Director, Key Accounts Sales

At Affirm, we exist for the moments that matter—giving people a clear, predictable way to pay over time, with no hidden fees, no surprises, and no tradeoffs on what matters most.

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 

#LI-Remote

Remote-first with flexibility built in
Affirm is proud to be a remote-first company. Most roles can be done from almost anywhere within the country of employment. Some positions may occasionally require in-person work at an Affirm office, and a few are office-based due to the nature of the work. All new hires will be invited to attend an in-person onboarding experience.

Benefits designed for you
Our benefits reflect our commitment to care, transparency, and flexibility. Here are a few highlights:

• Health coverage at no cost: We cover 100% of premiums for employees and their dependents.
• Spending stipends: Monthly stipends support your tech setup, and the ability to choose health and wellness options that are right for you.
• Time off to recharge: Flexible time off and generous holiday calendars help you rest when you need to.
• Own a piece of what you build: Our employee stock purchase plan (ESPP) lets you buy Affirm stock at a discount.

We’re committed to providing an inclusive interview process, including accommodations for candidates with disabilities. If you need support, we’re happy to help.

For positions based in San Francisco or Los Angeles: Affirm considers qualified applicants with arrest and conviction records, as required by law.

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