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Practising for the listing Director, Enterprise Sales. Its requirements are filled in below. When you have an answer you like, paste it with your CV in Career Mirror to see which of the job's skills it shows.

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Director, Enterprise Sales
At Affirm, we exist for the moments that matter—giving people a clear, predictable way to pay over time, with no hidden fees, no surprises, and no tradeoffs on what matters most.

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 optimization 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, Enterprise Retail Sales to lead a team of Account Executives responsible for some of Affirm’s most strategic retail opportunities across fashion, beauty, apparel, sporting goods, electronics, furniture, and other lifestyle categories. Reporting to the Senior Director of Enterprise Retail Sales, this leader will lead a senior sales team while remaining hands-on in complex commercial opportunities.

The Director will coach and develop experienced AEs, help shape and progress complex deals, build relationships with senior merchant executives, and work closely with cross-functional partners to support strategic merchant growth.

What You’ll Do:

• Lead, coach, and develop a team of senior Account Executives, setting clear expectations and driving accountability, performance, and consistent execution against team goals

• Own team performance across pipeline health, forecast accuracy, deal progression, merchant acquisition and expansion, and revenue outcomes

• Coach through complex, strategic opportunities, helping AEs build business cases, navigate stakeholder dynamics, structure commercial solutions, and negotiate effectively

• Build trusted relationships with senior leaders at major retail merchants and engage directly in high-priority opportunities where executive involvement can help move the business forward

• Shapes and evolves Enterprise Retail GTM strategy and objectives with senior leadership including account planning, territory management, pipeline reviews, sales planning, and operating discipline

• Drive commercial and operational outcomes by partnering across Product, Client Success, Marketing, Finance, Legal, and RevOps to maintain shared accountability for key milestones, resolve escalations, and influence company-level initiatives

• Drive operational excellence and sales effectiveness by leveraging data, AI, and modern tools to bring structure and innovation to planning, pipeline management, forecasting, and deal strategy

• Travel as needed for merchant meetings, deal support, industry events, and team gatherings

What We Look For:

• 10+ years of experience in enterprise sales, strategic partnerships, or commercial leadership, including significant experience leading senior sales teams in complex, high-growth environments

• Demonstrated experience directly managing and developing senior, quota-carrying Account Executives

• Proven success leading teams through large, complex sales cycles involving executive stakeholders, commercial negotiations, and significant cross-functional coordination

• Strong alignment with Affirm’s mission and a clear understanding of the value Affirm delivers to merchants and consumers

• Experience selling to large retail merchants, ideally in payments, fintech, commerce, or another complex solution-selling environment

• Strong judgment, communication, and executive presence, with the ability to build trust and influence C-level merchant stakeholders and senior internal partners

• Track record of developing high-performing sales talent, improving performance, and creating consistent operating discipline across a team

• Proficiency with data, AI, automation, and modern sales tools to improve sales effectiveness and decision-making

Pay Grade - M

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: $370,000 - $490,000

USA On Target Earnings (all other U.S. states) per year: $328,000 - $448,000

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

#LI-Remote

Remote-first with flexibility built in
Affirm is proud to be a remote-first company. Most roles can be done from almost anywhere within the country of employment. Some positions may occasionally require in-person work at an Affirm office, and a few are office-based due to the nature of the work. All new hires will be invited to attend an in-person onboarding experience.

Benefits designed for you
Our benefits reflect our commitment to care, transparency, and flexibility. Here are a few highlights:

• Health coverage at no cost: We cover 100% of premiums for employees and their dependents.

• Spending stipends: Monthly stipends support your tech setup, and the ability to choose health and wellness options that are right for you.

• Time off to recharge: Flexible time off and generous holiday calendars help you rest when you need to.

• Own a piece of what you build: Our employee stock purchase plan (ESPP) lets you buy Affirm stock at a discount.

We’re committed to providing an inclusive interview process, including accommodations for candidates with disabilities. If you need support, we’re happy to help.

For positions based in San Francisco or Los Angeles: Affirm considers qualified applicants with arrest and conviction records, as required by law.

