RevOps Lead: Mid-Funnel & Territory Strategy

Affirm; San Jose (CA); On-site; USD 130,000 - 180,000; Full time

Benefits offered by this job

Health coverage

Tech stipends

Flexible time off

Employee stock purchase plan

Job summary

Affirm, a remote-first company, is seeking an experienced Revenue Operations Lead to own the mid-funnel operating model and serve as the revops partner to sales, ISV, partnerships, and marketplace teams. You will drive territory design, governance, and documentation to ensure scalable, well-documented processes.

The role requires 4+ years in revenue or sales operations, Salesforce proficiency, and strong cross-functional collaboration.

Qualifications

• BA/BS or equivalent 4-year degree.
• 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), 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

Salesforce administration

Cross-functional collaboration

Education

BA/BS or equivalent

Tools

Salesforce

GTM tooling

Job description

Affirm, a remote-first company, is seeking an experienced Revenue Operations Lead to own the mid-funnel operating model and serve as the revops partner to sales, ISV, partnerships, and marketplace teams. You will drive territory design, governance, and documentation to ensure scalable, well-documented processes.

The role requires 4+ years in revenue or sales operations, Salesforce proficiency, and strong cross-functional collaboration.