GTM Strategy & Operations Lead

About the Revenue team

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.

About the Role

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 for a specific product line or segment end to end. You're handed the objective ("drive adoption for this new feature") and you decide how: the rollout plan, the enablement, the tracking. You turn half-formed product and pricing inputs into a plan a rep can actually execute.

What You'll Do

• Own the go-to-market for a product line or segment end to end — rollout design, enablement, and the adoption target you're driving toward.

• Turn inputs from cross-functional stakeholders like Product, Pricing, and PMM into a coherent GTM strategy, and track adoption against goal.

• Fluently navigate different perspectives on the same launch — the exec "why it matters," the customer value proposition, and the rep's reasons to believe.

• Build and maintain the materials, processes, and playbooks the field needs.

• Sit close to the field, and turn what you hear into recommendations for Product Marketing.

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

What We Look For

• 6+ years of experience in go-to-market strategy, product marketing, revenue or sales operations, ideally in FinTech, SaaS, or another high-growth environment.

• A track record of owning a go-to-market motion or product line 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 fintech ecosystems is a must-have.

Pay Grade - K
Equity Grade - 6

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. 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 base pay range (CA, WA, NY, NJ, CT) per year: $145,000 - $205,000
USA base pay range (all other U.S. states) per year: $128,000 - $188,000

Please note that visa sponsorship is not available for this position.

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