Senior Manager, Key Accounts Sales

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. 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: 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. What You’ll Do: - 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. What We Look For: - 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 compl

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 problems, and lead with executive presence.

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 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 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.