GTM Strategy & Operations Lead (Legal & Field Ops)

<div class=&quot;content-intro&quot;><p>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.</p></div><p><strong>About the Revenue team</strong></p> <p>The Revenue team drives Affirm&#39;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&#39;s products.</p> <p><strong>About the Role</strong></p> <p>GTM Strategy &amp; 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.&nbsp;</p> <p>As an individual contributor, the Lead owns the go-to-market operations for a specific product line or segment end to end. You&#39;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.</p> <p><strong>What You&#39;ll Do</strong></p> <ul> <li> <p>Own go-to-market operations for field teams executing on strategic initiatives — segmenting potential customers and managing the legal and pricing operations.</p> </li> <li> <p>Turn inputs from cross-functional stakeholders like Product, Legal, Risk, and Pricing into an executable process.</p> </li> <li> <p>Manage Affirm's first-in-class AI contract dashboard for field teams to understand legal and pricing eligibility for product initiatives.</p> </li> <li> <p>Build and maintain the tools and playbooks the field needs for strategic initiatives, including contract renewal planning, pricing standardization, and new product GTM.</p> </li> <li> <p>Fluently navigate different perspectives on the same launch — the exec &quot;why it matters,&quot; the customer value proposition, and the field-facing analysis.</p> </li> <li> <p>Sit close to the field, and turn what you hear into recommendations for cross-functional teams.</p> </li> <li> <p>Analyze performance data to find where a launch is stalling, and flag risks early.</p> </li> </ul> <p><strong>What We Look For</strong></p> <ul> <li> <p>6+ years of experience in business operations, revenue or sales operations, ideally in FinTech, SaaS, or another high-growth environment.</p> </li> <li> <p>A track record of owning a go-to-market motion or customer-facing initiative end to end, rollout through adoption, within a defined scope.</p> </li> <li> <p>You&#39;ve been handed vague &quot;go make this work&quot; instructions, then built a solution that resonated with stakeholders and customers.</p> </li> <li> <p>Experience working cross-functionally with Product, PMM, Client Success, Sales, Analytics, Legal, or Pricing.</p> </li> <li> <p>Comfort translating product and pricing strategy into practical, field-ready execution.</p> </li> <li> <p>Solid analytical instincts: you use adoption and performance data to decide what to do next, not just to report what happened.</p> </li> <li> <p>Clear, action-oriented writing and speaking.</p> </li> <li> <p>You do your best work in ambiguity and move fast without waiting to be told the approach.</p> </li> <li> <p>Familiarity with merchant, payments, or SaaS sales motions is a must-have.</p> </li> <li> <p>Experience using SQL to query, manipulate, and analyze data to support business insights and decision-making.</p> </li> <li> <p>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.</p> </li> </ul> <p>Pay Grade -<strong> K</strong><br>Equity Grade - <strong>4</strong></p> <p><strong>Employees new to Affirm typically come in at the start of the pay range. </strong>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).</p> <p>CAN base pay range per year:&nbsp;<strong>$117,000</strong>&nbsp;-&nbsp;<strong>$167,000</strong></p> <p>This posting is for an existing vacancy.<br><br>#LI-Remote</p><div class=&quot;content-conclusion&quot;><div> <p><strong>Remote-first with flexibility built in</strong><strong><br></strong>Affirm 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.</p> <p><strong>Benefits designed for you</strong><strong><br></strong>Our benefits reflect our commitment to care, transparency, and flexibility. Here are a few highlights:</p> <ul> <li>Health coverage at no cost: We cover 100% of premiums for employees and their dependents.</li> <li>Spending stipends: Monthly stipends support your tech setup, and the ability to choose health and wellness options that are right for you.</li> <li>Time off to recharge: Flexible time off and generous holiday calendars help you rest when you need to.</li> <li>Own a piece of what you build: Our employee stock purchase plan (ESPP) lets you buy Affirm stock at a discount.</li> </ul> <p>We're committed to providing an inclusive interview process, including accommodations for candidates with disabilities. If you need support, we're happy to help.</p> <p>For positions based in San Francisco or Los Angeles: Affirm considers qualified applicants with arrest and conviction records, as required by law.</p> </div> <div> <p>By clicking &quot;Submit Application,&quot; you acknowledge that you have read Affirm&#39;s&nbsp;<a href=&quot;https://www.affirm.com/global-candidate-privacy-notice&quot; target=&quot;_blank&quot;>Global Candidate Privacy Notice</a> and consent to the use of your personal information as described.</p> </div></div>