Director, Enterprise Sales

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: We’re looking for a Director, Enterprise Retail Sales to lead a team of Account Executives responsible for some of Affirm’s most strategic retail opportunities across fashion, beauty, apparel, sporting goods, electronics, furniture, and other lifestyle categories. Reporting to the Senior Director of Enterprise Retail Sales, this leader will lead a senior sales team while remaining hands-on in complex commercial opportunities. The Director will coach and develop experienced AEs, help shape and progress complex deals, build relationships with senior merchant executives, and work closely with cross-functional partners to support strategic merchant growth. What You’ll Do: • Lead, coach, and develop a team of senior Account Executives, setting clear expectations and driving accountability, performance, and consistent execution against team goals • Own team performance across pipeline health, forecast accuracy, deal progression, merchant acquisition and expansion, and revenue outcomes • Coach through complex, strategic opportunities, helping AEs build business cases, navigate stakeholder dynamics, structure commercial solutions, and negotiate effectively • 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 • Shapes and evolves Enterprise Retail GTM strategy and objectives with senior leadership including account planning, territory management, pipeline reviews, sales planning, and operating discipline • 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 • 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 • Travel as needed for merchant meetings, deal support, industry events, and team gatherings What We Look For: • 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 perfo