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About the Role

The Australia and New Zealand SMB & Franchise Sales team at Afterpay is responsible for driving revenue to our core consumer payments business, giving our Merchant partners access to one of the largest and most engaged networks of next generation consumers. We are looking for a strategic, analytical, high-energy, and experienced Head of SMB & Franchise Sales to lead and scale a high-velocity, playbook-driven sales engine across a broad and growing base of small and medium-sized businesses, while forging and expanding relationships with fast-growing and established Franchise partners.

Responsibilities

Oversee the A/NZ SMB & Franchise Sales Team: Lead a multi-motion organization spanning BDR, Inbound and Outbound Account Executives, together with the Franchise sales motion.
Build and continuously refine the playbooks, processes and tooling that let the team convert and grow merchants efficiently at high volume while also enabling sophisticated, high-touch Franchise deal execution.
Craft a segment-wide strategy and hold the team accountable to delivering on OKRs and revenue targets across each motion, in concert with the broader Sales & Account Management function at Afterpay.
Build an A-Team: Inherit and further develop a team of strong performers and leaders with relevant experience.
Build their skills, knowledge, efficacy, and an overall culture focused on performance and continuous improvement, including coaching frontline managers to drive results through their own teams.
Set an energetic and accountable tone for the A/NZ sales organization, rooted in a strong sense of ownership and led with empathy over ego.
Develop Meaningful Cross-Functional Partnerships: Work closely with cross-functional teams to better support your team in generating revenue, including Marketing, Finance, Product, Engineering, Risk, Legal, Account Management, Partnerships and more.
Influence without authority across teams and build the internal relationships required to navigate a distributed, global and matrixed set of stakeholders.
Own Sales Process and Methodology: Build and refine repeatable sales approaches across the full deal lifecycle - from prospecting, discovery and qualification through articulating value, solutioning, negotiating, contracting, closing and onboarding.
Balance standardized, scalable SMB motions with the flexibility and commercial judgment required for more complex Franchise opportunities.
Craft Deal Strategy: Develop and pitch powerful sales narratives that educate prospective merchants on Afterpay's value proposition.
Coach the team through sophisticated deal negotiations, support internal and external advocacy, clear blockers to revenue, and effectively communicate with senior decision makers at high-growth and established brands and franchise groups.
Drive Forecasting Rigor and Pipeline Hygiene: Implement and maintain best practices in forecasting accuracy, pipeline coverage, pipeline health, opportunity progression, and conversion.
Partner closely with Finance and Sales Strategy / Operations to ensure forecasts are rigorous, risks and upside are understood, and the organization is focused on the activities and opportunities that will drive outcomes.
Define Ideal Customer Profile and Value Proposition: Shape and sharpen our ideal customer profiles, priority use cases, and value propositions across SMB and Franchise.
Leverage insights, data and market intelligence to centralize and socialize the sales and growth narratives that resonate most with merchants and inform our broader B2B marketing, product and go-to-market strategy.
Drive Portfolio and Segment Strategy: Leverage insights across the team's pipeline and merchant portfolio to identify priority industries, franchise networks, growth opportunities and emerging trends.
Translate those insights into clear segment strategies, scalable acquisition motions and commercial priorities across Australia and New Zealand.
Be the Voice of Afterpay: Represent the business to SMB and Franchise merchants as a thought leader in payments and Buy Now Pay Later, demonstrating Afterpay's value as a growth driver for small, growing and established businesses.
Develop and grow Block's relationships with merchant partners, including senior leadership teams where appropriate.
Be the Voice of the Merchant: Represent market feedback and sentiment internally, advocating for merchants while balancing the needs and constraints of our business.
Aggregate and deliver key insights across the organization in a structured, consistent and proactive manner to influence product, marketing, risk and commercial priorities.

