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Salary: USD 128,000 - 205,000 / annual
Affirm is seeking a GTM Strategy & Operations Lead to own go-to-market operations for the Revenue team's strategic initiatives. You will work at the intersection of product, legal, pricing, and field execution, translating high-level strategic inputs into operationally sound, field-ready execution plans.
In this individual contributor role, you will own end-to-end go-to-market operations for a specific product line or segment. You'll build target lists, assign account actions, segment customers by contractual and pricing eligibility, and track adoption. You'll manage Affirm's AI-powered contract dashboard that helps field teams understand legal and pricing eligibility for product initiatives.
Key responsibilities include:
- Own go-to-market operations for field teams (CSMs, AEs, TAMs) executing strategic initiatives, managing legal and pricing operations
- Transform inputs from cross-functional stakeholders (Product, Legal, Risk, Pricing) into executable processes
- Build and maintain tools and playbooks for the field, including contract renewal planning, pricing standardization, and new product GTM
- Navigate multiple perspectives on launches: executive rationale, customer value proposition, and field-facing analysis
- Stay close to the field and translate feedback into recommendations for cross-functional teams
- Analyze performance data to identify launch stalls and flag risks early
- Fluently communicate across technical, business, and operational contexts
You'll partner closely with Product, Product Marketing, Legal, Revenue Operations, and Pricing teams to design rollout groups, coordinate implementation, and equip the field with the processes needed for world-class go-to-market execution.
Requirements:
- 6+ years of experience in business operations, revenue operations, or sales operations, ideally in FinTech, SaaS, or high-growth environments
- Proven track record owning a go-to-market motion or customer-facing initiative end-to-end, from rollout through adoption, within a defined scope
- Experience being handed vague "go make this work" instructions and building solutions that resonated with stakeholders and customers
- Cross-functional collaboration experience with Product, PMM, Client Success, Sales, Analytics, Legal, or Pricing
- Ability to translate product and pricing strategy into practical, field-ready execution
- Strong analytical instincts; you use adoption and performance data to decide next steps, not just report outcomes
- Clear, action-oriented writing and speaking skills
- Comfort working in ambiguity and moving fast without waiting to be told the approach
- Must-have: familiarity with merchant, payments, or SaaS sales motions
- 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 understanding of how to apply and validate AI-generated outputs
