Remote RevOps Lead: Mid-Funnel & Territory Strategy

Affirm; Utah; On-site; USD 115,000 - 165,000; Full time

Benefits offered by this job

Remote-first company

Health care coverage for you and your 

ESPP – Employee stock purchase plan

Stipends for tech and lifestyle

Job summary

Affirm is seeking a Revenue Operations Lead to own the mid-funnel operating model and serve as the primary RevOps partner to Sales, ISV, Strategic Partnerships, and Marketplace teams. You will drive territory planning, governance, and data-driven optimization to scale pipeline health and forecasting hygiene.

The role requires 4+ years in revenue or sales operations, strong Salesforce proficiency, and experience documenting end-to-end sales processes.

Qualifications

• BA/BS or equivalent 4-year degree required.
• 4+ years of revenue operations or sales operations experience.
• Proficiency in Salesforce.
• Hands-on experience with territory design — segmentation logic, account scoring, ownership routing.
• Experience designing and documenting end-to-end sales processes.

Responsibilities

• Own mid-funnel sales lifecycle processes (Discovery → 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

Salesforce (admin)

Territory design

Pipeline management

Forecasting

Cross-functional collaboration

Data-driven

Education

BA/BS or equivalent 4-year degree

Tools

Salesforce

Job description

Affirm is seeking a Revenue Operations Lead to own the mid-funnel operating model and serve as the primary RevOps partner to Sales, ISV, Strategic Partnerships, and Marketplace teams. You will drive territory planning, governance, and data-driven optimization to scale pipeline health and forecasting hygiene.

The role requires 4+ years in revenue or sales operations, strong Salesforce proficiency, and experience documenting end-to-end sales processes.