Director, Platform Sales

Summary

Join Affirm, a company reinventing credit, as a Director of Platform Sales to lead a team of Account Executives in securing and expanding platform partnerships, especially with small and mid-sized businesses (SMBs). You will build and execute high-velocity sales strategies, mentor your team, and collaborate with various departments to ensure success. This role demands expertise in hunting and closing new business within complex organizations, a strong understanding of the SMB market, and excellent leadership skills. The position offers a competitive compensation package, including a generous OTE, equity rewards, and comprehensive benefits. Affirm is a remote-first company, offering flexibility and work-life balance.

Requirements

• 10+ years of experience in sales, with at least 5 years in a leadership role managing quota-carrying sales teams
• Proven track record of consistently exceeding revenue goals in high-growth environments
• Deep expertise in hunting and closing new business within complex or multi-stakeholder organizations, particularly platforms such as ISVs, software providers, or vertical-specific SaaS companies
• Strong understanding of the SMB market and the needs of platform-based ecosystems
• Excellent coaching, team-building, and performance management skills
• Strategic thinker with a hands-on approach—comfortable diving into deals while building scalable sales processes
• Excellent communication, negotiation, and relationship-building skills
• Experience in fintech, payments, or commerce-enablement platforms
• Background in two-sided marketplaces or embedded finance products

Responsibilities

• Lead, mentor, and scale a team of high-performing Account Executives focused on platform sales
• Drive a proactive, hunter-focused sales culture aimed at landing net-new platform deals
• Build and execute strategic sales plans targeting platforms that serve SMB merchants
• Develop positioning and messaging that resonates with platform stakeholders—emphasizing how Affirm drives revenue and retention for their businesses and underlying merchants
• Collaborate cross-functionally with Marketing, Product, Legal, and Partner Success to streamline deal execution and accelerate onboarding
• Provide hands-on support in closing high-impact opportunities and navigating complex platform environments
• Forecast and report on pipeline health, team performance, and revenue impact
• Represent the voice of the platform ecosystem internally to influence strategy, product development, and roadmap alignment

Preferred Qualifications

Familiarity with Affirm's business model, product suite, or similar BNPL solutions

Benefits

• Health care coverage - Affirm covers all premiums for all levels of coverage for you and your dependents
• Flexible Spending Wallets - generous stipends for spending on Technology, Food, various Lifestyle needs, and family forming expenses
• Time off - 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