Senior Manager, Key Accounts Sales
WFA Digital Insight
The demand for experienced sales leaders in the fintech space has skyrocketed, with a 25% increase in job postings over the last year. As the market continues to evolve, companies like Affirm are looking for skilled professionals to drive growth and expand their merchant relationships. With the rise of buy-now-pay-later solutions, this role offers a unique opportunity to shape the future of consumer finance. Candidates should be prepared to showcase their expertise in sales strategy, team management, and industry trends.
Job Description
About the Role
The Senior Manager, Key Accounts Sales will play a critical role in driving Affirm's top-line growth through strategic partnerships and go-to-market execution. This leader will oversee a team of experienced Account Executives and work closely with senior leadership to develop and execute GTM plans for the US Travel and New Markets, as well as Key accounts in Canada. The ideal candidate will have a strong background in sales leadership, with expertise in driving revenue growth, building executive relationships, and guiding complex commercial opportunities.As a key member of the Revenue team, this leader will be responsible for delivering value-added solutions, driving adoption, and supporting long-term business growth by connecting merchants and consumers through Affirm's products. The role will involve close collaboration with cross-functional teams, including Sales Ops, RevOps, Legal, Product, and Client Success.
The Senior Manager, Key Accounts Sales will report to the Director and Head of Key and Enterprise Sales for Travel, New Markets, and International, and will be responsible for leading a team of 6 experienced Account Executives. The role will require strong leadership and mentoring skills, with the ability to develop and execute strategies to win new business and expand existing partnerships.
What You Will Do
- 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
- Own executive stakeholder management for the segment, communicating progress and risks early, aligning on tradeoffs, and supporting senior leadership decision-making
- Execute and continuously refine the US Travel and New Markets and Key CA GTM plans and operating rhythm, partnering with Sales Ops/RevOps to improve forecasting accuracy, operational effectiveness, and team performance
- 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
- Navigate complex and ambiguous commercial situations, balancing merchant needs, business objectives, operational constraints, and risk considerations to make informed decisions
- Recruitment and Team Development: Support hiring, onboarding, and calibration for the team in partnership with sales leadership and People, ensuring swift decision-making and momentum
- Drive team execution across deals, providing hands-on coaching from pipeline development through negotiation and close
- Partner with Client Success, Product, and Technical Account Management to ensure a smooth launch and strong early performance for newly signed merchants
- Identify and drive first-year expansion opportunities for Travel and New Markets partners, in alignment with leadership priorities
- Bring structure and innovation to sales execution and pipeline management, including standardization of deal artifacts and operating cadences
What We Are Looking For
- 8+ years of experience in sales leadership, with a focus on strategic partnerships and go-to-market execution
- Strong background in driving revenue growth, building executive relationships, and guiding complex commercial opportunities
- Expertise in GTM strategy, sales operations, and revenue growth
- Proven leadership and mentoring skills, with the ability to develop and execute strategies to win new business and expand existing partnerships
- Strong analytical and problem-solving skills, with the ability to navigate complex and ambiguous commercial situations
- Experience working with cross-functional teams, including Sales Ops, RevOps, Legal, Product, and Client Success
- Strong communication and interpersonal skills, with the ability to communicate effectively with executive stakeholders and drive alignment across teams
Nice to Have
- Experience working in the fintech or payments industry
- Knowledge of buy-now-pay-later solutions and consumer finance trends
- Familiarity with sales enablement tools and technologies
- Certification in sales leadership or a related field
Benefits and Perks
- Competitive salary and equity package
- Comprehensive health, dental, and vision insurance
- Generous PTO and holiday policy
- Flexible remote work arrangements
- Professional development opportunities, including training and education programs
- Access to cutting-edge sales enablement tools and technologies
- Collaborative and dynamic work environment
How to Stand Out
- Tip: Develop a strong understanding of GTM strategy and sales operations to stand out in this role
- Tip: Highlight your experience working with cross-functional teams and driving alignment across stakeholders
- Tip: Showcase your analytical and problem-solving skills, with the ability to navigate complex commercial situations
- Tip: Be prepared to discuss your experience with sales enablement tools and technologies
- Tip: Research Affirm's products and services, and be prepared to discuss how you can contribute to the company's growth and success
- Tip: Be prepared to provide specific examples of your sales leadership experience, including successes and challenges
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