Head of SMB & Franchise

Block
Sydney
Workplace: OnsiteFull timeUSD 175,472 - 263,208Function: Administration & Executive AssistanceExperience: 12+ yearsSkills: ["Leadership","Negotiation","Strategic thinking","Influencing","Analytics mindset"]

Lead and scale Afterpay’s Australia & New Zealand SMB and Franchise Sales engine, orchestrating BDR, Inbound, Outbound, and Franchise motions into a cohesive pipeline-to-revenue system. Own segment strategy, deal narratives, forecasting rigor, pipeline hygiene, and merchant onboarding at scale. Build and coach leaders and teams, drive cross-functional partnerships with Marketing, Product, Finance, Engineering, Risk, Legal and Partnerships, and represent both the business and merchant insights to influence priorities and growth.

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FursaFursa
Block
Block
3 days ago

Head of SMB & Franchise

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Last checked: 8 hours agoStatus: Live

Job Summary

Lead and scale Afterpay’s Australia & New Zealand SMB and Franchise Sales engine, orchestrating BDR, Inbound, Outbound, and Franchise motions into a cohesive pipeline-to-revenue system. Own segment strategy, deal narratives, forecasting rigor, pipeline hygiene, and merchant onboarding at scale. Build and coach leaders and teams, drive cross-functional partnerships with Marketing, Product, Finance, Engineering, Risk, Legal and Partnerships, and represent both the business and merchant insights to influence priorities and growth.
Location: Sydney
Workplace: Onsite
Employment Type: Full time
Job Function: Administration & Executive Assistance
Seniority: Sr. Director level

Key Responsibilities

  • •Oversee the A/NZ SMB & Franchise Sales Team, building and refining playbooks, processes, and tooling across BDR, Inbound, Outbound, and Franchise motions to deliver OKRs and revenue targets.
  • •Build an A-team through hiring, coaching, and developing leaders and frontline managers, creating clarity, accountability, and a culture focused on performance and continuous improvement.
  • •Own the end-to-end sales process and methodology—from prospecting and qualification to contracting, closing, and onboarding—balancing scalable SMB motions with Franchise complexity.
  • •Drive forecasting rigor and pipeline hygiene, partnering with Finance and Sales Strategy/Operations to ensure accurate forecasts, pipeline coverage, and risk/upside understanding.
  • •Develop deal strategy and value propositions, craft sales narratives, and represent both Afterpay and merchant feedback internally to influence product, marketing, risk, and commercial priorities.

Pay and Benefits

Salary: USD 175,472 - 263,208
Perks:Remote WorkHealth InsuranceFlexible TimeRetirement SavingsFamily Planning

Key Requirements

  • •12+ years leading SMB/Franchise Sales, BDR, mid-market, or account management organizations in high-growth environments, preferably payments or financial services.
  • •Excellent people leadership: develop talent, motivate high-performing teams, and coach frontline managers to measurable results.
  • •Experience scaling/transforming sales organizations, including hiring, onboarding, and building operating rhythms for BDRs, AEs, and frontline managers.
  • •Proven ability to build and improve scalable sales playbooks while maintaining judgment for sophisticated deals and complex commercial relationships.
  • •Strong cross-functional partnership experience with Product and Marketing to drive conversion, acquisition, activation, and onboarding outcomes.
Experience:12+ yearsFast-moving technologyPaymentsFinancial services
Skills:LeadershipNegotiationStrategic thinkingInfluencingAnalytics mindset

Company Brief

Block
Builds financial services and commerce tools to empower businesses and individuals, operating products such as Square, Cash App, Spiral (Bitcoin initiatives), TIDAL, and developer-focused payment and banking solutions.
Industry: Fintech Infrastructure
Company Size: Enterprise (1,001+ employees)
Revenue: USD 1B+
Growth: Public Company
Valuation: Public Company (Market Cap in USD)
Funding: IPO / Publicly Listed
Headquarters: San Francisco, United States
Founded: 2009
WebsiteLinkedIn