Senior Manager, Key Accounts Sales

Навыки

• E-commerce
• Google Tag Manager
• HR-процессы
• Лидерство
• Маркетинговая стратегия
• Переговоры
• REST API

О компании и продукте

• The Revenue team drives Affirm’s top-line growth through strategic partnerships, pricing, 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.
• We’re looking for a Sr. Manager, Key & Enterprise Sales (US + CA) to lead a portfolio of strategic opportunities across Travel and New Markets in the US and all Key accounts in Canada. Reporting to Director & Head of Key & Enterprise Sales for Travel, New Markets, and International, this leader will oversee 6 experienced Account Executives and work with some of Affirm’s most strategic merchants across airlines, OTAs, hotels, car rental, cruises, healthcare and the largest Canadian accounts across all verticals.
• This leader will execute and evolve the go-to-market plans in partnership with senior leadership, build executive relationships, guide complex commercial opportunities, and turn strategy into measurable business results. They will lead a high-impact team and partner across the business to help Affirm win, launch, and grow strategic merchant relationships.
• Affirm is reinventing credit to make it more honest and friendly, giving consumers the flexibility to buy now and pay later without any hidden fees or compounding interest.

Задачи

• Lead and mentor a team of mid-to-senior-level Key and Enterprise Account Executives, helping them develop strategies to win new business and expand existing partnerships
• Own executive stakeholder management for the segment: communicate progress and risks early, align on tradeoffs, and support senior leadership decision-making
• lead executive-level negotiations with strategic partners
• Execute and continuously refine the US Travel & New Markets and Key CA GTM plans and operating rhythm (segmentation, coverage, merchant prioritization, pipeline inspection), partnering with Sales Ops/RevOps to improve forecasting accuracy, operational effectiveness, and team performance
• Lead cross-functional deal orchestration for priority opportunities, building alignment across Legal, Product, Risk, and Client Success to navigate complex deal requirements and drive successful outcomes
• Navigate complex and ambiguous commercial situations, balancing merchant needs, business objectives, operational constraints, and risk considerations to make informed decisions
• Recruitment & Team Development: Support hiring, onboarding, and calibration for the team in partnership with sales leadership and People, ensuring swift decision-making and momentum
• Drive team execution across deals, providing hands-on coaching from pipeline development through negotiation and close
• leverage AI-enabled call/notes synthesis and deal-cycle organization (e.g., mutual action plans, risk capture, next steps) to remove blockers and maintain a high bar for deal quality
• Partner with Client Success, Product, and Technical Account Management to ensure a smooth launch and strong early performance for newly signed merchants
• proactively manage escalations and post-close handoffs
• Identify and drive first-year expansion opportunities (cross-channel, multi-brand, or new use cases) for Travel and New Markets partners, in alignment with leadership priorities
• Bring structure and innovation to sales execution and pipeline management, including standardization of deal artifacts and operating cadences, improving efficiency and consistency across the team
• Hold the team accountable for performance, providing timely coaching, feedback, and development while creating clarity around priorities, execution expectations, and business outcomes
• Represent Affirm at industry events and conferences relevant to Travel and priority new markets, strengthening our position in the market
• Travel regularly to lead executive engagements, accelerate deal cycles, and facilitate team planning sessions and off-sites

Требования

• 10+ years of solution selling experience, including 3+ years of leadership experience managing high-performing sales teams
• A strategic and hands-on sales leader with a deep understanding of enterprise sales and complex deal structures
• Experience translating strategy into operational plans and team execution, driving sustained results through forecasting rigor, pipeline inspection, and strong cross-functional collaboration
• Demonstrated 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
• Demonstrated ability to navigate ambiguity, solve complex business problems, and make sound decisions with incomplete information
• Proven track record of selling into large, enterprise merchants
• Travel experience strongly preferred (and/or experience incubating new verticals/markets)
• Strong alignment with Affirm’s mission, with a passion for building financial products that improve lives
• Strong executive presence and ability to build relationships with senior stakeholders internally and at major brands
• An active networker who can broker warm leads and open doors to new opportunities
• A structured, organized leader who brings new ways of thinking and managing to the team
• A proactive, entrepreneurial mindset with the ability to navigate ambiguity and drive initiatives forward
• A strong coach and mentor who holds the team accountable and provides real-time, constructive feedback to improve performance
• Willingness to travel regularly to support deal acceleration, industry events, and team collaboration
• Pay Grade - M
• Equity Grade - 10
• Employees new to Affirm typically come in at the start of the pay range
• Affirm focuses on providing a simple and transparent pay structure which is based on a variety of factors, including location, experience and job-related skills
• For sales roles, the range provided is the role’s On Target Earnings ("OTE") range, which includes the annual base pay and the sales incentive target
• Please note that visa sponsorship is not available for this position
• Affirm is proud to be a remote-first company!

Условия

• Base pay is part of a total compensation package that may include equity rewards, monthly stipends for health, wellness and tech spending, and benefits (including 100% subsidized medical coverage, dental and vision for you and your dependents.)
• USA On Target Earnings (CA, WA, NY, NJ, CT) per year: $370,000 - $490,000
• USA On Target Earnings (all other U.S. states) per year: $328,000 - $448,000

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