Head of SMB Sales

Block
San Francisco
Workplace: RemoteFull timeUSD 251,600 - 377,400 annuallyFunction: SalesExperience: 12+ yearsSkills: ["Leadership","Cross-functional collaboration","Strategic problem-solving","Forecasting rigor","Bias for action"]

Build and scale a high-velocity, playbook-driven SMB sales engine across Afterpay and Cash App in North America. Lead a multi-motion team spanning BDR, inbound, and outbound account executives, owning sales methodology from discovery to close, forecasting rigor, and pipeline hygiene. Partner cross-functionally with Marketing, Finance, Product, Risk, and others to improve conversion and merchant onboarding, while coaching managers and driving performance culture tied to OKRs and revenue targets.

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FursaFursa
Block
Block
1 month ago

Head of SMB Sales

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Source: Company careers pageValidated by: Fursa AI
Last checked: 6 hours agoStatus: Live

Job Summary

Build and scale a high-velocity, playbook-driven SMB sales engine across Afterpay and Cash App in North America. Lead a multi-motion team spanning BDR, inbound, and outbound account executives, owning sales methodology from discovery to close, forecasting rigor, and pipeline hygiene. Partner cross-functionally with Marketing, Finance, Product, Risk, and others to improve conversion and merchant onboarding, while coaching managers and driving performance culture tied to OKRs and revenue targets.
Location: San Francisco
Workplace: Remote
Employment Type: Full time
Job Function: Sales
Seniority: Sr. Director level

Key Responsibilities

  • •Oversee the North American SMB Sales Team across BDR, inbound, and outbound motions; build and refine playbooks, processes, and tooling to convert and grow merchants at high volume.
  • •Build and develop an A-team culture of performance by coaching frontline managers and driving results through their teams.
  • •Develop cross-functional partnerships with Marketing, Finance, Product, Risk, Legal, and Account Management to generate revenue and navigate a matrixed stakeholder set.
  • •Own sales process and methodology across the full deal lifecycle, from discovery and qualification through value articulation, negotiation, and closing.
  • •Drive forecasting accuracy and pipeline hygiene, implement best practices with Finance and Sales Ops/Strategy, and define the ideal customer profile and value proposition.

Pay and Benefits

Salary: USD 251,600 - 377,400 annually
Perks:Remote WorkHealth InsuranceFlexible TimeRetirement SavingsFamily Planning

Key Requirements

  • •12+ years leading SMB Sales, BDR, or Account Management organizations in high-growth environments, ideally in technology or financial services with experience at high volume and velocity.
  • •Proven leadership with coaching/management of frontline managers and ability to motivate high-performing teams while building cross-functional relationships.
  • •Experience standing up or scaling sales organizations from scratch, including hiring, onboarding, and developing talent across BDRs, AEs, and frontline managers.
  • •Ability to build, operate, and continuously improve playbooks that scale across a large, growing team.
  • •Comfort using analytics and tools to manage performance, including forecasting, funnel, and pipeline conversion metrics at scale.
Experience:12+ yearsFintechPaymentsFinancial services
Skills:LeadershipCross-functional collaborationStrategic problem-solvingForecasting rigorBias for action
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