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GTM Strategy & Operations Lead (Legal & Field Ops)

Affirm· Revenue Operations & Analytics
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Remote$145k - $205kFull-timePosted 4d ago

About the role

GTM Strategy & Operations lead focused on end-to-end go-to-market operations for a product line or segment, partnering with Legal, Pricing, Product, and Field teams to design and execute scalable GTM motions.

Responsibilities

  • Own go-to-market operations for field teams executing on strategic initiatives — segmenting potential customers and managing the legal and pricing operations.
  • Turn inputs from cross-functional stakeholders like Product, Legal, Risk, and Pricing into an executable process.
  • Manage Affirm’s first-in-class AI contract dashboard for field teams to understand legal and pricing eligibility for product initiatives.
  • Build and maintain the tools and playbooks the field needs for strategic initiatives, including contract renewal planning, pricing standardization, and new product GTM.
  • Fluently navigate different perspectives on the same launch — the exec "why it matters," the customer value proposition, and the field-facing analysis.
  • Sit close to the field, and turn what you hear into recommendations for cross-functional teams.
  • Analyze performance data to find where a launch is stalling, and flag risks early.

Qualifications

  • 6+ years of experience in business operations, revenue or sales operations, ideally in FinTech, SaaS, or another high-growth environment.
  • A track record of owning a go-to-market motion or customer-facing initiative end to end, rollout through adoption, within a defined scope.
  • Experience working cross-functionally with Product, PMM, Client Success, Sales, Analytics, Legal, or Pricing.
  • Comfort translating product and pricing strategy into practical, field-ready execution.
  • Solid analytical instincts: you use adoption and performance data to decide what to do next, not just to report what happened.
  • Clear, action-oriented writing and speaking.
  • You do your best work in ambiguity and move fast without waiting to be told the approach.
  • Familiarity with merchant, payments, or SaaS sales motions is a must-have.
  • Experience using SQL to query, manipulate, and analyze data to support business insights and decision-making.
  • Demonstrated experience leveraging AI tools to improve workflows, automate processes, and drive efficiency, with an understanding of how to apply and validate AI-generated outputs.

Skills

Required:Go-to-market operationsCross-functional collaborationData analysis (SQL)AI/automation tools

Benefits

  • Health coverage at no cost: 100% of 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) with stock discount.
Last updated Oct 21, 2026. Interested? Apply on the company site.

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