[Hiring] GTM Strategy & Operations Lead @Affirm

Role Description

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
• 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.

Qualifications

• 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.
• 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.

Requirements

• Pay Grade - K
• Equity 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

Benefits

• 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.