Senior Manager, Key Accounts Sales

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

📋 Description

• Lead and guide a team of mid-to-senior-level Key and Enterprise Account Executives, assisting them in formulating strategies to acquire new business and enhance existing partnerships.

• Manage executive stakeholder relationships for the segment: promptly communicate progress and risks, align on tradeoffs, and aid senior leadership in decision-making; spearhead executive negotiations with strategic partners.

• Implement and continuously enhance the US Travel & New Markets and Key CA GTM plans and operational processes (segmentation, coverage, merchant prioritization, pipeline inspection), collaborating with Sales Ops/RevOps to boost forecasting accuracy, operational efficiency, and team performance.

• Drive cross-functional deal orchestration for priority opportunities, fostering alignment among Legal, Product, Risk, and Client Success to navigate complex deal requirements and achieve successful outcomes.

• Navigate intricate and ambiguous commercial scenarios, balancing merchant requirements, business goals, operational limitations, and risk factors to make informed decisions.

• Recruitment & Team Development: Assist in hiring, onboarding, and calibrating the team in collaboration with sales leadership and People, ensuring swift decision-making and momentum.

• Propel team execution across deals, offering hands-on coaching from pipeline development through negotiation to close; utilize AI-enabled call/notes synthesis and deal-cycle organization (e.g., mutual action plans, risk capture, next steps) to eliminate obstacles and uphold high standards for deal quality.

• Collaborate with Client Success, Product, and Technical Account Management to ensure a seamless launch and strong early performance for newly signed merchants; proactively manage escalations and post-close transitions.

• Identify and pursue first-year expansion opportunities (cross-channel, multi-brand, or new use cases) for Travel and New Markets partners, aligned with leadership priorities.

• Introduce structure and innovation to sales execution and pipeline management, including standardizing deal artifacts and operational rhythms, thereby enhancing efficiency and consistency across the team.

• Hold the team accountable for performance by providing timely coaching, feedback, and development while clarifying priorities, execution expectations, and business outcomes.

• Represent Affirm at industry events and conferences relevant to Travel and priority new markets, reinforcing our market position.

• Travel frequently to lead executive engagements, expedite deal cycles, and facilitate team planning sessions and off-sites.

⛳️ Requirements

• Over 10 years of solution selling experience, including more than 3 years of leadership experience managing high-performing sales teams.

• A strategic and hands-on sales leader with extensive knowledge of enterprise sales and complex deal structures.

• Experience in translating strategy into operational plans and team execution, driving sustained results through rigorous forecasting, pipeline inspection, and strong cross-functional collaboration.

• Proven ability to drive cross-functional execution across Product/Legal/Risk/CS for complex enterprise partnerships.

• Demonstrated operational excellence in forecasting, pipeline management, and sales execution.

• Proven capability to navigate ambiguity, resolve complex business challenges, and make sound decisions with incomplete information.

• A track record of successfully selling to large enterprise merchants; experience in Travel is strongly preferred (and/or experience in developing new verticals/markets).

• Strong alignment with Affirm’s mission, coupled with a passion for creating financial products that enhance lives.

• Excellent executive presence and the ability to build relationships with senior stakeholders both internally and at major brands.

• An active networker who can foster warm leads and unlock new opportunities.

• A structured and organized leader who introduces innovative thinking and management methods to the team.

• A proactive, entrepreneurial mindset capable of navigating ambiguity and driving initiatives forward.

• An effective coach and mentor who holds the team accountable and provides timely, constructive feedback to enhance performance.

• Willingness to travel regularly to support deal acceleration, industry events, and team collaboration.

🏝️ Benefits

• Health care coverage - Affirm covers all premiums for all levels of coverage for you and your dependents.

• Flexible Spending Wallets - generous stipends available for Technology, Food, various Lifestyle needs, and family formation expenses.

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

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