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Head of SMB Acquisition

Block· 20229 S&M - Sales - Commerce Enterprise and Mid
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Sydneyfull-timePosted 1mo ago

About the role

Senior leader responsible for owning and scaling Australia & New Zealand SMB and Franchise Sales motions, delivering multi-motion playbooks, revenue growth, and high-touch franchise relationships across SMB, Franchise, BDR, Inbound, and Outbound channels.

Responsibilities

  • Oversee the A/NZ SMB & Franchise Sales Team: lead multi-motion organization (BDR, Inbound, Outbound AEs, Franchise motion); refine playbooks, processes, and tooling; drive OKRs and revenue targets.
  • Build an A-Team: develop and coach performers and frontline managers; foster a performance-focused culture.
  • Develop Meaningful Cross-Functional Partnerships: collaborate with Marketing, Finance, Product, Engineering, Risk, Legal, Account Management, Partnerships, and more.
  • Own Sales Process and Methodology: establish repeatable go-to-market approaches across prospecting, discovery, qualification, value articulation, solutioning, negotiating, contracting, closing and onboarding.
  • Craft Deal Strategy: coach on sophisticated negotiations, advocate for merchants, communicate with senior decision makers.
  • Drive Forecasting Rigor and Pipeline Hygiene: ensure forecasting accuracy, pipeline health, and progression; partner with Finance and Sales Strategy/Operations to align focus.
  • Define Ideal Customer Profile and Value Proposition: sharpen ICPs, use cases, and value props for SMB and Franchise; translate insights into market strategy.
  • Drive Portfolio and Segment Strategy: identify priority industries and franchise networks; translate insights into scalable acquisition motions and priorities.
  • Be the Voice of Afterpay: represent Afterpay to merchants as a growth driver; build and grow merchant relationships, including senior leadership.
  • Be the Voice of the Merchant: relay market feedback internally to influence product, marketing, risk, and commercial priorities.

Qualifications

  • 12+ years of experience in high-growth environments leading SMB Sales, Franchise Sales, BDR, Mid-Market Sales, or Account Management in technology, payments, or financial services.
  • Excellent leadership, talent development, and cross-functional relationship-building with a proven track record of coaching frontline managers.
  • Experience standing up, scaling, or transforming sales organizations with onboarding and development of BDRs, AEs, and managers.
  • Proven ability to build and scale playbooks for large teams while handling complex deals.
  • Track record of driving revenue growth and exceeding targets in sophisticated negotiations and established clients.
  • Experience navigating matrixed global organizations and aligning regional with global strategies.
  • Experience working with Product and Marketing to drive conversion and onboarding journeys; familiarity with payments product development.
  • Strong executive presence and ability to influence senior leaders and C-suite partners; credible with internal and external stakeholders.
  • Operational mindset with strategic thinking to implement processes and execute against strategy.
  • Comfort with analytics and tools for forecasting, funnel, pipeline, conversion, productivity, and revenue metrics at scale.
  • Creative storytelling, data-driven business cases, and compelling sales narratives.

Skills

Required:LeadershipSales leadership at scaleStrategic negotiation

Benefits

  • Remote work
  • Medical insurance
  • Flexible time off
  • Retirement savings plans
  • Modern family planning
Last updated Sep 16, 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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