Director, Enterprise Sales

This is a fully remote position, open to applicants in United States.

📋 Description

• Lead, mentor, and cultivate a team of senior Account Executives.

• Establish expectations and foster accountability, performance, and execution aligned with team objectives.

• Take ownership of team performance in areas such as pipeline health, forecast accuracy, deal progression, merchant acquisition and expansion, and revenue results.

• Provide guidance on complex strategic opportunities, including business cases, stakeholder dynamics, commercial solutions, and negotiations.

• Develop relationships with senior executives at major retail merchants.

• Engage directly in high-priority opportunities where executive involvement can propel the business forward.

• Shape and refine the Enterprise Retail go-to-market strategy and objectives in collaboration with senior leadership.

• Oversee account planning, territory management, pipeline reviews, sales planning, and operational discipline.

• Collaborate with Product, Client Success, Marketing, Finance, Legal, and RevOps on milestones, escalations, and company-wide initiatives.

• Enhance sales effectiveness through data, AI, automation, and contemporary tools.

• Travel as required for merchant meetings, deal support, industry events, and team gatherings.

⛳️ Requirements

• Over 10 years of experience in enterprise sales, strategic partnerships, or commercial leadership.

• Extensive experience in leading senior sales teams within complex, high-growth environments.

• Proven experience managing and developing senior, quota-carrying Account Executives.

• Demonstrated success guiding teams through large, intricate sales cycles involving executive stakeholders, commercial negotiations, and significant cross-functional coordination.

• Strong alignment with Affirm’s mission and a clear understanding of the value Affirm provides to merchants and consumers.

• Experience in selling to large retail merchants, preferably in payments, fintech, commerce, or another complex solution-selling context.

• Excellent judgment, communication skills, and executive presence.

• Ability to build trust and influence C-level merchant stakeholders and senior internal partners.

• Proven track record of developing high-performing sales talent, enhancing performance, and fostering consistent operational discipline across a team.

• Proficient in data, AI, automation, and modern sales tools.

• Visa sponsorship is not available for this position.

🏝️ Benefits

• 100% subsidized medical coverage for employees and their dependents.

• Dental and vision coverage for employees and their dependents.

• Monthly stipends for technology setup.

• Monthly health and wellness spending stipends.

• Flexible time off.

• Generous holiday calendar.

• Employee stock purchase plan (ESPP) allowing employees to purchase Affirm stock at a discounted rate.

• Flexible remote-first work arrangements.

• In-person onboarding experience for all new hires.