Senior Director, Key & Enterprise Sales

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

📋 Description

• Establish the vision, strategy, and operational direction for Affirm’s Key & Enterprise Retail Sales division, ensuring alignment among sales leadership and cross-functional partners regarding priorities, investment choices, and market positioning.

• Take ownership of business performance encompassing pipeline health, forecast accuracy, deal progression, merchant launches, account growth, and revenue results.

• Develop trusted relationships with senior executives at major retail merchants and spearhead complex commercial opportunities from inception to contract negotiation.

• Design and scale the go-to-market strategy through territory design, account planning, sales planning, pipeline assessments, and operational discipline, collaborating with Product, Partnerships, Client Success, Marketing, Finance, Legal, RevOps, and leadership to enhance Affirm's success and growth with strategic accounts.

• Utilize AI, automation, data, and contemporary sales tools in practical manners to enhance planning, decision-making, insight generation, and team productivity, including Salesforce, Gong, Google Workspace, Notion, Spekit, and generative AI tools like ChatGPT and Claude.

• Lead and expand a multi-layered sales organization, fostering clarity, accountability, and consistent execution among teams supporting Key and Enterprise Retail Sales.

• Mentor and develop high-performing sales leaders and teams through training, solution selling, written communication, and consistent deal execution, with travel as required for merchant meetings, deal support, industry events, and team gatherings.

⛳️ Requirements

• Over 15 years of experience in enterprise sales, strategic partnerships, or commercial leadership, with significant experience in guiding leaders within complex, high-growth environments.

• Demonstrated success in building, scaling, and managing high-performing sales organizations concentrated on large, strategic accounts for both new business and expansion.

• Extensive experience selling to large retail merchants, preferably in payments, fintech, commerce, or another intricate solution-selling context.

• Strong executive presence, effective written and verbal communication skills, and the capability to build trust and influence with C-level external stakeholders and senior internal partners.

• Proficiency in navigating ambiguity, constructing business cases, and transforming strategy into clear execution and measurable outcomes.

• Proven record of mentoring and developing talent, enhancing performance, fostering collaborative teams, and ensuring consistency through well-defined processes.

• Practical knowledge of modern sales tools, data, and AI, with the ability to implement them in ways that enhance team effectiveness and merchant outcomes, while informing cross-functional and executive decisions related to strategy, resource allocation, and market expansion.

🏝️ Benefits

• Comprehensive health care coverage - Affirm pays all premiums for all levels of coverage for you and your dependents.

• Flexible Spending Wallets - generous stipends for expenditures on Technology, Food, various Lifestyle necessities, and family formation expenses.

• Time off - competitive vacation and holiday schedules that allow you to take time off to relax and recharge.

• ESPP - An employee stock purchase plan enabling you to purchase shares of Affirm at a discount.