GTM Strategy & Operations Lead (Legal & Field Ops)

Affirm, Inc.; United States; Remote; USD 128,000 - 205,000; Full time

Benefits offered by this job

Health coverage

ESPP equity rewards

Tech spending stipends

Remote-first culture

Job summary

affirm is seeking an experienced Lead for GTM Strategy & Operations to own end-to-end go-to-market execution for a product line. You will segment potential customers, translate inputs from Product, Legal, and Pricing into actionable processes, and manage a contract and pricing dashboard for field teams.

You will build tools and playbooks to standardize pricing and renewals, while guiding field execution with clear, market-oriented insight.

Qualifications

• 6+ years of experience in business or revenue operations, ideally in FinTech or SaaS.
• Ownership of a go-to-market motion end-to-end from rollout to adoption.
• Able to turn vague instructions into a resonant solution for stakeholders and customers.
• Experience with cross-functional work across Product, PMM, Client Success, Sales, Analytics, Legal or Pricing.
• Translate product and pricing strategy into practical field-ready execution.
• Strong analytical instincts using adoption and performance data to guide next steps.
• Clear, action-oriented writing and speaking.
• Thrives in ambiguity and moves fast without waiting for direction.
• Familiarity with merchant, payments, or SaaS sales motions.
• Proficient in SQL for data querying and analysis.
• Demonstrated ability to leverage AI tools to improve workflows.

Responsibilities

• 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 into an executable process.
• Manage affirm's AI contract dashboard for field teams to assess eligibility for product initiatives.
• Build and maintain tools and playbooks for strategic initiatives, including contract renewal planning and pricing standardization.
• Navigate different perspectives on launches and articulate why it matters to different audiences.
• Synthesize field feedback into recommendations for cross-functional teams.
• Analyze performance data to identify launch stalls and flag risks early.

Skills

Go-to-market

Cross-functional collaboration

Analytical thinking

Writing & communication

Ambiguity handling

SQL

AI in workflows

Pricing strategy

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. Affirms 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.

#LI-Remote

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.