Senior Manager, Key Accounts Sales

About this role

<div class="content-intro"><p>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.</p></div><h4>About the Revenue Team:</h4> <p>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 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.</p> <h4>About the Role:</h4> <p>We’re looking for a Sr. Manager, Key & Enterprise Sales (US + CA) to lead a portfolio of strategic opportunities across Travel and New Markets in the US and all Key accounts in Canada. Reporting to Director & Head of Key & Enterprise Sales for Travel, New Markets, and International, this leader will oversee 6 experienced Account Executives and work with some of Affirm’s most strategic merchants across airlines, OTAs, hotels, car rental, cruises, healthcare and the largest Canadian accounts across all verticals.</p> <p>This leader will execute and evolve the go-to-market plans in partnership with senior leadership, 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.</p> <h4>What You’ll Do:</h4> <ul> <li> <p>Lead and mentor a team of mid-to-senior-level Key and Enterprise Account Executives, helping them develop strategies to win new business and expand existing partnerships.</p> </li> <li> <p>Own executive stakeholder management for the segment: communicate progress and risks early, align on tradeoffs, and support senior leadership decision-making; lead executive-level negotiations with strategic partners.</p> </li> <li> <p>Execute and continuously refine the US Travel & New Markets and Key CA GTM plans and operating rhythm (segmentation, coverage, merchant prioritization, pipeline inspection), partnering with Sales Ops/RevOps to improve forecasting accuracy, operational effectiveness, and team performance.</p> </li> <li> <p>Lead cross-functional deal orchestration for priority opportunities, building alignment across Legal, Product, Risk, and Client Success to navigate complex deal requirements and drive successful outcomes.</p> </li> <li> <p>Navigate complex and ambiguous commercial situations, balancing merchant needs, business objectives, operational constraints, and risk considerations to make informed decisions.</p> </li> <li> <p>Recruitment & Team Development: Support hiring, onboarding, and calibration for the team in partnership with sales leadership and People, ensuring swift decision-making and momentum.</p> </li> <li> <p>Drive team execution across deals, providing hands-on coaching from pipeline development through negotiation and close; leverage AI-enabled call/notes synthesis and deal-cycle organization (e.g., mutual action plans, risk capture, next steps) to remove blockers and maintain a high bar for deal quality.</p> </li> <li> <p>Partner with Client Success, Product, and Technical Account Management to ensure a smooth launch and strong early performance for newly signed merchants; proactively manage escalations and post-close handoffs.</p> </li> <li> <p>Identify and drive first-year expansion opportunities (cross-channel, multi-brand, or new use cases) for Travel and New Markets partners, in alignment with leadership priorities.</p> </li> <li> <p>Bring structure and innovation to sales execution and pipeline management, including standardization of deal artifacts and operating cadences, improving efficiency and consistency across the team.</p> </li> <li> <p>Hold the team accountable for performance, providing timely coaching, feedback, and development while creating clarity around priorities, execution expectations, and business outcomes.</p> </li> <li> <p>Represent Affirm at industry events and conferences relevant to Travel and priority new markets, strengthening our position in the market.</p> </li> <li> <p>Travel regularly to lead executive engagements, accelerate deal cycles, and facilitate team planning sessions and off-sites.</p> </li> </ul> <h4>What We Look For:</h4> <ul> <li> <p>10+ years of solution selling experience, including 3+ years of leadership experience managing high-performing sales teams.</p> </li> <li> <p>A strategic and hands-on sales leader with a deep understanding of enterprise sales and complex deal structures.</p> </li> <li> <p>Experience translating strategy into operational plans and team execution, driving sustained results through forecasting rigor, pipeline inspection, and strong cross-functional collaboration.</p> </li> <li> <p>Demonstrated ability to drive cross-functional execution across Product/Legal/Risk/CS for complex enterprise partnerships.</p> </li> <li> <p>Demonstrated operational excellence in forecasting, pipeline management, and sales execution.</p> </li> <li> <p>Demonstrated ability to navigate ambiguity, solve complex business problems, and make sound…