GTM Strategy & Operations Lead (Legal & Field Ops)

Affirm, Inc.; Madison (WI); Remote; USD 128,000 - 205,000; Full time

Benefits offered by this job

Health coverage

Tech stipend

Flexible time off

ESPP

Job summary

Affim is a remote-first company aiming to optimize go-to-market operations for product lines and pricing initiatives. The Lead will drive end-to-end GTM motions, build scalable processes, and enable field teams with robust playbooks and dashboards for effective execution.

You’ll collaborate with Product, Legal, Risk, Pricing, and Revenue colleagues, turning inputs into actionable plans while leveraging AI tools to automate workflows and improve efficiency.

Qualifications

• 6+ years in business operations, revenue or sales operations, ideally in FinTech, SaaS, or a high-growth environment.
• Led go-to-market motion or customer-facing initiative end to end, from rollout to adoption.
• Translating product/pricing strategy into practical field-ready execution.
• Experience working cross-functionally with Product, PMM, Client Success, Sales, Analytics, Legal, or Pricing.
• Strong analytical instincts: use data to decide next steps, not just report.
• Clear, action-oriented writing and speaking.
• Able to work in ambiguity and move fast without waiting for instructions.
• Familiarity with merchant, payments, or SaaS sales motions.
• Experience using SQL to query, manipulate, and analyze data for insights.
• Demonstrated experience leveraging AI tools to improve workflows.

Responsibilities

• Own go-to-market operations for field teams and pricing initiatives.
• Turn cross-functional inputs into an executable process.
• Manage Affim’s AI contract dashboard for pricing eligibility.
• Build and maintain tools and playbooks for strategic initiatives.
• Navigate diverse launch perspectives—from executive rationale to customer value.
• Capture field feedback to inform cross-functional recommendations.
• Analyze performance data and flag risks early.

Skills

Go-to-market strategy

Cross-functional collaboration

SQL

Analytical thinking

Written & verbal communication

Ambiguity tolerance

Payments / SaaS domain knowledge

AI tooling

Job description

At Affim, 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 Affim’s 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 Affim 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 Affim’s products.

About The Role

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.

What You’ll Do

• 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 Affim’s 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.

What We Look For

• 6+ years of experience in business operations, revenue or sales operations, ideally in FinTech, SaaS, or another high-growth environment.
• A track record of owning a go-to-market motion or customer-facing initiative end to end, rollout through adoption, within a defined scope.
• You’ve been handed vague \"go make this work\" instructions, then built a solution that resonated with stakeholders and customers.
• Experience working cross-functionally with Product, PMM, Client Success, Sales, Analytics, Legal, or Pricing.
• Comfort translating product and pricing strategy into practical, field-ready execution.
• Solid analytical instincts: you use adoption and performance data to decide what to do next, not just to report what happened.
• Clear, action-oriented writing and speaking.
• You do your best work in ambiguity and move fast without waiting to be told the approach.
• Familiarity with merchant, payments, or SaaS sales motions is a must-have.
• Experience using SQL to query, manipulate, and analyze data to support business insights and decision-making.
• Demonstrated experience leveraging AI tools to improve workflows, automate processes, and drive efficiency, with an understanding of how to apply and validate AI-generated outputs.

Pay Grade - K

Equity Grade - 6

Employees new to Affim typically come in at the start of the pay range. Affim focuses on providing a simple and transparent pay structure which is based on a variety of factors, including location, experience and job-related skills. 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 base pay range (CA, WA, NY, NJ, CT) per year: $145,000 - $205,000

USA base pay range (all other U.S. states) per year: $128,000 - $188,000

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

Remote-first with flexibility built in

Affim 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 Affim 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

• 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 Affim 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: Affim considers qualified applicants with arrest and conviction records, as required by law.