GTM Strategy & Operations Lead — Remote, End-to-End Growth

Affirm, Inc.; Denver (CO); Remote; USD 128,000 - 188,000; Full time

Benefits offered by this job

Premium coverage

Tech stipends

Flexible time off

ESPP

Job summary

Affirm, Inc. is seeking a Lead for GTM Strategy & Operations to own end-to-end go-to-market operations for a product line. You will segment customers, translate inputs into executable processes, and manage an AI contract dashboard supporting pricing and legal eligibility.

You will build tools and playbooks for field teams and drive cross-functional alignment with Product, Legal, and Pricing. The role requires 6+ years in revenue or sales operations, strong analytical skills, and experience in

Qualifications

• 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.

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 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.

Skills

GTM ops

Sales ops

Cross-functional

SQL

AI tools

Tools

SQL

AI tools

Job description

Affirm, Inc. is seeking a Lead for GTM Strategy & Operations to own end-to-end go-to-market operations for a product line. You will segment customers, translate inputs into executable processes, and manage an AI contract dashboard supporting pricing and legal eligibility.

You will build tools and playbooks for field teams and drive cross-functional alignment with Product, Legal, and Pricing. The role requires 6+ years in revenue or sales operations, strong analytical skills, and experience in