Director, Enterprise Sales

Summary

Join Affirm, a mission-driven company reinventing credit, as the Director of Enterprise Sales – Retail. Lead and mentor a team of senior-level Account Executives, driving expansion of the enterprise business across various retail categories. You will be responsible for acquiring and expanding partnerships with major merchants, ensuring seamless merchant launches, and overseeing expansion opportunities. This role demands a strategic, hands-on sales leader with extensive experience in enterprise sales and complex deal structures. Success requires strong leadership, executive presence, and a proactive, entrepreneurial mindset. Affirm offers competitive benefits, including 100% subsidized medical coverage for you and your dependents, flexible spending wallets, and competitive time off.

Requirements

• A strategic and hands-on sales leader with a deep understanding of enterprise sales and complex deal structures
• 15+ years of solution selling experience, including 5+ years of leadership experience managing high-performing enterprise sales teams
• Proven track record of selling into large, enterprise retail merchants
• Experience in Retail and/or the Credit and Payments landscape
• Strong alignment with Affirm’s mission, with a passion for building financial products that improve lives. Ideally, you have used our product and understand its value to merchants and consumers
• Strong executive presence and ability to build relationships with senior stakeholders at major brands
• An active networker who can broker warm leads and open doors to new opportunities
• A structured, organized leader who brings new ways of thinking and managing to the team
• A proactive, entrepreneurial mindset with the ability to navigate ambiguity and drive initiatives forward
• A strong coach and mentor who holds the team accountable and provides real-time, constructive feedback to improve performance
• Willingness to travel regularly to support deal acceleration, industry events, and team collaboration

Responsibilities

• Lead and mentor a team of senior-level Enterprise Account Executives, helping them develop strategies to win new business and subsequently expand existing partnerships
• Instill and uphold a strong team culture aligned with Affirm’s values and mission, ensuring a high level of collaboration, integrity, and accountability
• Partner closely with Affirm’s leadership and executive team to move high-impact deals forward and maintain momentum throughout the sales cycle
• Support prospecting efforts to facilitate warm leads that fuel pipeline growth for your team
• Support your team in deal execution, providing strategic guidance from pipeline development through negotiation and close
• Ensure newly signed merchants successfully launch with Affirm, thus ensuring strong coordination between your team and other cross-functional partners, including Client Success, Product, Technical Account Management, and other internal teams
• Oversee expansion opportunities within the first 12 months of a deal closing, including cross-channel, cross-geography, or multi-brand growth
• Bring structure and innovation to sales execution, pipeline management, and deal strategy, driving efficiency and effectiveness across the team
• Hold your team accountable for performance, providing immediate and thoughtful coaching to drive continuous improvement
• Represent Affirm at industry events and conferences, advocating for our mission representing Affirm as a senior thought leader and strengthening our position in the market
• Travel regularly to help Account Executives accelerate their deal cycles, and facilitate team planning sessions and offsites

Preferred Qualifications

Ideally, you have used our product and understand its value to merchants and consumers

Benefits

• 100% subsidized medical coverage, dental and vision for you and your dependents
• Flexible Spending Wallets - generous stipends for spending on Technology, Food, various Lifestyle needs, and family forming expenses
• Competitive vacation and holiday schedules allowing you to take time off to rest and recharge
• ESPP - An employee stock purchase plan enabling you to buy shares of Affirm at a discount
• Affirm is proud to be a remote-first company! The majority of our roles are remote and you can work almost anywhere within the country of employment