At a Glance
- Tasks: Lead a dynamic sales team and drive strategic partnerships across various industries.
- Company: Join Affirm, a forward-thinking company revolutionising credit for consumers.
- Benefits: Enjoy competitive pay, comprehensive health coverage, and flexible spending options.
- Other info: Remote-first culture with opportunities for travel and professional growth.
- Why this job: Shape the future of retail finance while making a real impact in the industry.
- Qualifications: 10+ years in solution selling with experience leading high-performing teams.
The predicted salary is between 120000 - 168000 £ per year.
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.
About the Revenue team
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.
About the role
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. 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.
What you’ll do
- 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 shared milestones, resolve escalations, and ensure delivery against commercial and customer experience objectives.
- 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.
- Serve as a senior thought leader at industry events and conferences, advocating for our mission and strengthening our position in the market.
- Travel regularly to lead executive engagements to accelerate AE deal cycles, and facilitate team planning sessions and offsites.
What we look for
- 10+ years of solution selling experience, including 5+ years leading high-performing enterprise sales teams.
- A strategic and hands-on sales leader with a 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 strict ownership of CRM/Salesforce hygiene, forecasting accuracy, and sales methodologies.
- 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.
- 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.
- 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.
Base Pay Grade - N Equity Grade - 7 Employees new to Affirm typically come in at the start of the pay range. Affirm focuses on providing a simple and transparent pay structure which is based on a variety of factors, including location, experience and job-related skills. For sales roles, the range provided is the role’s On Target Earnings ("OTE") range, which includes the annual base pay and the sales incentive target. Base pay is part of a total compensation package that may include monthly stipends for health, wellness and tech spending, and benefits (including 100% subsidised medical coverage, dental and vision for you and your dependents). In addition, the employees may be eligible for equity rewards offered by Affirm Holdings, Inc. (parent company). GBR base pay range per year: £120,000 - £168,000 Location: UK Remote
Affirm is proud to be a remote-first company! The majority of our roles are remote and you can work almost anywhere within the country of employment. Affirmers in proximal roles have the flexibility to work remotely, but will occasionally be required to work out of their assigned Affirm office. A limited number of roles remain office-based due to the nature of their job responsibilities. We’re extremely proud to offer competitive benefits that are anchored to our core value of people come first. Some key highlights of our benefits package include:
- Health care coverage - Affirm covers all premiums for all levels of coverage for you and your dependents
- Flexible Spending Wallets - generous stipends for spending on Technology, Food, various Lifestyle needs, and family forming expenses
- Time off - competitive vacation and holiday schedules allowing you to take time off to rest and recharge
- ESPP - An employee stock purchase plan enabling you to buy shares of Affirm at a discount
We believe It’s On Us to provide an inclusive interview experience for all, including people with disabilities. We are happy to provide reasonable accommodations to candidates in need of individualized support during the hiring process.
Director, Key Accounts Sales employer: Affirm
At Affirm, we pride ourselves on fostering a collaborative and innovative work culture that empowers our employees to make a meaningful impact in the world of finance. As a Remote Analytics Manager, you'll not only lead critical fraud detection initiatives but also benefit from our commitment to professional growth, flexible working arrangements, and a supportive environment that values your contributions. Join us in our mission to create a more honest and friendly credit experience while enjoying the unique advantages of working with a forward-thinking team dedicated to excellence.
StudySmarter Expert Advice🤫
We think this is how you could land Director, Key Accounts Sales
✨Leverage Your Network
In sales and business development, who you know can often be as important as what you know. Get involved with local networking events or industry meetups to connect with key players. Don't be shy—share your passion for the field and let folks know you're on the lookout for opportunities!
✨Show Your Skills Through Real-World Results
When targeting a full-time role like Director, Key Accounts Sales at Affirm, presenting tangible results from your previous sales experience can set you apart. Bring along case studies or examples of how you've closed deals or expanded accounts, and don't forget to showcase your problem-solving prowess. It’s all about quantifying your success!
✨Engage with Sales Communities
Dive deep into online sales communities, like Sales Hacker or LinkedIn groups dedicated to sales professionals. Engaging in discussions and sharing insights can boost your visibility and might just put you on the radar of hiring managers looking for fresh talent in business development.
✨Direct Applications Matter
While we all know the online application route, consider sending direct applications to companies you admire, including Affirm. Tailor your message to explain why you’re drawn to them and how you can contribute as a Director, Key Accounts Sales. Sometimes, a personal touch can grab attention faster than a generic application!
We think you need these skills to ace Director, Key Accounts Sales
Some tips for your application 🫡
Show Off Those Sales Skills:In your CV and cover letter, highlight any previous sales or business development experience you have. Use numbers and examples to showcase your achievements – did you exceed sales targets or bring in new clients? Make those accomplishments shine!
Tailor Your Message for Affirm:When writing your cover letter, make sure to tailor your message specifically for Affirm. Show that you know the company’s mission and how your skills align with their goals in the sales landscape. This personalised touch will grab their attention!
Keep It Professional Yet Engaging:Sales is all about relationships, so while you want to maintain professionalism in your application, don’t be afraid to let your personality shine through. Engage the reader and demonstrate your enthusiastic approach to sales and business development!
Proof of Performance:Include any relevant certifications or training you’ve undertaken in sales or negotiation tactics. If you’ve attended workshops or courses, list these to showcase your commitment to professional development. This extra touch can set you apart from the competition!
How to prepare for a job interview at Affirm
✨Know Your Sales Methodologies
Brush up on popular sales methodologies like SPIN Selling or Challenger Sales. Being able to discuss these techniques and how you've applied them will show Affirm that you understand the role and can hit the ground running in the sales game.
✨Demonstrate Your Deal-Making Skills
Prepare to share stories from your past experiences where you closed deals, overcame objections, or started new client relationships. We want to show Affirm that you’re not just about numbers but also about building lasting connections in business development.
✨Prepare for Role-Play Scenarios
In a full-time sales interview, don’t be surprised if they throw in a role-play exercise to test your pitching skills. Practising how you would pitch a product or handle an objection will help us shine in this simulation—think of it like a dress rehearsal for your future sales calls!
✨Align Your Goals with the Company’s Vision
Take a moment to reflect on how your career ambitions align with Affirm’s objectives. When we articulate how our personal growth ties in with the company’s goals, it shows commitment and a genuine interest in contributing to their success.
