Director, Platform Sales

Affirm; Palo Alto (CA); Remote; USD 328,000 - 490,000; Full time

Benefits offered by this job

100% subsidized medical coverage for员工

Monthly tech and wellness stipends

Flexible time off

Employee stock purchase plan (ESPP)

Job summary

Affirm is seeking an experienced Director of Sales to lead four Account Executives focused on signing platform partnerships, including ISVs and SaaS providers, expanding Affirm’s reach with SMB merchants.

You will shape the ISV go-to-market, build executive relationships, own opportunities from creation to close, and drive cross-functional alignment for rapid growth and scalable sales processes.

Qualifications

• 10+ years of sales experience with 5+ years leading high-performing sales teams.
• Proven track record of exceeding revenue goals in high-growth environments.
• Experience in channel sales and selling to ISVs, software providers, or platform businesses.
• Experience in fintech or payments; embedded finance/BNPL is a plus.
• Strong SMB market knowledge and ability to navigate platform ecosystems.
• Demonstrated coaching, team-building, and performance management skills.
• Strategic hands-on approach to lead complex multi-stakeholder deals.
• Excellent communication, negotiation, and relationship-building abilities.

Responsibilities

• Lead, coach, and develop four Account Executives, establishing clear accountability.
• Define and evolve the ISV go-to-market strategy and coverage.
• Own outcomes from opportunity creation to signature, integration, and launch.
• Lead strategic platform opportunities and manage complex negotiations with executives.
• Bring rigor to prospecting, pipeline management, forecasting, and deal strategy.
• Represent partner insights in commercial strategy, product development, and roadmap decisions.
• Own talent planning, hiring, and calibration for a high-performing sales org.

Skills

Sales leadership

Revenue targets

Channel sales

ISV sales

Fintech/payments

SMB market

Coaching

Strategic selling

Negotiation

Job description

At Affi m, 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

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 affirm’s 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.

What You’ll Do

• Lead, coach, and develop four Account Executives, creating clear accountability for performance while strengthening individual execution and team culture.
• Define and evolve affirm’s 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.

What We Look For

• 10+ years of sales experience, including at least 5 years leading high-performing sales teams.
• A proven record of consistently exceeding revenue goals in high-growth environments.
• Deep expertise hunting and closing new business across complex, multi-stakeholder organizations.
• Channel sales experience.
• Experience selling to ISVs, software providers, vertical SaaS companies, or similar platform businesses.
• Experience in fintech or payments. Experience in embedded finance and/or BNPL is a plus.
• A strong understanding of the SMB market and platform-based ecosystems.
• Demonstrated strength in coaching, team building, and performance management.
• A strategic, hands-on approach, with the ability to lead complex deals while building scalable sales processes.
• Excellent communication, negotiation, and relationship-building skills.

Pay Grade

M

Equity Grade

12

Compensation Structure

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

$370,000 - $490,000

USA On Target Earnings (all other U.S. states) per year

$328,000 - $448,000

Visa Sponsorship

Please note that visa sponsorship is not available for this position.

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.