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Director, Key Accounts Sales

Affirm· US Sales
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Hybrid (UK)£120k - £168kFull-timePosted 2mo ago

About the role

Director, Key & Enterprise Sales in the UK leading a team of senior Account Executives to drive strategic merchant relationships across the UK and Europe, shaping GTM strategy and delivering measurable business results for Affirm’s retail partnerships.

Responsibilities

  • Lead and mentor a team of senior Account Executives, creating alignment, accountability, and consistent execution against regional and company priorities.
  • 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.
  • 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.
  • Influence broader commercial strategy by bringing market insights, merchant feedback, and competitive trends into business planning, prioritization, and investment decisions.
  • 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.
  • 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.
  • Bring structure and innovation to sales execution, pipeline management, and deal strategy, driving efficiency and effectiveness across the team.
  • 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 milestones and deliver goals.
  • Hold the team accountable for performance, providing coaching to drive continuous improvement and maintain a strong team culture aligned with Affirm’s values.
  • Serve as a senior thought leader at industry events and conferences to advocate for Affirm’s mission and strengthen market position.
  • Travel regularly to lead executive engagements to accelerate AE deal cycles and support planning sessions and offsites.

Qualifications

  • 10+ years of solution selling experience, including 5+ years leading high-performing enterprise sales teams.
  • Strategic and hands-on sales leader with deep understanding of enterprise sales and complex deal structures.
  • Experience shaping operating models, sales processes, or commercial strategies that scale beyond an individual team or territory.
  • Experience setting regional/department strategy, translating it into operating rhythms, and scaling a team/org to deliver sustained results.
  • Demonstrated ability to drive cross-functional execution across Product/Legal/Risk/CS for complex enterprise partnerships.
  • Operational & Pipeline Rigor: Deep expertise and ownership of CRM/Salesforce hygiene, forecasting accuracy, and sales methodologies.
  • Proven track record of selling into large, enterprise merchants across multiple industries, ideally Retail, Travel and/or Credit and Payments.
  • Strong alignment with Affirm’s mission and understanding of its value to merchants and consumers.
  • Strong executive presence and ability to build relationships with senior stakeholders internally and at major brands.
  • Active networker capable of brokering warm leads and opening doors to opportunities.
  • Structured, organized leadership with entrepreneurial mindset and ability to navigate ambiguity.
  • Strong coaching skills and commitment to real-time feedback and performance improvement.
  • Willingness to travel regularly for deal acceleration, industry events, and team collaboration.

Skills

Required:Enterprise sales leadershipStrategic GTM developmentExecutive stakeholder management

Benefits

  • Health coverage at no cost for employees and dependents
  • Monthly stipends for tech setup and health/wellness options
  • Flexible time off and generous holiday calendars
  • Employee stock purchase plan (ESPP) with stock purchase at a discount
Last updated Sep 16, 2026. Interested? Apply on the company site.

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