Head of SMB & Franchise

Block
Melbourne
Workplace: OnsiteFull timeUSD 175,472 - 263,208Function: Administration & Executive AssistanceExperience: 12+ yearsSkills: ["Leadership","Negotiation","Cross-functional collaboration","Strategic thinking","Operational execution"]

Lead and scale Afterpay’s Australia & New Zealand SMB and Franchise sales engine, orchestrating BDR, inbound, outbound, and high-touch franchise motions into a cohesive, playbook-driven system. Own the full deal lifecycle from prospecting through onboarding, drive forecasting rigor and pipeline hygiene, and develop segment strategy and deal narratives. Partner cross-functionally with Marketing, Product, Engineering, Finance, Risk, Legal, and Partnerships to grow revenue, convert merchants at scale, and build a high-performance culture.

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FursaFursa
Block
Block
3 days ago

Head of SMB & Franchise

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Last checked: 12 hours agoStatus: Live

Job Summary

Lead and scale Afterpay’s Australia & New Zealand SMB and Franchise sales engine, orchestrating BDR, inbound, outbound, and high-touch franchise motions into a cohesive, playbook-driven system. Own the full deal lifecycle from prospecting through onboarding, drive forecasting rigor and pipeline hygiene, and develop segment strategy and deal narratives. Partner cross-functionally with Marketing, Product, Engineering, Finance, Risk, Legal, and Partnerships to grow revenue, convert merchants at scale, and build a high-performance culture.
Location: Melbourne
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 across BDR, inbound, outbound, and franchise motions; refine playbooks, processes, and tooling to convert and grow merchants efficiently.
  • •Build and develop a high-performing team culture focused on performance and continuous improvement, including coaching frontline managers to drive results.
  • •Own sales process and methodology across the full deal lifecycle and coach the team through sophisticated franchise deal negotiations.
  • •Drive forecasting rigor and pipeline hygiene by maintaining best practices in forecasting accuracy, pipeline coverage/health, and opportunity progression.
  • •Define ideal customer profiles and value propositions, then translate insights into portfolio and segment strategies across Australia and New Zealand.

Pay and Benefits

Salary: USD 175,472 - 263,208
Perks:Remote WorkHealth InsurancePaid LeaveRetirement Savings

Key Requirements

  • •12+ years of experience leading SMB or Franchise sales, BDR, mid-market sales, or account management organizations in fast-moving technology, payments, or financial services environments.
  • •Experience building, scaling, or transforming sales organizations (hiring, onboarding, and developing BDRs/AEs/frontline managers) and designing operating rhythms to support growth.
  • •Demonstrated ability to build and continuously improve scalable sales playbooks for large, growing teams while maintaining judgment for complex deals.
  • •Proven track record of leading teams to exceed revenue targets, including experience with sophisticated commercial negotiations and established clients.
  • •Strong leadership skills to develop talent, coach frontline managers, and build cross-functional relationships in matrixed global organizations.
Experience:12+ years
Skills:LeadershipNegotiationCross-functional collaborationStrategic thinkingOperational execution
Languages:English

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