GTM Strategy & Operations Lead (Legal & Field Ops)

Affirm, Inc.; San Jose (CA); Remote; USD 145,000 - 205,000; Full time

Benefits offered by this job

Health coverage

Tech stipend

Flexible leave

ESPP

Job summary

Affirm, Inc. seeks a Lead, GTM Strategy & Operations to own go-to-market operations for a product line in a remote-first setup. You’ll translate cross-functional inputs into executable field processes, manage pricing eligibility, and maintain the contract dashboard.

You’ll partner with Product, Legal, Rev Ops, PMM, and Sales to drive adoption, analyze performance data, flag risks early, and build scalable playbooks for growth while keeping the customer in focus.

Qualifications

• 6+ years of experience in business operations, revenue or sales operations.
• Owned a go-to-market motion end to end within a defined scope.
• Experience cross-functionally with Product, PMM, Client Success, Sales, Analytics, Legal, or Pricing.
• Able to translate product and pricing strategy into practical, field-ready execution.
• Clear, actionable writing and speaking skills.

Responsibilities

• Own go-to-market operations for field teams executing on strategic initiatives.
• Turn inputs from Product, Legal, Risk, and Pricing into an executable process.
• Manage affirm’s contract and pricing dashboard for field teams.
• Build and maintain tools and playbooks for strategic initiatives, including renewal planning and pricing standardization.
• Navigate multiple perspectives on launches to align exec, customer, and field needs.
• Turn field feedback into recommendations for cross-functional teams.
• Analyze performance data to identify launch risks and flag issues early.

Skills

Go-to-market strategy

Cross-functional collaboration

Data-driven decision making

Communication

Ambiguity tolerance

AI tools

Payments knowledge

Tools

SQL

Job description

At affirm, 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, growth initiatives, 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

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 affirm’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 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. 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

Afffirm 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.
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