Director, Key Accounts Sales
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Job Description
Affirm director leading UK enterprise sales and strategic merchant growth for its buy-now-pay-later products. Managing senior account executives, complex negotiations, go-to-market strategy, and post-launch expansion.
Responsibilities:
- Lead and mentor a team of senior Account Executives
- Own executive stakeholder management and lead executive-level negotiations with strategic partners
- Define and evolve the UK/Europe enterprise go-to-market strategy and operating model
- Influence commercial strategy using market insights, merchant feedback, and competitive trends
- Serve as regional decision-maker for complex commercial opportunities
- Own talent planning, hiring, and calibration processes for the region
- Improve sales execution, pipeline management, and deal strategy
- Own outcomes from contract signature through launch and first-year expansion
- Hold cross-functional partners accountable to milestones and resolve escalations
- Coach the team, drive performance improvement, and build a values-aligned culture
- Represent Affirm at industry events and conferences
- Travel regularly for executive engagements, industry events, team planning sessions, and offsites
Requirements:
- 10+ years of solution selling experience
- 5+ years leading high-performing enterprise sales teams
- Deep understanding of enterprise sales and complex deal structures
- Experience shaping scalable operating models, sales processes, or commercial strategies
- Experience setting regional or department strategy and scaling teams or organizations
- Demonstrated cross-functional execution across Product, Legal, Risk, and Customer Success
- Expertise in CRM/Salesforce hygiene, forecasting accuracy, and sales methodologies
- Track record selling to large enterprise merchants across multiple industries
- Retail, Travel, Credit, or Payments experience ideally
- Strong executive presence and senior stakeholder relationship-building ability
- Active networking ability to generate warm leads and new opportunities
- Structured, organized, proactive, and entrepreneurial leadership approach
- Strong coaching and mentoring skills
- Willingness to travel regularly
Benefits:
- Monthly stipends for health, wellness and tech spending
- 100% subsidised medical coverage for employees and dependents
- Dental and vision coverage for employees and dependents
- Flexible Spending Wallets with stipends for Technology, Food, Lifestyle needs, and family forming expenses
- Competitive vacation and holiday schedules
- Employee stock purchase plan (ESPP) enabling employees to buy Affirm shares at a discount
- Remote-first work arrangement
- Reasonable accommodations during the hiring process
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