GTM Strategy & Operations Lead

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, 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. #LI-Remote

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.