RevOps Lead — Mid‑Funnel Strategy & Territory

Affirm; Palo Alto (CA); On-site; USD 115,000 - 180,000; Full time

Benefits offered by this job

Health coverage

Spending stipends

Time off to recharge

Employee stock purchase plan

Job summary

Affirm is seeking a Revenue Operations Lead to own the mid-funnel sales lifecycle, define stage definitions, and drive pipeline hygiene. You will shape territory planning, ownership routing, and cross-functional governance with ISV, partnerships, and marketplace teams.

You will partner with sales leadership, legal, product, and analytics to ensure accurate forecasting, documented processes, and scalable operations. This remote-first role offers flexible in-person onboarding where needed.

Qualifications

• 4+ years of revenue operations or sales operations experience with pipeline management, forecasting, and territory planning.
• Proficiency in Salesforce; administrator experience is a plus.
• Experience designing end-to-end sales processes — stage definitions, SLAs, territory rules, and operating cadences.

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.
• 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

Salesforce administration

Territory planning

Data analysis

Process documentation

Education

BA/BS or equivalent 4-year degree

Tools

Salesforce

Job description

Affirm is seeking a Revenue Operations Lead to own the mid-funnel sales lifecycle, define stage definitions, and drive pipeline hygiene. You will shape territory planning, ownership routing, and cross-functional governance with ISV, partnerships, and marketplace teams.

You will partner with sales leadership, legal, product, and analytics to ensure accurate forecasting, documented processes, and scalable operations. This remote-first role offers flexible in-person onboarding where needed.