Director, Key Accounts Sales

Overview

Job Description

Responsibilities

• - 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.
• - 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.

Required Skills

• - 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.

Benefits

• - 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