Senior Director of Key & Enterprise Sales

Role Overview

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.

We're looking for a Senior Director, Key & Enterprise Retail Sales to lead this business and help shape Affirm's long-term growth in retail. Reporting to the VP of Global Sales, this leader will oversee three sales leaders and their teams of Account Executives and work with some of Affirm's most strategic merchants across fashion, beauty, apparel, sporting goods, electronics, furniture, and other lifestyle categories.

This leader will build executive relationships, guide complex commercial opportunities, and turn strategy into measurable business results. They will lead a high-impact team and partner across the business to help Affirm win, launch, and grow strategic merchant relationships.

Key Responsibilities

• Set the vision, strategy, and operating direction for Affirm's Key & Enterprise Retail Sales organization, aligning sales leadership and cross-functional partners around priorities, investment decisions, and market positioning.
• Own business performance across pipeline health, forecast accuracy, deal progression, merchant launches, account expansion, and revenue outcomes.
• Build trusted relationships with senior leaders at major retail merchants and lead complex commercial opportunities end to end, from business case through contract negotiation.
• Shape and scale the go-to-market approach through territory design, account planning, sales planning, pipeline reviews, and operating discipline, partnering across Product, Partnerships, Client Success, Marketing, Finance, Legal, RevOps, and leadership to improve how Affirm wins and grows strategic accounts.
• Apply AI, automation, data, and modern sales tools in practical ways that improve planning, decision-making, insight generation, and team productivity, including Salesforce, Gong, Google Workspace, Notion, Spekit, and generative AI tools such as ChatGPT and Claude.
• Lead and scale a multi-layered sales organization, creating clarity, accountability, and consistent execution across teams supporting Key and Enterprise Retail Sales.
• Coach and develop high-performing sales leaders and teams through training, solution selling, written communication, and consistent deal execution, and travel as needed for merchant meetings, deal support, industry events, and team gatherings.

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.