GTM Strategy & Operations Lead (Legal & Field Ops)

• 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
• 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
• 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

Benefits

• Compensation: We have a simple, flexible, and transparent remote-first compensation structure so you can make the best decisions for yourself and your family
• Spending Wallets: Access tech, food, lifestyle, and family planning wallets for your expenses
• Supportive Communities: Get involved with our employee resource groups and community groups
• Remote-first Workforce: If your role is remote, you can set up shop anywhere in your home country
• Generous Time Off: Take the time you need when life happens
• Health Benefits: Get a plan that fits your needs
• Mental Healthcare: Take care of your mind with great mental health programs
• Parental Leave: Birth and non-birth parents get 18 weeks’ paid leave. Plus, a 4-week return-to-work transition program, at full base pay
• Away Days: We offer 20 company-wide paid days off—which help our teams collectively pause to recharge
• Learning & Development: Engage in exciting learning programs to level up your growth

• You’ve been handed vague “go make this work” instructions, then built a solution that resonated with stakeholders and customers
• 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
• 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
• 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 do your best work in ambiguity and move fast without waiting to be told the approach
• Experience working cross-functionally with Product, PMM, Client Success, Sales, Analytics, Legal, or Pricing
• 6+ years of experience in business operations, revenue or sales operations, ideally in FinTech, SaaS, or another high-growth environment
• Experience using SQL to query, manipulate, and analyze data to support business insights and decision-making
• Comfort translating product and pricing strategy into practical, field-ready execution
• Familiarity with merchant, payments, or SaaS sales motions is a must-have