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Head of SMB Sales

Block· 20229 S&M - Sales - Commerce Enterprise and Mid
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Bay Area, CA$319k - $478.6kfull-timePosted 3mo ago

About the role

Strategic, analytical leader responsible for building and scaling a multi-motion North American SMB sales engine (BDR, inbound, outbound) for Afterpay and Cash App, driving revenue across SMB merchants and improving pipeline generation, conversion, and onboarding at scale.

Responsibilities

  • Oversee the North American SMB Sales Team: lead BDR, Inbound, and Outbound Account Executives; refine playbooks, processes, and tooling; drive OKRs and revenue targets across motions.
  • Build an A-Team: develop skills and culture; coach frontline managers; set accountable, performance-driven tone with empathy.
  • Develop Meaningful Cross-Functional Partnerships: collaborate with Marketing, Finance, Product, Risk, Legal, Account Management and more; influence without authority.
  • Own Sales Process and Methodology: create a repeatable sales approach covering discovery, qualification, value articulation, negotiation, and closing.
  • Drive Forecasting Rigor and Pipeline Hygiene: implement forecasting accuracy and pipeline health practices with Finance and Sales Ops/Strategy.
  • Define Ideal Customer Profile and Value Proposition: shape ICP, use cases, value props; socialize narratives for SMB merchants to inform marketing and sales strategy.
  • Be the Voice of Afterpay and Cash App: represent the business to SMB merchants as a thought-leader in payments and BNPL as a growth driver.
  • Be the Voice of the Merchant: represent market feedback internally; aggregate insights to inform the organization.

Qualifications

  • 12+ years of experience in high-growth environments leading SMB Sales, BDR, or Account Management teams (preferably in tech or financial services)
  • Experience building and scaling sales organizations from scratch (BDRs, AEs, frontline managers)
  • Proven ability to develop and optimize playbooks that scale across a large, growing team
  • Experience with Product and Marketing to drive conversion and improve onboarding flows
  • Strong leadership with ability to influence senior stakeholders and build cross-functional trust
  • Track record of leading teams to revenue growth and meeting/exceeding targets
  • Comfort with analytics and tools for forecasting, funnel, and pipeline metrics at scale
  • Creative storytelling and ability to build data-driven business cases
  • Scrappy, hands-on leader capable of both strategic planning and in-the-weeds execution
  • Willingness to travel

Skills

Required:Sales leadershipSales playbook development

Benefits

  • Remote work
  • Medical insurance
  • Flexible time off
  • Retirement savings plans
  • Modern family planning
  • Other benefits as offered by Block, Inc.
Last updated Sep 2, 2026. Interested? Apply on the company site.
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About Block

Block builds technology to increase access to the global economy.

Made up of Square, Cash App, Afterpay, TIDAL, Bitkey, and Proto, Block, Inc. builds technology to increase access to the global economy.

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