GTM Strategy & Operations Lead (Legal & Field Ops)

GTM Strategy & Operations Lead (Legal & Field Ops)

At Affirm, we exist for the moments that matter—giving people a clear, predictable way to pay over time, with no hidden fees, no surprises, and no tradeoffs on what matters most.

About the Revenue team

The Revenue team drives Affirm's top-line growth through strategic partnerships, growth initiatives, 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 operations for a specific product line or segment end to end. You're handed the objective and you decide how to execute: building the target lists, assigning appropriate account actions, segmenting customers by contractual and pricing eligibility, and tracking adoption. You turn high-level product and pricing inputs into a plan a rep can actually execute.

What You'll Do

• Own go-to-market operations for field teams executing on strategic initiatives — segmenting potential customers and managing the legal and pricing operations.

• Turn inputs from cross-functional stakeholders like Product, Legal, Risk, and Pricing into an executable process.

• Manage Affirm’s first-in-class AI contract dashboard for field teams to understand legal and pricing eligibility for product initiatives.

• Build and maintain the tools and playbooks the field needs for strategic initiatives, including contract renewal planning, pricing standardization, and new product GTM.

• Fluently navigate different perspectives on the same launch — the exec "why it matters," the customer value proposition, and the field-facing analysis.

• Sit close to the field, and turn what you hear into recommendations for cross-functional teams.

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

• What We Look For

• 6+ years of experience in business operations, revenue or sales operations, ideally in FinTech, SaaS, or another high-growth environment.

• A track record of owning a go-to-market motion or customer-facing initiative 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 SaaS sales motions is a must-have.

• Experience using SQL to query, manipulate, and analyze data to support business insights and decision-making.

• Demonstrated experience leveraging AI tools to improve workflows, automate processes, and drive efficiency, with an understanding of how to apply and validate AI-generated outputs.

• 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: 145000 - 205000

• USA base pay range (all other U.S. states) per year: 128000 - 188000

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

• Remote-first with flexibility built in

• Affirm is proud to be a remote-first company. Most roles can be done from almost anywhere within the country of employment. Some positions may occasionally require in-person work at an Affirm office, and a few are office-based due to the nature of the work. All new hires will be invited to attend an in-person onboarding experience.

• Benefits designed for you Our benefits reflect our commitment to care, transparency, and flexibility. Here are a few highlights:

• Health coverage at no cost: We cover 100% of premiums for employees and their dependents.

• Spending stipends: Monthly stipends support your tech setup, and the ability to choose health and wellness options that are right for you.

• Time off to recharge: Flexible time off and generous holiday calendars help you rest when you need to.

• Own a piece of what you build: Our employee stock purchase plan (ESPP) lets you buy Affirm stock at a discount.

• We’re committed to providing an inclusive interview process, including accommodations for candidates with disabilities. If you need support, we’re happy to help.

• For positions based in San Francisco or Los Angeles: Affirm considers qualified applicants with arrest and conviction records, as required by law.