About the role
<div class="content-intro"><p>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.</p></div><p data-pm-slice="1 1 []"><strong>About the Revenue team </strong><br>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 optimisation 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.<br><br><strong>About the role</strong><br>We’re looking for a Director, Key Enterprise Sales in the UK to lead this business and help shape Affirm’s long-term growth in retail. Reporting to the Head of International Sales, this leader will oversee 5 senior Account Executives and work with some of Affirm’s most strategic merchants across fashion, beauty, apparel, sporting goods, electronics, furniture, travel and other lifestyle categories in the UK and Europe.</p>
<p><br>This leader will evolve our UK Go To Market (GTM) strategy, 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.<br><br><strong>What you’ll do</strong></p>
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<p>Lead and mentor a team of senior Account Executives, creating alignment, accountability, and consistent execution against regional and company priorities.</p>
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<p>Own executive stakeholder management for the region: set the narrative, surface risks early, recommend decisions, and drive resolution with senior leadership; lead executive-level negotiations with strategic partners.</p>
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<p>Partner with senior leadership to define and evolve the UK/Europe enterprise GTM strategy and operating model, including segmentation, coverage, merchant prioritization, deal governance, and standards for how Affirm wins, launches, and grows strategic partnerships.</p>
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<p>Influence broader commercial strategy by bringing market insights, merchant feedback, and competitive trends into business planning, prioritization, and investment decisions.</p>
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<p>Serve as the regional decision-maker for complex commercial opportunities, balancing merchant needs, risk considerations, operational constraints, and long-term business objectives to drive successful outcomes.</p>
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<p>Recruitment Process Ownership: Own talent planning, hiring, and calibration processes for the region, building a high-performing organization and ensuring consistent leadership standards across the team.</p>
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<p>Bring structure and innovation to sales execution, pipeline management, and deal strategy, driving efficiency and effectiveness across the team.</p>
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<p>Own end-to-end outcomes from signature through launch and first-year expansion, including cross-channel, cross-geography, and multi-brand growth; hold cross-functional partners accountable to shared milestones, resolve escalations, and ensure delivery against commercial and customer experience objectives.</p>
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<p>Hold your team accountable for performance, providing immediate and thoughtful coaching to drive continuous improvement, and build a strong team culture aligned with Affirm’s values.</p>
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<p>Serve as a senior thought leader at industry events and conferences, advocating for our mission and strengthening our position in the market.</p>
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<p>Travel regularly to lead executive engagements to accelerate AE deal cycles, and facilitate team planning sessions and offsites.</p>
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<p><strong>What we look for</strong></p>
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<p>10+ years of solution selling experience, including 5+ years leading high-performing enterprise sales teams.</p>
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<p>A strategic and hands-on sales leader with a deep understanding of enterprise sales and complex deal structures.</p>
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<p>Experience shaping operating models, sales processes, or commercial strategies that scale beyond an individual team or territory.</p>
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<p>Experience setting regional/department strategy, translating it into operating rhythms, and scaling a team/org to deliver sustained results.</p>
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<p>Demonstrated ability to drive cross-functional execution across Product/Legal/Risk/CS for complex enterprise partnerships.</p>
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<p>Operational Pipeline Rigor: Deep expertise and strict ownership of CRM/Salesforce hygiene, forecasting accuracy, and sales methodologies.</p>
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<p>Proven track record of selling into large, enterprise merchants across numerous industries, ideally with experience in Retail, Travel and/or the Credit and Payments landscape.</p>
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<p>Strong alignment with Affirm’s mission, with a passion for building financial products that improve lives. Ideally, you have used our product and understand its value to merchants and consumers.</p>
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<p>Strong executive presence and ability to build relationships with senior stakeholders internally and at major brands.</p>
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<p>An active networker who can broker warm leads and open doors to new opportunities.</p>
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<p>A structured, organized leader who brings new ways of thinking and managing to the team.</p>
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<p>A proactive, entrepreneurial mindset with the ability to navigate ambiguity and drive initiatives forward.</p>
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<p>A strong coach and mentor who holds the team accountable and provides real-time, constructive feedback to improve performance.</p>
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<p>Willingness to travel regularly to support deal acceleration, industry events, and team collaboration.</p>