Revenue Operations Lead

Affirm; Atlanta (GA); On-site; USD 115,000 - 180,000; Full time

Benefits offered by this job

Health coverage for you and dependents

Flexible Spending Wallets

Time off and holidays

ESPP

Job summary

Affirm is seeking a Lead in Revenue Operations to own mid-funnel lifecycle processes from discovery to close, drive territory segmentation and planning, and ensure strong governance across ISV, Partnerships, and Marketplace motions.

You will partner with Sales Leadership, Legal, Product, Analytics, and RevOps while improving data quality and forecasting accuracy, with remote-first, nationwide opportunities and a pathway to influence GTM tooling and enablement.

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 → Close) with stage definitions and forecasting inputs.
• Drive territory planning, segmentation, account-to-rep mapping, ownership transitions, and territory hygiene.
• Lead process clarity and governance for ISV, Strategic Partnerships, and Marketplace motions.
• 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

Pipeline management

Forecasting

Territory design

End-to-end sales processes

Education

BA/BS or equivalent 4-year degree

Tools

Salesforce workflows

Job description

Affirm is reinventing credit to make it more honest and friendly, giving consumers the flexibility to buy now and pay later without any hidden fees or compounding interest.

About The Revenue Team

The Revenue team drives affirm’s top-line growth through strategic partnerships, pricing, 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 Team

We're looking for an experienced, strategic operator to join our Revenue Operations team as a Lead. Revenue Operations serves as the backbone of the Revenue organization at affirm. We follow a data-driven approach that combines elements of strategy, systems, process, and analytics to align go-to-market motions across the organization.

What You’ll Do

• 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

What We Look For

• 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

Pay Grade

- J

Equity Grade

- 5

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: $130,000 - $180,000

USA base pay range (all other U.S. states) per year: $115,000 - $165,000

Affirm is proud to be a remote-first company! The majority of our roles are remote and you can work almost anywhere within the country of employment. affirmers in proximal roles have the flexibility to work remotely, but will occasionally be required to work out of their assigned affirm office. A limited number of roles remain office-based due to the nature of their job responsibilities.

Benefits

• Health care coverage - affirm covers all premiums for all levels of coverage for you and your dependents
• Flexible Spending Wallets - generous stipends for spending on Technology, Food, various Lifestyle needs, and family forming expenses
• Time off - competitive vacation and holiday schedules allowing you to take time off to rest and recharge
• ESPP - An employee stock purchase plan enabling you to buy shares of affirm at a discount

We believe It’s On Us to provide an inclusive interview experience for all, including people with disabilities. We are happy to provide reasonable accommodations to candidates in need of individualized support during the hiring process.

[For U.S. positions that could be performed in Los Angeles or San Francisco] Pursuant to the San Francisco Fair Chance Ordinance and Los Angeles Fair Chance Initiative for Hiring Ordinance, affirm will consider for employment qualified applicants with arrest and conviction records.