Revenue Operations Lead: Strategy, Forecasting & Growth

Affirm; Los Angeles (CA); On-site; USD 130,000 - 180,000; Full time

Benefits offered by this job

Health insurance

FSA Wallets

Paid time off

Employee stock purchase plan

Job summary

Affirm is seeking an experienced Revenue Operations Lead to own mid-funnel sales lifecycle processes from Discovery to Close, defining stages, hygiene, and forecasting inputs. You will drive territory planning, segmentation, and ownership transitions, ensuring clean handoffs across ISV, Partnerships, and Marketplace motions.

You will lead cross-functional initiatives with Sales Leadership, Legal, Product, Analytics, and RevOps while improving data quality for forecasting and pipeline health.

Qualifications

• BA/BS or equivalent 4-year degree required.
• 4+ years revenue or sales ops experience with pipeline management, forecasting, and territory planning.
• Proficiency in Salesforce (admin experience a plus).
• Hands-on experience with territory design, segmentation logic, ownership routing, and 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, 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 with 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 planning

Salesforce admin

Territory design

End-to-end sales process

Education

BA/BS or equivalent 4-year degree

Tools

Salesforce

Job description

Affirm is seeking an experienced Revenue Operations Lead to own mid-funnel sales lifecycle processes from Discovery to Close, defining stages, hygiene, and forecasting inputs. You will drive territory planning, segmentation, and ownership transitions, ensuring clean handoffs across ISV, Partnerships, and Marketplace motions.

You will lead cross-functional initiatives with Sales Leadership, Legal, Product, Analytics, and RevOps while improving data quality for forecasting and pipeline health.