By clicking "Submit Application," you acknowledge that you have read Affirm's Global Candidate Privacy Notice and consent to the use of your personal information as described.

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Requirements found

Sales Marketing Onboarding Negotiation

What this posting asks for

Level: Manager — The title says "Director".

Main responsibilities

Lead, coach, and develop a team of senior Account Executives, setting clear expectations and driving accountability, performance, and consistent execution ag…
Own team performance across pipeline health, forecast accuracy, deal progression, merchant acquisition and expansion, and revenue outcomes
Build trusted relationships with senior leaders at major retail merchants and engage directly in high-priority opportunities where executive involvement can …
Drive commercial and operational outcomes by partnering across Product, Client Success, Marketing, Finance, Legal, and RevOps to maintain shared accountabili…
Drive operational excellence and sales effectiveness by leveraging data, AI, and modern tools to bring structure and innovation to planning, pipeline managem…
Track record of developing high-performing sales talent, improving performance, and creating consistent operating discipline across a team
Own a piece of what you build: Our employee stock purchase plan (ESPP) lets you buy Affirm stock at a discount.

Competencies an interviewer will look for

Leadership and mentoring Core
In the posting: “We’re looking for a Director, Enterprise Retail Sales to lead a team of Account Executives responsible for some of Affirm’s most strategic retail opportuniti…” · “The Director will coach and develop experienced AEs, help shape and progress complex deals, build relationships with senior merchant executives, and work clo…” · “Lead, coach, and develop a team of senior Account Executives, setting clear expectations and driving accountability, performance, and consistent execution ag…”
Show it by: Describes setting direction or a standard others followed; Names someone they coached and what changed for them.
Planning and organisation Core
In the posting: “Shapes and evolves Enterprise Retail GTM strategy and objectives with senior leadership including account planning, territory management, pipeline reviews, s…” · “Drive operational excellence and sales effectiveness by leveraging data, AI, and modern tools to bring structure and innovation to planning, pipeline managem…” · “Own a piece of what you build: Our employee stock purchase plan (ESPP) lets you buy Affirm stock at a discount.”
Show it by: Shows how priorities were set when everything was urgent; Mentions deadlines met and how.
Data and analysis Core
In the posting: “Reporting to the Senior Director of Enterprise Retail Sales, this leader will lead a senior sales team while remaining hands-on in complex commercial opportu…” · “Drive operational excellence and sales effectiveness by leveraging data, AI, and modern tools to bring structure and innovation to planning, pipeline managem…” · “Proficiency with data, AI, automation, and modern sales tools to improve sales effectiveness and decision-making”
Show it by: Uses a number to describe the situation or the result; Explains what the data showed and what was done with it.
Adaptability and learning Core
In the posting: “Remote-first with flexibility built in” · “Our benefits reflect our commitment to care, transparency, and flexibility.” · “Time off to recharge: Flexible time off and generous holiday calendars help you rest when you need to.”
Show it by: Describes learning something new quickly and using it; Shows a change of plan and how they adjusted.
Stakeholder management Core
In the posting: “The team leads onboarding, relationship management, and performance optimization to help partners succeed.” · “We’re looking for a Director, Enterprise Retail Sales to lead a team of Account Executives responsible for some of Affirm’s most strategic retail opportuniti…” · “The Director will coach and develop experienced AEs, help shape and progress complex deals, build relationships with senior merchant executives, and work clo…”
Show it by: Shows how they aligned people with different goals; Explains how they handled a 'no' from someone senior.
Teamwork and collaboration Core
In the posting: “The Director will coach and develop experienced AEs, help shape and progress complex deals, build relationships with senior merchant executives, and work clo…” · “Proven success leading teams through large, complex sales cycles involving executive stakeholders, commercial negotiations, and significant cross-functional …”
Show it by: Says what they did inside a team, not only what 'we' did; Shows how a disagreement was handled.
Ownership and accountability Core
In the posting: “Lead, coach, and develop a team of senior Account Executives, setting clear expectations and driving accountability, performance, and consistent execution ag…” · “Drive commercial and operational outcomes by partnering across Product, Client Success, Marketing, Finance, Legal, and RevOps to maintain shared accountabili…”
Show it by: Takes a task from start to finish without being chased; Owns a mistake and what was changed after it.
Problem solving Supporting
In the posting: “Drive commercial and operational outcomes by partnering across Product, Client Success, Marketing, Finance, Legal, and RevOps to maintain shared accountabili…”
Show it by: Describes a real problem, the options considered and the one chosen; Shows how the cause was found, not just the fix.
Communication Supporting
In the posting: “Strong judgment, communication, and executive presence, with the ability to build trust and influence C-level merchant stakeholders and senior internal partners”
Show it by: Adapts the message to the listener; Gives an example of explaining something clearly in writing or speech.
Customer focus Supporting
In the posting: “Drive commercial and operational outcomes by partnering across Product, Client Success, Marketing, Finance, Legal, and RevOps to maintain shared accountabili…”
Show it by: Puts the customer's need in their own words; Shows a result for the customer, not only for the company.
Attention to detail and quality Supporting
In the posting: “Own team performance across pipeline health, forecast accuracy, deal progression, merchant acquisition and expansion, and revenue outcomes”
Show it by: Gives an example of an error caught before it caused harm; Names the check or standard they used.

