--- title: 'GTM Strategy & Operations Lead (Legal & Field Ops) at Affirm' canonical: 'https://feeny.ai/job/gtm-strategy-operations-lead-legal-field-ops-affirm-canada-jm2dwdz0h80q' type: 'job' last_seen: '2026-10-18' --- # GTM Strategy & Operations Lead (Legal & Field Ops) at Affirm - **Company:** Affirm - **Location:** Canada - **Work type:** remote - **Posted:** 2026-10-15 - **Last confirmed live:** 2026-10-18 - **Apply:** https://job-boards.greenhouse.io/affirm/jobs/8031366003 ## Job description 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, growth initiatives, 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 optimization 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 GTM Strategy & Operations takes product and pricing initiatives and creates commercially viable, operationally sound go-to-market motions. We partner with Product, Product Marketing, Legal, Rev Ops, and Pricing to design rollout groups, coordinate implementation, and equip the field — CSMs, AEs, and TAMs — with the processes they need to create world-class go-to-market. As an individual contributor, the Lead owns the go-to-market operations for a specific product line or segment end to end. You're handed the objective and you decide how to execute: building the target lists, assigning appropriate account actions, segmenting customers by contractual and pricing eligibility, and tracking adoption. You turn high-level product and pricing inputs into a plan a rep can actually execute. ## What You'll Do - 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. ## What We Look For - 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. - You've been handed vague "go make this work" instructions, then built a solution that resonated with stakeholders and customers. - 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. Pay Grade - K Equity Grade - 4 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. Base pay is part of a total compensation package that may include monthly stipends for health, wellness and tech spending, and benefits (including 100% subsidized 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). CAN base pay range per year: $117,000 - $167,000 This posting is for an existing vacancy. #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. By clicking "Submit Application," you acknowledge that you have read Affirm's [Global Candidate Privacy Notice](https://www.affirm.com/global-candidate-privacy-notice) and consent to the use of your personal information as described. ## About Affirm ## Company Overview - **One-liner**: Affirm is a financial technology company that offers transparent, flexible buy now, pay later (BNPL) installment loans, a debit card, and a savings account, enabling consumers to pay over time without hidden fees. - **Entity Type**: Public (NASDAQ: AFRM) - **Headquarters**: San Francisco, California, United States - **Founded**: 2012 - **Founders**: Max Levchin, Nathan Gettings, Jeffrey Kaditz, Alex Rampell ## Core Business - **Primary industry**: Financial services – point-of-sale lending, digital payments, consumer banking. - **Target customers**: B2C (consumers seeking flexible payment options) and B2B (merchants of all sizes, from SMBs to enterprise retailers). - **Mission or purpose statement**: To deliver honest financial products that improve lives, offering transparency with no late fees or hidden charges. ## Products & Services - **Adaptive Checkout**: An AI-powered checkout flow that optimizes payment options for each consumer. - **AdaptAI**: A suite of AI tools for merchants to personalize offers and manage risk. - **BoostAI**: An AI-driven feature that dynamically adjusts installment terms to increase approval rates. - **Split Pay**: A BNPL product that lets consumers split purchases into biweekly payments. - **Affirm Card**: A Visa debit card that allows cardholders to pay over time at any merchant that accepts Visa. - **Affirm Money Account**: A high-yield savings account and debit card, held with Cross River Bank, Member FDIC. ## Market Standing - **Valuation/Market Cap**: USD 5.17 billion (as of July 2026) - **Key Metric**: Annual Revenue – USD 3.22 billion (trailing twelve months as of Q3 FY2026). Total funding raised (including debt financing) – USD 9.57 billion. - **Notable Investors/Partners**: Partners include Bed Bath & Beyond, Royal Caribbean, Stripe (UK), Google, Costco, and