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Salary: USD 328,000 - 490,000 / annual
Affirm is seeking an experienced Director of Platform Sales to lead a team of four Account Executives focused on signing platform partnerships with ISVs and SaaS providers that expand Affirm's reach into the SMB merchant segment. You will report to the Senior Director of ISV Partnerships and be responsible for shaping Affirm's high-velocity sales motion, building executive relationships, leading complex commercial opportunities, and translating strategy into measurable business results.
Key responsibilities include:
- Leading, coaching, and developing four Account Executives with clear accountability for performance while strengthening individual execution and team culture
- Defining and evolving Affirm's ISV go-to-market strategy, including market focus, coverage approach, and partnership scaling
- Owning outcomes from opportunity creation through signature, integration, launch, and early merchant activation, holding cross-functional partners accountable to shared milestones
- Leading strategic platform opportunities and complex negotiations, building executive relationships, setting narrative, surfacing risks early, and navigating multi-stakeholder deals
- Bringing rigor to prospecting, pipeline management, forecasting, and deal strategy to improve execution and accelerate growth
- Representing the platform ecosystem internally, bringing partner insights, merchant needs, and competitive trends into commercial strategy, product development, and roadmap decisions
- Owning talent planning, hiring, and team calibration to build and sustain a high-performing sales organization
About Affirm: Affirm provides a clear, predictable way for consumers to pay over time with no hidden fees or surprises. The Revenue team drives top-line growth through strategic partnerships, pricing, and go-to-market execution across eCommerce, in-store, telesales, and the Affirm app.
Requirements:
- 10+ years of sales experience, including at least 5 years leading high-performing sales teams
- Proven record of consistently exceeding revenue goals in high-growth environments
- Deep expertise hunting and closing new business across complex, multi-stakeholder organizations
- Channel sales experience
- Experience selling to ISVs, software providers, vertical SaaS companies, or similar platform businesses
- Experience in fintech or payments (experience in embedded finance and/or BNPL is a plus)
- Strong understanding of the SMB market and platform-based ecosystems
- Demonstrated strength in coaching, team building, and performance management
- Strategic, hands-on approach with ability to lead complex deals while building scalable sales processes
- Excellent communication, negotiation, and relationship-building skills
