Remote Revenue Operations Lead – Mid-Funnel Strategy

Affirm; Pittsburgh (Allegheny County); On-site; USD 115,000 - 180,000; Full time

Benefits offered by this job

Health care coverage

Flexible Spending Wallets

Time off

ESPP

Job summary

Affirm is a remote-first company seeking a Lead for Revenue Operations to own the mid-funnel lifecycle from discovery to close. You will drive territory planning, segmentation, ownership transitions, and governance across ISV, Partnerships, and Marketplace motions while partnering with Sales Leadership, Legal, Product, and Analytics.

You will also help improve forecasting quality, document processes, and enable teams through training and tooling enhancements in a fast-paced environment.

Qualifications

• BA/BS or equivalent 4-year degree required.
• 4+ years of revenue operations or sales operations experience with exposure to pipeline management, forecasting, and territory planning.
• Proficiency in Salesforce (experience as an administrator is a plus).
• Hands-on experience with territory design - segmentation logic, account scoring, ownership routing, and managing transitions at scale.
• Experience designing and documenting end-to-end sales processes - stage definitions, SLAs, territory rules, and operating cadences.

Responsibilities

• Own mid-funnel sales lifecycle processes (Discovery to Close), including stage definitions, pipeline hygiene, forecasting inputs, and opportunity management standards.
• Drive territory planning, segmentation, account-to-rep mapping, ownership transitions, and ongoing territory hygiene.
• Lead process clarity and governance for ISV, Strategic Partnerships, and Marketplace motions, ensuring consistent execution and clean handoffs.
• Manage cross-functional initiatives end to end across Sales Leadership, Partnerships, Legal, Product, Analytics, and RevOps.
• Support forecasting accuracy and pipeline health by improving mid-funnel data quality and instrumentation.
• Own documentation and change management for all mid-funnel, territory, and partnerships processes.
• Partner with Business Systems on Salesforce workflows, opportunity layouts, territory rules, and GTM tooling improvements
• Partner with Revenue Enablement to train teams on process changes, territory updates, and tooling adoption

Skills

Revenue operations

Sales operations

Sales forecasting

Territory design

Education

BA/BS or equivalent 4-year degree

Tools

Salesforce

Job description

Affirm is a remote-first company seeking a Lead for Revenue Operations to own the mid-funnel lifecycle from discovery to close. You will drive territory planning, segmentation, ownership transitions, and governance across ISV, Partnerships, and Marketplace motions while partnering with Sales Leadership, Legal, Product, and Analytics.

You will also help improve forecasting quality, document processes, and enable teams through training and tooling enhancements in a fast-paced environment.