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Head of SMB Acquisition

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

About the role

Senior leader responsible for driving revenue across Australia and New Zealand SMB and Franchise Sales, overseeing multi-motion sales teams (BDR, Inbound, Outbound, and Franchise) to acquire and grow small to mid-market and franchise merchant relationships within Afterpay’s SMB & Franchise programs.

Responsibilities

  • Oversee the A/NZ SMB & Franchise Sales Team: manage BDR, Inbound, Outbound AEs, and Franchise motion; refine playbooks, processes, and tooling; deliver on OKRs and revenue targets.
  • Build an A-Team: recruit, develop, and coach frontline managers and individual contributors; foster performance culture.
  • Develop meaningful cross-functional partnerships with Marketing, Finance, Product, Engineering, Risk, Legal, Account Management, Partnerships, and more.
  • Own Sales Process and Methodology: refine end-to-end deal lifecycle across SMB and Franchise opportunities.
  • Craft Deal Strategy: coach on sophisticated negotiations, articulate Afterpay value, and engage senior decision makers at high-growth and established brands.
  • Drive Forecasting Rigor and Pipeline Hygiene: ensure rigorous forecasting, pipeline health, and progression; collaborate with Finance and Sales Strategy/Operations.
  • Define Ideal Customer Profile and Value Proposition: sharpen SMB and Franchise ICPs and value propositions; inform marketing and product strategies.
  • Drive Portfolio and Segment Strategy: identify priority industries and franchise networks; translate insights into scalable acquisition motions.
  • Be the Voice of Afterpay and Merchant: represent payments value to merchants and build relationships with senior merchant leadership.
  • Be the Voice of the Merchant: relay market feedback internally to influence product, marketing, risk, and commercial priorities.

Qualifications

  • - 12+ years in high-growth environments leading SMB, Franchise, BDR, Mid-Market, or Account Management teams, preferably in tech, payments, or financial services.
  • - Proven track record scaling sales organizations, hiring and developing talent, and designing operating rhythms for growth.
  • - Demonstrated ability to build and execute scalable playbooks and drive revenue growth through complex negotiations.
  • - Experience working in matrixed global organizations and aligning regional and global strategies.
  • - Collaborates with Product and Marketing to improve merchant acquisition, activation, and onboarding journeys; comfortable with product development processes in payments.
  • - Strong executive presence with ability to influence C-suite and senior stakeholders.
  • - Operational yet strategic mindset with ability to translate strategy into disciplined execution.
  • - Proficiency with analytics and tools for forecasting, funnel management, pipeline, and revenue metrics.
  • - Creative storytelling skills to build compelling business cases and sales narratives.
  • - Comfortable balancing hands-on execution with leadership responsibilities.

Skills

Required:SMB & Franchise sales leadershipStrategic deal managementForecasting & pipeline managementCross-functional collaborationPeople leadership & development

Benefits

  • - Remote work
  • - Medical insurance
  • - Flexible time off
  • - Retirement savings plans
  • - Modern family planning
  • - Additional benefits detailed by Block
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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