Requirements

An obsession with our products and a motivation fueled by feeling the impact of your work as more consumers build financial wellness with Afterpay.
12+ years of experience in high-growth environments leading SMB Sales, Franchise Sales, BDR, Mid-Market Sales, or Account Management organizations, preferably in a fast-moving technology, payments, or financial services company, with experience operating across both high-volume sales motions and complex commercial relationships.
Excellent leadership skills with the ability to develop talent, motivate high-performing teams, and build strong cross-functional relationships, including a proven track record of coaching and managing frontline managers to results.
You put your people in the best position to succeed, and your management style is tailored to each individual to maximize their performance and engagement at work.
Experience standing up, scaling, or transforming sales organizations - hiring, onboarding and developing talent across BDRs, AEs, and frontline managers, and designing the structures and operating rhythms required to support growth.
Demonstrated ability to build, operate, and continuously improve playbooks that scale across a large and growing team while preserving the judgment and flexibility required for sophisticated deals.
A demonstrated track record of leading teams that consistently drive revenue growth and exceed their revenue targets, including experience with sophisticated commercial negotiations and established clients.
Proven experience navigating and operating effectively within matrixed global organizations and aligning regional priorities with broader global strategies.
Experience working closely with Product and Marketing to drive conversion, including improving merchant acquisition, sign-up, activation and onboarding journeys, and translating merchant needs into product and go-to-market opportunities.
A high familiarity and comfort with how product development works, preferably in payments.
You can hold your own with stakeholders across technical, marketing, product and commercial disciplines and have credibility with Product and Engineering partners.
Strong executive presence, with demonstrated ability to influence and earn trust with senior internal leaders and external decision makers, ask the right questions, and use sound business judgment, including with C-suite stakeholders at larger merchant and franchise partners.
An operational mindset as well as a strategic one - you can set a clear vision, implement robust processes, lead teams through complex relationships, and translate strategy into disciplined execution.
Comfort working with analytics and tools that support business performance measurement and management, particularly forecasting, funnel, pipeline, conversion, productivity and revenue metrics at scale.
Creative storytelling abilities, with the ability to seek out relevant, meaningful data and build compelling business cases and sales narratives that demonstrate Afterpay's value proposition.
A scrappy and humble mindset, where toggling between team lead and in-the-weeds work is business as usual.
You're equally comfortable writing an annual plan as you are jumping into a pipeline review, supporting a complex negotiation, or unblocking a team member.
You get the job done and inspire others to do so as well.

Skills

SMB Sales
Franchise Sales
BDR
Mid-Market Sales
Account Management
Sales Process
Sales Methodology
Forecasting
Pipeline Management
Negotiation
Relationship Building
Data Analysis
Storytelling
Leadership
Team Development
Cross-functional Collaboration
Product Development
Go-to-Market Strategy

Location

Australia
New Zealand

Work Type

Remote

Experience Level

12+ years of experience

Benefits

Remote work
Medical insurance
Flexible time off
Retirement savings plans
Modern family planning

About the Company

It all started with an idea at Block in 2013. Initially built to take the pain out of peer-to-peer payments, Cash App has gone from a simple product with a single purpose to a dynamic ecosystem, developing unique financial products, including Afterpay/Clearpay, to provide a better way to send, spend, invest, borrow and save to our 50+ million monthly active customers. We want to redefine the world’s relationship with money to make it more relatable, instantly available, and universally accessible.
Today, Cash App has thousands of employees working globally across office and remote locations, with a culture geared toward innovation, collaboration and impact. We’ve been a distributed team since day one, and many of our roles can be done remotely from the countries where Cash App operates. No matter the location, we tailor our experience to ensure our employees are creative, productive, and happy.
Block, Inc. (NYSE: XYZ) builds technology to increase access to the global economy. Each of our brands unlocks different aspects of the economy for more people. Square makes commerce and financial services accessible to sellers. Cash App is the easy way to spend, send, and store money. Afterpay is transforming the way customers manage their spending over time. TIDAL is a music platform that empowers artists to thrive as entrepreneurs. Bitkey is a simple self-custody wallet built for bitcoin. Proto is a suite of bitcoin mining products and services. Together, we’re helping build a financial system that is open to everyone.

Equal Opportunity

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