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. The role of Sr. Manager, Key & Enterprise Sales involves leading a team of Account Executives to manage strategic partnerships across various sectors, executing go-to-market plans, and driving business growth through effective relationship management.

Responsibilities:

• 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

Requirements:

• 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 business problems, and make sound decisions with incomplete information
• Proven track record of selling into large, enterprise merchants
• Strong alignment with Affirm's mission, with a passion for building financial products that improve lives
• Strong executive presence and ability to build relationships with senior stakeholders internally and at major brands
• An active networker who can broker warm leads and open doors to new opportunities
• A structured, organized leader who brings new ways of thinking and managing to the team
• A proactive, entrepreneurial mindset with the ability to navigate ambiguity and drive initiatives forward
• A strong coach and mentor who holds the team accountable and provides real-time, constructive feedback to improve performance
• Willingness to travel regularly to support deal acceleration, industry events, and team collaboration
• Travel experience strongly preferred (and/or experience incubating new verticals/markets)