GTM Strategy & Operations Lead (Legal & Field Ops)
Required skills
- GTM Strategy
- Go-to-market execution
- Revenue team
- Strategic partnerships
- Growth initiatives
- Merchant relationships
- eCommerce
- in-store
- telesales
- Affirm app
Nice to have
- merchant
- payments
- SaaS sales motions
Role summary
Affirm is seeking a GTM Strategy & Operations Lead to drive top-line growth through strategic partnerships and go-to-market execution. This individual contributor role focuses on creating commercially viable, operationally sound go-to-market motions by partnering with Product, Marketing, Legal, and Pricing teams. You will own the end-to-end go-to-market operations for specific product lines or segments, translating high-level inputs into executable plans for field teams. Responsibilities include customer segmentation, managing legal and pricing operations, building tools and playbooks, analyzing performance data, and providing field feedback to cross-functional teams. The ideal candidate has 6+ years of experience in business/revenue/sales operations, ideally in FinTech or SaaS, with a track record of owning GTM initiatives from rollout to adoption. Strong analytical skills, comfort with ambiguity, and experience with SQL and AI tools are essential.
At Affirm, we exist for the moments that matter—giving people a clear, predictable way to pay over time, with no hidden fees, no surprises, and no tradeoffs on what matters most.
About the Revenue team
The Revenue team drives Affirm's top-line growth through strategic partnerships, growth initiatives, and go-to-market execution. We acquire, retain, and expand merchant relationships across eCommerce, in-store, telesales, and the Affirm app. The team leads onboarding, relationship management, and performance optimization to help partners succeed. We deliver value-added solutions, drive adoption, and support long-term business growth by connecting merchants and consumers through Affirm's products.
About the Role
GTM Strategy & Operations takes product and pricing initiatives and creates commercially viable, operationally sound go-to-market motions. We partner with Product, Product Marketing, Legal, Rev Ops, and Pricing to design rollout groups, coordinate implementation, and equip the field — CSMs, AEs, and TAMs — with the processes they need to create world-class go-to-market.
As an individual contributor, the Lead owns the go-to-market operations for a specific product line or segment end to end. You're handed the objective and you decide how to execute: building the target lists, assigning appropriate account actions, segmenting customers by contractual and pricing eligibility, and tracking adoption. You turn high-level product and pricing inputs into a plan a rep can actually execute.
What You'll Do
Own go-to-market operations for field teams executing on strategic initiatives — segmenting potential customers and managing the legal and pricing operations.
Turn inputs from cross-functional stakeholders like Product, Legal, Risk, and Pricing into an executable process.
Manage Affirm’s first-in-class AI contract dashboard for field teams to understand legal and pricing eligibility for product initiatives.
Build and maintain the tools and playbooks the field needs for strategic initiatives, including contract renewal planning, pricing standardization, and new product GTM.
Fluently navigate different perspectives on the same launch — the exec "why it matters," the customer value proposition, and the field-facing analysis.
Sit close to the field, and turn what you hear into recommendations for cross-functional teams.
Analyze performance data to find where a launch is stalling, and flag risks early.
What We Look For
6+ years of experience in business operations, revenue or sales operations, ideally in FinTech, SaaS, or another high-growth environment.
A track record of owning a go-to-market motion or customer-facing initiative end to end, rollout through adoption, within a defined scope.
You've been handed vague "go make this work" instructions, then built a solution that resonated with stakeholders and customers.
Experience working cross-functionally with Product, PMM, Client Success, Sales, Analytics, Legal, or Pricing.
Comfort translating product and pricing strategy into practical, field-ready execution.
Solid analytical instincts: you use adoption and performance data to decide what to do next, not just to report what happened.
Clear, action-oriented writing and speaking.
You do your best work in ambiguity and move fast without waiting to be told the approach.
Familiarity with merchant, payments, or SaaS sales motions is a must-have.
Experience using SQL to query, manipulate, and analyze data to support business insights and decision-making.
Demonstrated experience leveraging AI tools to improve workflows, automate processes, and drive efficiency, with an understanding of how to apply and validate AI-generated outputs.
Pay Grade - KEquity Grade - 4
Employees new to Affirm typically come in at the start of the pay range. Affirm focuses on providing a simple and transparent pay structure which is based on a variety of factors, including location, experience and job-related skills. Base pay is part of a total compensation package that may include monthly stipends for health, wellness and tech spending, and benefits (including 100% subsidized medical coverage, dental and vision for you and your dependents). In addition, the employees may be eligible for equity rewards offered by Affirm Holdings, Inc. (parent company).
CAN base pay range per year: $117,000 - $167,000
This posting is for an existing vacancy.#LI-Remote
Remote-first with flexibility built inAffirm is proud to be a remote-first company. Most roles can be done from almost anywhere within the country of employment. Some positions may occasionally require in-person work at an Affirm office, and a few are office-based due to the nature of the work. All new hires will be invited to attend an in-person onboarding experience.
Benefits designed for youOur benefits reflect our commitment to care, transparency, and flexibility. Here are a few highlights:
We’re committed to providing an inclusive interview process, including accommodations for candidates with disabilities. If you need support, we’re happy to help.
For positions based in San Francisco or Los Angeles: Affirm considers qualified applicants with arrest and conviction records, as required by law.
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