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Practice questions

Tell me about yourself. Dedicated step-by-step practice.
If an interviewer asks something improper How to respond to questions about age, family, origin or health.
Built from this posting (8):
Tell me about a time you helped someone on your team get better at their work. From this posting
You have three urgent tasks due today and time to finish only two. How do you decide? From this posting
Tell me about a time you used data or numbers to make a decision. From this posting
Describe a time your plans changed suddenly. How did you adjust? From this posting
How have you used sales in your work? Walk me through one real example. From this posting
Tell me about a problem you solved using marketing. From this posting
Tell me about a difficult problem you solved at work. How did you find the cause? From this posting
Tell me about a time you had to explain something complex to someone outside your field. From this posting
This posting reads as Finance & accounting: its questions come first.
Tell me about a time you found an error in a financial report or reconciliation. Finance & accounting
Walk me through how you build a budget or forecast. Finance & accounting
It is the last day of month-end close and a balance will not tie out. What do you do? Finance & accounting
Describe a time you explained a financial result to a manager outside finance. Finance & accounting
How do you make sure your work holds up in an audit? Finance & accounting
Tell me about an analysis that saved money or found revenue. Finance & accounting
Three urgent requests arrive during close. How do you decide the order? Finance & accounting
Describe a finance process you made faster or more reliable. Finance & accounting
Tell me about a sale or agreement you are proud of.
Describe a time you handled an upset customer or colleague.
Tell me about a time you had several deadlines at once. How did you decide what to do first?
Give an example of a mistake you caught before it caused a problem.
Tell me about a time you taught someone how to do something.
Describe a time you took the lead without being asked.
Tell me about a time you had to explain something complicated in simple terms.
Describe a process you improved.
Do you have any questions for us?
Why do you want to work here?
Why is there a gap in your employment? Difficult question
Why did you leave your last job? Difficult question
Why are you changing careers? Difficult question
What is your greatest weakness? Difficult question
What are your salary expectations? Difficult question
You seem overqualified for this role. Why do you want it? Difficult question
Improper-question practice: How old are you? / Do you have children? / Where are you from originally?
A customer is angry about a delay you did not cause. What do you do?
How do you keep track of many open customer requests?
Tell me about a time you could not give a customer what they wanted.
You find that the inventory count does not match the system. What do you do?
Tell me about a time a shipment or delivery went wrong.
How do you make sure safety rules are followed on a busy shift?
Two managers ask you to book the same room at the same time. What do you do?
How have you used spreadsheets in your work?
Tell me about a time you had to enter or check a lot of data accurately.
A prospect says your price is too high. How do you respond?
How do you keep your pipeline organised?
Tell me about a technical problem you solved on your own.
You find a bug right before a release. What do you do?
Walk me through how you would check whether a report's numbers are right.