Director, Enterprise Sales

About This RoleAI processing…

Key Responsibilities

• 1
  Lead, coach, and develop a team of senior Account Executives, setting clear expectations and driving accountability, performance, and consistent execution against team goals
• 2
  Own team performance across pipeline health, forecast accuracy, deal progression, merchant acquisition and expansion, and revenue outcomes
• 3
  Coach through complex, strategic opportunities, helping AEs build business cases, navigate stakeholder dynamics, structure commercial solutions, and negotiate effectively
• 4
  Build trusted relationships with senior leaders at major retail merchants and engage directly in high-priority opportunities where executive involvement can help move the business forward
• 5
  Shapes and evolves Enterprise Retail GTM strategy and objectives with senior leadership including account planning, territory management, pipeline reviews, sales planning, and operating discipline
• 6
  Drive commercial and operational outcomes by partnering across Product, Client Success, Marketing, Finance, Legal, and RevOps to maintain shared accountability for key milestones, resolve escalations, and influence company-level initiatives
• 7
  Drive operational excellence and sales effectiveness by leveraging data, AI, and modern tools to bring structure and innovation to planning, pipeline management, forecasting, and deal strategy
• 8
  Travel as needed for merchant meetings, deal support, industry events, and team gatherings

Requirements

• 10+ years of experience in enterprise sales, strategic partnerships, or commercial leadership, including significant experience leading senior sales teams in complex, high-growth environments
• Demonstrated experience directly managing and developing senior, quota-carrying Account Executives
• Proven success leading teams through large, complex sales cycles involving executive stakeholders, commercial negotiations, and significant cross-functional coordination
• Strong alignment with Affirm’s mission and a clear understanding of the value Affirm delivers to merchants and consumers
• Experience selling to large retail merchants, ideally in payments, fintech, commerce, or another complex solution-selling environment
• Strong judgment, communication, and executive presence, with the ability to build trust and influence C-level merchant stakeholders and senior internal partners
• Track record of developing high-performing sales talent, improving performance, and creating consistent operating discipline across a team
• Proficiency with data, AI, automation, and modern sales tools to improve sales effectiveness and decision-making

Perks & Benefits