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Director, Platform Sales

Affirm· ISV Partnerships
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Hybrid (Remote US)$370k - $490kFull-timePosted 3w ago

About the role

Director of Sales leading four Account Executives focused on signing platform partnerships (ISVs and SaaS providers) to expand Affirm’s reach with SMB merchants; responsible for go-to-market strategy, complex negotiations, and building a high-performing sales organization.

Responsibilities

  • Lead, coach, and develop four Account Executives, creating clear accountability for performance while strengthening individual execution and team culture.
  • Define and evolve Affirm’s ISV go-to-market strategy, including focus areas, market coverage, and win/scale of ISV partnerships.
  • Own outcomes from opportunity creation through signature, integration, launch, and early merchant activation. Hold cross-functional partners accountable to shared milestones and resolve escalations.
  • Lead strategic platform opportunities and complex negotiations, building executive relationships, setting the narrative, surfacing risks early, and navigating multi-stakeholder deals.
  • Bring rigor to prospecting, pipeline management, forecasting, and deal strategy to improve execution and accelerate growth.
  • Represent the platform ecosystem internally, bringing partner insights, merchant needs, and competitive trends into commercial strategy, product development, and roadmap decisions.
  • Own talent planning, hiring, and team calibration to build and sustain a high-performing sales organization.

Qualifications

  • 10+ years of sales experience, including at least 5 years leading high-performing sales teams.
  • A proven record of consistently exceeding revenue goals in high-growth environments.
  • Deep expertise hunting and closing new business across complex, multi-stakeholder organizations.
  • Channel sales experience.
  • Experience selling to ISVs, software providers, vertical SaaS companies, or similar platform businesses.
  • Experience in fintech or payments. Experience in embedded finance and/or BNPL is a plus.
  • A strong understanding of the SMB market and platform-based ecosystems.
  • Demonstrated strength in coaching, team building, and performance management.
  • A strategic, hands-on approach, with the ability to lead complex deals while building scalable sales processes.
  • Excellent communication, negotiation, and relationship-building skills.

Skills

Required:Leadership and People ManagementStrategic Sales PlanningComplex Negotiations

Benefits

  • Health coverage at no cost: 100% premiums for employees and their dependents.
  • Spending stipends for tech setup and health/wellness options.
  • Flexible time off and generous holiday calendars.
  • Employee stock purchase plan (ESPP) to buy Affirm stock at a discount.
Last updated Sep 30, 2026. Interested? Apply on the company site.

About Affirm

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