← All roles

Director, AI Commercialization

Block· 20230 S&M - Sales - Commerce Operations
Apply on company site
Hybrid (Bay Area, CA)$239.6k - $359.4kfull-timePosted 1mo ago

About the role

Senior commercial leader responsible for turning Block’s emerging AI products into repeatable go-to-market motions, focusing on enterprise customers and strategic partners, from product-to-pilot to scaled commercial relationships.

Responsibilities

  • Own AI commercialization: Develop and own the commercialization strategy for Block’s emerging AI products, including target markets, enterprise customer segments, partner types, use cases, positioning, pricing, packaging, and routes to market.
  • Translate technically sophisticated AI capabilities into clear, differentiated value propositions for enterprise customers and partners.
  • Assess market opportunities and determine where Block has the strongest right to win.
  • Establish clear commercial milestones and determine when products are ready to move from experimentation to broader distribution.
  • Operate as the senior commercial counterpart to Product and Engineering leaders building Block’s AI portfolio.
  • Bring together cross-functional infrastructure required to support this motion at scale.
  • Win lighthouse enterprise customers and strategic partners: Personally source, develop, and close relationships with sophisticated enterprise customers and strategic partners.
  • Engage credibly with C-suite executives and senior technology, product, operations, business development, and commercial leaders.
  • 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: Design commercial pilots 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 durability of demand.
  • Create the repeatable GTM and partnership model: Turn learnings into a scalable commercial playbook.
  • Establish segmentation, qualification, pricing, contracting, sales process, partner models, implementation, customer success, and expansion motions.
  • Determine channel strategy (direct, strategic partners, Block Sales/Partnerships, or hybrids).
  • Identify opportunities to leverage Block’s existing enterprise relationships and ecosystem.
  • Build pipeline management, forecasting, metrics, and operating cadence to manage the business.
  • Build the organization: Start as a hands-on leader, determine required capabilities and roles as PMF develops, recruit and lead a high-performing commercial organization when scaling is appropriate.
  • Create a path for products to graduate from incubation into Block’s broader GTM organization.

Qualifications

  • 15+ years of relevant commercial experience, including significant leadership responsibility in enterprise technology.
  • Proven commercialization leader, not just a seller or partnerships executive.
  • 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 C-suite, 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 evaluate, pilot, procure, integrate, distribute, and scale emerging technologies.
  • Demonstrated ability to develop pricing, packaging, partnership structures, commercial models, and routes to market where no established playbook exists.
  • Strong product judgment and a history of partnering with Product and Engineering.
  • Experience building a new business inside a technology company.
  • Experience building and leading high-performing commercial teams.
  • Ability to operate at strategic and execution levels, from market strategy to closing complex deals.
  • Comfort with decision-making under incomplete information and rapid evolution of product/market.

Skills

Required:Commercial leadershipPartnership developmentPricing and packagingEnterprise sales

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.
Block logo

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.

technologyfinancial servicesdigital paymentsmusic streaming
Company profileWebsite

More open roles at Block