Director, Key Accounts Sales

About the Revenue team
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 optimisation 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
We’re looking for a Director, Key & Enterprise Sales in the UK to lead this business and help shape Affirm’s long-term growth in retail. Reporting to the Head of International Sales, this leader will oversee 5 senior Account Executives and work with some of Affirm’s most strategic merchants across fashion, beauty, apparel, sporting goods, electronics, furniture, travel and other lifestyle categories in the UK and Europe.

This leader will evolve our UK Go To Market (GTM) strategy, 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.

What you’ll do

• Lead and mentor a team of senior Account Executives, creating alignment, accountability, and consistent execution against regional and company priorities.
• Own executive stakeholder management for the region: set the narrative, surface risks early, recommend decisions, and drive resolution with senior leadership; lead executive-level negotiations with strategic partners.
• Partner with senior leadership to define and evolve the UK/Europe enterprise GTM strategy and operating model, including segmentation, coverage, merchant prioritization, deal governance, and standards for how Affirm wins, launches, and grows strategic partnerships.
• Influence broader commercial strategy by bringing market insights, merchant feedback, and competitive trends into business planning, prioritization, and investment decisions.
• Serve as the regional decision-maker for complex commercial opportunities, balancing merchant needs, risk considerations, operational constraints, and long-term business objectives to drive successful outcomes.
• Recruitment & Process Ownership: Own talent planning, hiring, and calibration processes for the region, building a high-performing organization and ensuring consistent leadership standards across the team.
• Bring structure and innovation to sales execution, pipeline management, and deal strategy, driving efficiency and effectiveness across the team.
• Own end-to-end outcomes from signature through launch and first-year expansion, including cross-channel, cross-geography, and multi-brand growth; hold cross-functional partners accountable to shared milestones, resolve escalations, and ensure delivery against commercial and customer experience objectives.
• Hold your team accountable for performance, providing immediate and thoughtful coaching to drive continuous improvement, and build a strong team culture aligned with Affirm’s values.
• Serve as a senior thought leader at industry events and conferences, advocating for our mission and strengthening our position in the market.
• Travel regularly to lead executive engagements to accelerate AE deal cycles, and facilitate team planning sessions and offsites.

What we look for

• 10+ years of solution selling experience, including 5+ years leading high-performing enterprise sales teams.
• A strategic and hands-on sales leader with a deep understanding of enterprise sales and complex deal structures.
• Experience shaping operating models, sales processes, or commercial strategies that scale beyond an individual team or territory.
• Experience setting regional/department strategy, translating it into operating rhythms, and scaling a team/org to deliver sustained results.
• Demonstrated ability to drive cross-functional execution across Product/Legal/Risk/CS for complex enterprise partnerships.
• Operational & Pipeline Rigor: Deep expertise and strict ownership of CRM/Salesforce hygiene, forecasting accuracy, and sales methodologies.
• Proven track record of selling into large, enterprise merchants across numerous industries, ideally with experience in Retail, Travel and/or the Credit and Payments landscape.
• Strong alignment with Affirm’s mission, with a passion for building financial products that improve lives. Ideally, you have used our product and understand its value to merchants and consumers.
• Strong executive presence and ability to build relationships with senior stakeholders internally and at major brands.
• An active networker who can broker warm leads and open doors to new opportunities.
• A structured, organized leader who brings new ways of thinking and managing to the team.
• A proactive, entrepreneurial mindset with the ability to navigate ambiguity and drive initiatives forward.
• A strong coach and mentor who holds the team accountable and provides real-time, constructive feedback to improve performance.
• Willingness to travel regularly to support deal acceleration, industry events, and team collaboration.