Senior Manager, Sales Development

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.

We’re looking for a senior sales leader to join Affirm’s Commercial team and help manage our growing Key/Enterprise and SMB Business Development team. This role will be responsible for leading a cohort of high performing, outbound Business Development Associates (BDAs) focused on engaging both emerging and established E-commerce brands.

Operating as the front lines of Affirm’s revenue engine, we take a highly strategic approach to our outreach, working in lock-step with Sales and Marketing teams. As such, this person will partner closely with adjacent teams to align on pipeline generation, market trends, and strategy.

This position will drive all aspects of our Key/Enterprise & SMB business development organization to help Affirm achieve ambitious growth objectives and capture market share around the world. This is the perfect role for an ambitious leader who has proven experience leading and empowering a team of Sales and Business Development Associates to exceed pipeline generation and growth goals. A core part of this role is championing our sales and business development team to reach their maximum potential and progress in their careers with Affirm.

What You’ll Do:

• This role will be responsible for building well qualified new business pipeline for the Key/Enterprise & SMB sales team
• Be able to analyze results from email campaigns and deliver impactful feedback to sales leadership on lead quality, volume, and demo quality
• Develop and monitor effective outbound prospecting strategies to build a pipeline to achieve and exceed revenue goals.
• Working side by side with your reps and coaching them how to handle objections and pitch AFRM in order to book demos with prospects.
• Support the management of all sales-qualified leads by creating consistency via both marketing-driven and outbound strategies and processes.
• Collaborate with key stakeholders across multiple departments to develop a comprehensive strategy for building sufficient pipeline to meet and exceed revenue goals
• Ensure and enforce Salesforce compliance to accurately forecast performance and measure team productivity
• Create and deliver accurate analysis of individual/team results and maintain reporting to accurately track and manage Business Development Rep metrics
• Drive the recruitment and onboarding of new Business Development reps in line with the future organizational strategy.
• Partner with Sales, CS, and Enablement leadership to develop a career progression plan for all new team members, coaching them to succeed in this role and future roles.

What We Look For:

• Must have 4+ years of direct sales and sales development leadership experience with at least 2 years leading an entire sales development organization in SaaS
• Demonstrate how to improve BDR productivity through a proven outbound playbook
• A demonstrated understanding of sales processes and building successful and modern inbound/outbound models in high-growth organizations
• Proven experience making data-driven decisions to increase BDA conversion rates and pipeline contribution
• Experience building an Outbound program or executing an outbound strategy that involves multichannel approaches tracked heavily by input/output metrics
• Proven experience as a strategic partner with sales leadership to build a successful BDR model to support segment pipeline and people growth objectives
• Experience managing teams with sales management and lead generation software tools including Salesforce, Salesloft, LinkedIn Sales Navigator, Vidyard, etc.)
• Demonstrated ability to communicate effectively with senior-level executives and create monthly business reviews for their review
• High energy, results, and data-driven leader with a positive “grow together, win together and have fun together” attitude

Pay Grade – J

Equity Grade – 10

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 equity rewards, monthly stipends for health, wellness and tech spending, and benefits (including 100% subsidized medical coverage, dental and vision for you and your dependents.)

USA On Target Earnings (CA, WA, NY, NJ, CT) per year: $227,500 – $297,500