GTM Strategy & Operations Lead (Legal & Field Ops)

The Revenue team drives Affirm's top-line growth through strategic partnerships, growth initiatives, 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.

GTM Strategy & Operations takes product and pricing initiatives and creates commercially viable, operationally sound go-to-market motions. We partner with Product, Product Marketing, Legal, Rev Ops, and Pricing to design rollout groups, coordinate implementation, and equip the field — CSMs, AEs, and TAMs — with the processes they need to create world-class go-to-market. 

As an individual contributor, the Lead owns the go-to-market operations for a specific product line or segment end to end. You're handed the objective and you decide how to execute: building the target lists, assigning appropriate account actions, segmenting customers by contractual and pricing eligibility, and tracking adoption. You turn high-level product and pricing inputs into a plan a rep can actually execute.

• →

  Own go-to-market operations for field teams executing on strategic initiatives — segmenting potential customers and managing the legal and pricing operations.

• →

  Turn inputs from cross-functional stakeholders like Product, Legal, Risk, and Pricing into an executable process.

• →

  Manage Affirm’s first-in-class AI contract dashboard for field teams to understand legal and pricing eligibility for product initiatives.

• →

  Build and maintain the tools and playbooks the field needs for strategic initiatives, including contract renewal planning, pricing standardization, and new product GTM.

• →

  Fluently navigate different perspectives on the same launch — the exec "why it matters," the customer value proposition, and the field-facing analysis.

• →

  Sit close to the field, and turn what you hear into recommendations for cross-functional teams.

• →

  Analyze performance data to find where a launch is stalling, and flag risks early.

• 6+ years of experience in business operations, revenue or sales operations, ideally in FinTech, SaaS, or another high-growth environment.

• A track record of owning a go-to-market motion or customer-facing initiative end to end, rollout through adoption, within a defined scope.

• You've been handed vague "go make this work" instructions, then built a solution that resonated with stakeholders and customers.

• Experience working cross-functionally with Product, PMM, Client Success, Sales, Analytics, Legal, or Pricing.

• Comfort translating product and pricing strategy into practical, field-ready execution.

• Solid analytical instincts: you use adoption and performance data to decide what to do next, not just to report what happened.

• Clear, action-oriented writing and speaking.

• You do your best work in ambiguity and move fast without waiting to be told the approach.

• Familiarity with merchant, payments, or SaaS sales motions is a must-have.

• 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 an understanding of how to apply and validate AI-generated outputs.

Pay Grade - K
Equity Grade - 4