Backcountry. Investors include Morgan Stanley, Sixth Street, and CPP Investments. - **Growth Signals**: Nearly 27 million active consumers, 515,000 active merchants, and over $46 billion in Gross Merchandise Volume (LTM as of March 31, 2026). Revenue grew to $3.22B, and the company achieved positive net income of $52M in FY2025. Headcount increased 1.1% YoY to 2,132 employees, with active job postings up 103.8% year-over-year. ## Competitive Advantages - **Transparency-first model**: No late fees, no compounding interest – a key differentiator in the BNPL space. - **Machine learning underwriting**: Proprietary risk models that evaluate each transaction in real-time, reducing defaults while maintaining high approval rates. - **Large merchant network**: 515,000+ active merchants, including major retailers, providing broad consumer reach. - **Integrated ecosystem**: The Affirm Card and Money Account create a sticky financial platform beyond just checkout loans. ## Strategic Focus - **International expansion**: Currently operating in the U.S., Canada, and the UK, with recent partnerships (e.g., Stripe in UK, Royal Caribbean in UK/Canada) signaling further global growth. - **AI & personalization**: Continued investment in AI tools (AdaptAI, BoostAI) to improve merchant conversion and consumer experience. - **Affirm Card growth**: Driving adoption of the card as a daily payment method, with 4.4 million card active consumers. - **Capital partnerships**: Renewing and expanding capital partnerships (e.g., CPP Investments) to fund loan origination. ## Why Work Here - **Remote-first culture**: Most roles are remote within the employee’s home country, with a simple, transparent compensation structure. - **Generous benefits**: 18 weeks of paid parental leave for birth and non-birth parents, plus a 4-week return-to-work transition at full pay. 20 company-wide paid days off (“Away Days”) to collectively recharge. Flexible time off, mental healthcare programs, and “spending wallets” for tech, food, lifestyle, and family planning. - **Learning & development**: Exciting learning programs to level up growth. - **Employee community**: Active employee resource groups and supportive communities. - **Compensation**: Transparent, flexible, remote-first structure. Example: Senior Software Engineer median salary ~$207,029/year. - **Workplace ratings**: 3.8/5 on LinkedIn (638 reviews), with compensation rated 4.4/5, culture 3.6/5, and work-life balance 3.6/5. - **Engineering culture**: Heavy technical team (29% of workforce in engineering/technical roles), with strong talent from PayPal, Amazon, Google, and Stripe. ## Sources 1. [affirm.com/careers](https://www.affirm.com/careers) 2. [linkedin.com/company/affirm](https://www.linkedin.com/company/affirm) 3. [investors.affirm.com/newsroom](https://investors.affirm.com/news-events/newsroom?page=1) ## Other roles at Affirm - [Manager, Software Engineering (Loans Lifecycle)](https://feeny.ai/job/manager-software-engineering-loans-lifecycle-affirm-united-states-85r95vc6w1nn) — United States - [Senior Director, Revenue Marketing Services](https://feeny.ai/job/senior-director-revenue-marketing-services-affirm-united-states-bn7vc7s71e62) — United States - [Manager, Global Payroll](https://feeny.ai/job/manager-global-payroll-affirm-united-kingdom-s9wscyaa8ybm) — United Kingdom - [Software Engineer II, Backend (Card)](https://feeny.ai/job/software-engineer-ii-backend-card-affirm-spain-w5h7jq74yheq) — Spain - [Software Engineer II, Backend (Card)](https://feeny.ai/job/software-engineer-ii-backend-card-affirm-poland-82zfpbsbsxhe) — Poland - [Machine Learning Engineer II (ROA + LTV ML)](https://feeny.ai/job/machine-learning-engineer-ii-roa-ltv-ml-affirm-canada-fy38wxt3x9cf) — Canada - [Software Engineer II, Full Stack (Card Acquisition)](https://feeny.ai/job/software-engineer-ii-full-stack-card-acquisition-affirm-canada-m1c1w8eka4c6) — Canada - [Software Engineer II, Full Stack (Card Acquisition)](https://feeny.ai/job/software-engineer-ii-full-stack-card-acquisition-affirm-united-states-chvke9r4b133) — United States - [Software Engineer I, Fullstack (Search)](https://feeny.ai/job/software-engineer-i-fullstack-search-affirm-canada-9b5r8zmsfgdc) — Canada - [Software Engineer I, Fullstack (Search)](https://feeny.ai/job/software-engineer-i-fullstack-search-affirm-united-states-qsek317arybh) — United States