes10+ years of sales experience, including at least 5 years leading high-performing sales teamsExcellent communication, negotiation, and relationship-building skillsExperience in fintech or payments. Experience in embedded finance and/or BNPL is a plusDeep expertise hunting and closing new business across complex, multi-stakeholder organizationsA proven record of consistently exceeding revenue goals in high-growth environmentsDemonstrated strength in coaching, team building, and performance managementExperience selling to ISVs, software providers, vertical SaaS companies, or similar platform businessesA strong understanding of the SMB market and platform-based ecosystems