RevOps Lead: Mid-Funnel & Territory Strategy — Remote

Affirm; Richmond (VA); On-site; USD 115,000 - 180,000; Full time

Benefits offered by this job

Health coverage for you

Tech stipends

Flexible time off

Employee stock purchase plan

Job summary

Affirm, a remote-first company, is seeking a seasoned Revenue Operations Lead to own the mid-funnel operating model and partner with sales, partnerships, and marketplace teams to ensure clean handoffs and scalable processes.

You will drive territory design, forecasting hygiene, and governance across orgs, while building documentation and enabling teams through tooling changes. A BA/BS and 4+ years in revops are required.

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), 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

Salesforce

Territory design

Process documentation

Cross-functional collaboration

Education

BA/BS degree

Tools

Salesforce

Job description

Affirm, a remote-first company, is seeking a seasoned Revenue Operations Lead to own the mid-funnel operating model and partner with sales, partnerships, and marketplace teams to ensure clean handoffs and scalable processes.

You will drive territory design, forecasting hygiene, and governance across orgs, while building documentation and enabling teams through tooling changes. A BA/BS and 4+ years in revops are required.