Director, Enterprise Sales

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, pricing, 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

• We're looking for a Director, Enterprise Retail Sales to lead a team of Account Executives responsible for some of Affirm's most strategic retail opportunities across fashion, beauty, apparel, sporting goods, electronics, furniture, and other lifestyle categories.
• Reporting to the Senior Director of Enterprise Retail Sales, this leader will lead a senior sales team while remaining hands-on in complex commercial opportunities.
• The Director will coach and develop experienced AEs, help shape and progress complex deals, build relationships with senior merchant executives, and work closely with cross-functional partners to support strategic merchant growth.

What You'll Do

• Lead, coach, and develop a team of senior Account Executives, setting clear expectations and driving accountability, performance, and consistent execution against team goals
• Own team performance across pipeline health, forecast accuracy, deal progression, merchant acquisition and expansion, and revenue outcomes
• Coach through complex, strategic opportunities, helping AEs build business cases, navigate stakeholder dynamics, structure commercial solutions, and negotiate effectively
• Build trusted relationships with senior leaders at major retail merchants and engage directly in high-priority opportunities where executive involvement can help move the business forward
• Shapes and evolves Enterprise Retail GTM strategy and objectives with senior leadership including account planning, territory management, pipeline reviews, sales planning, and operating discipline
• Drive commercial and operational outcomes by partnering across Product, Client Success, Marketing, Finance, Legal, and RevOps to maintain shared accountability for key milestones, resolve escalations, and influence company-level initiatives
• Drive operational excellence and sales effectiveness by leveraging data, AI, and modern tools to bring structure and innovation to planning, pipeline management, forecasting, and deal strategy
• Travel as needed for merchant meetings, deal support, industry events, and team gatherings

What We Look For:

• 10+ years of experience in enterprise sales, strategic partnerships, or commercial leadership, including significant experience leading senior sales teams in complex, high-growth environments
• Demonstrated experience directly managing and developing senior, quota-carrying Account Executives
• Proven success leading teams through large, complex sales cycles involving executive stakeholders, commercial negotiations, and significant cross-functional coordination
• Strong alignment with Affirm's mission and a clear understanding of the value Affirm delivers to merchants and consumers
• Experience selling to large retail merchants, ideally in payments, fintech, commerce, or another complex solution-selling environment
• Strong judgment, communication, and executive presence, with the ability to build trust and influence C-level merchant stakeholders and senior internal partners
• Track record of developing high-performing sales talent, improving performance, and creating consistent operating discipline across a team
• Proficiency with data, AI, automation, and modern sales tools to improve sales effectiveness and decision-making

Pay Grade - M

Equity Grade - 12

• 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.
• For sales roles, the range provided is the role's On Target Earnings ("OTE") range, which includes the annual base pay and the sales incentive target.
• Base pay is part of a total compensation package that may include equity rewards, monthly stipends for health, wellness and tech spending, and benefits (including 100% subsidized medical coverage, dental and vision for you and your dependents.)
• USA On Target Earnings (CA, WA, NY, NJ, CT) per year: $370,000 - $490,000
• USA On Target Earnings (all other U.S. states) per year: $328,000 - $448,000
• Please note that visa sponsorship is not available for this position.

#LI-Remote

Remote-first with flexibility built in

• 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.

Benefits

designed for you

Our benefits reflect our commitment to care, transparency, and flexibility. Here are a few highlights:

• Health coverage at no cost: We cover 100% of premiums for employees and their dependents.
• Spending stipends: Monthly stipends support your tech setup, and the ability to choose health and wellness options that are right for you.
• Time off to recharge: Flexible time off and generous holiday calendars help you rest when you need to.
• Own a piece of what you build: Our employee stock purchase plan (ESPP) lets you buy Affirm stock at a discount.

• 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.
• By clicking "Submit Application," you acknowledge that you have read Affirm's Global Candidate Privacy Notice and consent to the use of your personal information as described.