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Business Development Lead, AI Commercialization

Block· 20230 S&M - Sales - Commerce Operations
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Bay Area, CA$184.2k - $297kfull-timePosted 1mo ago

About the role

Entrepreneurial business development lead to turn AI-powered and emerging technology products into enterprise-grade offerings, securing lighthouse customers and strategic partners, and shaping pilots and commercial models for scale at Block.

Responsibilities

  • Win lighthouse enterprise customers and strategic partners
  • Source, develop, and close relationships with sophisticated enterprise customers and strategic partners
  • Engage with senior executives across technology, product, operations, business development, and commercial organizations
  • Identify where strategic partnerships can accelerate distribution, unlock new use cases, or create differentiated product capabilities
  • Sell products that may still be evolving, creating conviction around the vision while setting appropriate expectations about what exists today
  • Build a portfolio of lighthouse customers and partners that provides product validation, commercial proof points, references, distribution, and a foundation for broader adoption
  • Build pilots that become scaled commercial relationships
  • Drive commercial pilots with enterprise customers and partners with clear objectives, success metrics, economics, timelines, and paths to production and expansion
  • Own the progression from initial conversation → pilot → production deployment or partnership launch → scaled commercial relationship
  • Work directly with customers, partners, Product, and Engineering throughout early implementations
  • Distinguish between strategically important market feedback and bespoke requests that should not drive the roadmap
  • Use early engagements to rapidly test product-market fit, willingness to pay, partnership models, implementation requirements, and the durability of demand
  • Drive partner GTM and own the relationship end to end
  • Sign and launch partners, and own their success end to end: From pitch, negotiations, deal signature, through launch and optimization
  • Partner with the cross-functional team to refine pitch materials, partner marketing motions and operations
  • Actively share learnings back with internal stakeholders to refine and optimize the product strategy, while optimizing the partnership for success
  • Exercise sound judgment and discretion around executive and cross-functional relationship mapping

Qualifications

  • 10+ years of relevant commercial enterprise experience
  • Direct, demonstrated experience taking new or emerging technology products from early market entry through commercial scale
  • Track record of personally securing lighthouse enterprise customers and strategic partners, structuring pilots and partnerships, and converting them into scaled commercial relationships
  • Deep experience selling complex technology to large enterprises and working with sophisticated strategic partners
  • Established credibility engaging senior technical, product, business development, and commercial executives
  • Experience commercializing AI, data infrastructure, developer platforms, cloud infrastructure, or similarly complex and rapidly evolving technology
  • Strong understanding of how enterprises and strategic partners evaluate, pilot, procure, integrate, distribute, and scale emerging technologies
  • Strong product judgment and a history of working as a true partner to Product and Engineering
  • Experience building a new business inside of a technology company
  • The ability to operate at both the strategic and execution levels — from informing a market strategy to getting a difficult enterprise deal or strategic partnership across the line

Skills

Required:Enterprise salesPartnership developmentPilots and pilots-to-scaleStrategic thinking

Benefits

  • Remote work
  • medical insurance
  • flexible time off
  • retirement savings plans
  • modern family planning
  • Check out our other benefits at 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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