RevOps Lead: Mid-Funnel Strategy & Territory (Remote)

Affirm; Charlotte (NC); On-site; USD 115,000 - 165,000; Full time

Benefits offered by this job

Health coverage for you and dependents

Monthly tech & wellness stipends

Flexible time off

Employee stock purchase plan (ESPP)

Job summary

Affirm is seeking a Revenue Operations Lead to own the mid-funnel lifecycle—from Discovery to Close—and to drive territory planning, segmentation, and governance across ISV, partnerships, and marketplace motions. You will ensure clean handoffs, consistent execution, and scalable processes with cross-functional teams.

The role requires a BA/BS or equivalent and 4+ years in revenue or sales operations, plus strong Salesforce expertise.

Qualifications

• BA/BS or equivalent four-year degree required.
• 4+ years of revenue or sales operations experience with exposure to pipeline management and territory planning.
• Proficiency in Salesforce; administrator experience a plus.
• Hands-on territory design experience: segmentation, account scoring, ownership routing, scale management.
• Experience designing end-to-end sales processes: stage definitions, SLAs, territory rules, 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, 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

Sales operations

Forecasting

Territory planning

Cross-functional collaboration

Process optimization

Education

BA/BS or equivalent

Tools

Salesforce

Job description

Affirm is seeking a Revenue Operations Lead to own the mid-funnel lifecycle—from Discovery to Close—and to drive territory planning, segmentation, and governance across ISV, partnerships, and marketplace motions. You will ensure clean handoffs, consistent execution, and scalable processes with cross-functional teams.

The role requires a BA/BS or equivalent and 4+ years in revenue or sales operations, plus strong Salesforce expertise.