Director, Accounts Management

About the Team:

The Account Management team at Affirm is focused on building and growing long-term partnerships with our merchant partners, helping them maximize the value of their relationship with Affirm while driving mutual business growth. This team also serves as a strategic bridge across Analytics, Product, Marketing, Credit, and Technical teams, advocating for merchants and helping shape solutions that drive successful outcomes for both our partners and Affirm.

In this role, the Director will set the vision and strategy for Account Management across complex enterprise accounts, building and leading a high-performing team that executes against commercial goals with discipline and accountability. They will serve as a senior strategic partner to executive stakeholders at key merchants, navigating ambiguity and complex business challenges while balancing merchant needs with Affirm’s long-term priorities.

What You’ll Do:

• Lead with strategy, develop exceptional teams, and shape how Affirm grows and strengthens long-term merchant partnerships.

• Set the vision and strategy for Account Management across a portfolio of large, complex merchant partners, aligning team priorities to company and commercial goals

• Lead and develop a high-performing organization through team members, driving accountability, strategic alignment, and scalable execution across the portfolio

• Drive portfolio performance across retention, growth, product adoption, operational health, and long-term partnership value

• Navigate complex and ambiguous business challenges, balancing merchant needs, operational realities, and Affirm’s long-term strategic priorities

• Build trusted relationships with executive stakeholders at strategic merchants and serve as a senior strategic partner on complex decisions, escalations, portfolio prioritization, and operational execution

• Influence broader commercial strategy and organizational priorities through insights gathered from strategic merchant partnerships, portfolio trends, and market dynamics

• Establish scalable operating models, business rhythms, and performance frameworks that improve organizational effectiveness and customer experience

• Partner cross-functionally with Product, Sales, Marketing, Analytics, Risk, Finance, and Operations leaders to deliver merchant and business outcomes at scale

What We Look For:

• You bring deep commercial leadership experience, strong people leadership skills, and the ability to influence outcomes across teams and organizations.

• 12+ years of experience in account management, strategic partnerships, customer success, business development, consulting, or related commercial leadership roles

• Experience influencing organizational strategy, operating models, and cross-functional decision-making in multi-layered customer-facing organizations in high growth or complex environments

• Demonstrated ability to build alignment across cross-functional teams and navigate competing priorities with clarity and empathy

• Proven ability to shape strategy, influence senior stakeholders, and drive measurable business outcomes across large enterprise partnerships

• Strong business judgment and analytical thinking, with experience solving complex, undefined problems and making decisions with long-term impact

• Exceptional communication and relationship-building skills, including experience engaging with executives, negotiating priorities, and influencing without direct authority

• Experience in fintech, payments, commerce, SaaS, or other technology-driven industries is preferred

• Aligned to Affirm’s management leveling expectations, this role requires strategic leadership, organizational impact, and the ability to lead through complexity while developing people and scalable business practices.

Pay Grade - O

Equity Grade - 12

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: $275,000 - $350,000

USA On Target Earnings (all other U.S. states) per year: $243,750 - $318,750

Please note that visa sponsorship is not available for this position.

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