Director, Deal Desk

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. Affirm proudly includes Returnly.
We are looking for an outstanding individual to join Affirm's Revenue Strategy & Planning team to lead and build our Strategic Deal Desk function to support the rapid growth of Affirm's business.
You'll be tasked with driving organizational alignment on "what is a good deal?" and crafting and carrying out strategy and process that improves deal velocity, profitability, and customer engagement. You will have the opportunity to build a world-class deal desk team that continuously optimize Affirm's deal structure while maintaining high levels of rigor and internal client happiness!
Key Responsibilities

• Act as trusted advisor and inspiring leader in the development and commercial execution of deal process that touches sales, finance, accounting, legal, etc.
• Manage all aspects of Deal Desk including supporting field teams in deal structuring, approvals, and order management
• Build and scale a deal desk model that supports volume and velocity while maintaining accuracy for downstream collaborators
• Partner with our leadership team to define and establish effective guardrails around commercial terms that are economically beneficial to the business
• Ability to inspire and influence internal collaborators, experts and other resources not under direct control, helping to remove obstacles to achieve the desired business outcomes.
• Lead and develop a team of deal desk analysts with clear roles & responsibilities
• Firm command of deal structure and understanding the impact of deal terms that may affect various business collaborators and providing creative solutions to the customer and/or internal collaborators
• Ability to dive into the details of process and automation while also keeping an eye on the big picture strategy
• Driving commercial negotiations with the customer directly, including extensive experience with customer negotiations passionate about the commercial aspects of deals and associated contractual business terms. Preferred experience with software/ services contract negotiations.

Preferred Qualifications

• 10+ years working with sales and executive teams on the negotiation and closure of strategic, complex, and/or competitive opportunities, with experience building and leading a deal desk or operations team
• Background or knowledge within Payments, Financial Services, or Technology
• Understanding of key issues affecting deal desk around deal structuring, revenue recognition, etc.
• Strong analytical skills and the ability to articulate sophisticated concepts to cross-functional audiences.
• Strong presentation capabilities and ability to clearly articulate concepts to sales leadership and legal to craft solutions to customer's requests.
• Strong communication and influence; experience presenting to C-level and Senior Leadership
• Deep understanding of revenue technology tooling, with an emphasis on SFDC and CPQ
• Excellent written and verbal communication skills
• Knowledge of SaaS business metrics and deal structuring

Location - Remote U.S.
Grade - USA31
Please note that visa sponsorship is not available for this position.
#LI-Remote
Affirm is proud to be a remote-first company ! The majority of our roles are remote and can be located anywhere in the U.S. and Canada (with the exception of the U.S. Territories, Quebec, Yukon, Nunavut, and the Northwest Territories) unless the job indicates a different global location. We are currently building operations in Spain, Poland, and Australia. Employees in remote roles have the option of working remotely or from an Affirm office in their country of hire, and may occasionally travel to an Affirm office or elsewhere for required meetings or team-building events. Our offices in Chicago, New York, Pittsburgh, Salt Lake City, San Francisco and Toronto will remain operational and accessible for anyone to use on a voluntary basis, subject to local COVID-19 guidelines.
All full-time jobs at Affirm (excluding interns and apprentices) are tied to a transparent grade-based pay range taking location into account.
[Colorado Candidates] In accordance with Colorado's Equal Pay for Equal Work Act , the grade for this position in Colorado is listed above. You can find the Colorado base pay range and benefits here .
If you got this far, we hope you're feeling excited about this role. Even if you don't feel you meet every single requirement, we still encourage you to apply. We're eager to meet people who believe in Affirm's mission and can contribute to our team in a variety of ways-not just candidates who check all the boxes.
Inclusivity:
At Affirm, People Come First is one of our core values, and that's why diversity and inclusion are vital to our priorities as an equal opportunity employer. You can read about our D&I program here and our progress thus far in our 2021 DEI Report .
We also believe It's On Us to provide an inclusive interview experience for all, including people with disabilities. We are happy to provide reasonable accommodations to candidates in need of individualized support during the hiring process.
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