Description
The North American SMB Sales team at Afterpay and Cash App is responsible for driving revenue to core consumer payments businesses, giving Merchant partners access to the largest and most engaged network of next-generation consumers.
We are looking for a strategic, analytical, and experienced Head of SMB Sales to build and scale a high-velocity, playbook-driven sales engine across a broad and growing base of small and medium-sized businesses, unlocking new revenue opportunities across Buy Now Pay Later and Pay Now products.
The SMB segment spans three motions: a BDR function that sources and books meetings for Account Executives, an Inbound motion serving smaller, higher-volume businesses, and an Outbound-led motion focused on larger, higher-growth SMB accounts.
You will be responsible for orchestrating these motions into a single, cohesive system, and for the discipline, tooling, and processes that help generate pipeline and let the team convert and onboard merchants efficiently and at scale.
Responsibilities
- Oversee the North American SMB Sales Team: Lead a multi-motion team spanning BDR, Inbound, and Outbound Account Executives.
- Build an A-Team: Further develop the skills, knowledge, efficacy, and team culture of existing strong performers.
- Develop Meaningful Cross-Functional Partnerships: Work closely with teams to better support generating revenue.
- Own Sales Process and Methodology: Build and refine a repeatable sales approach covering the full deal lifecycle.
- Drive Forecasting Rigor and Pipeline Hygiene: Implement best practices in forecasting accuracy and pipeline health.
- Define Ideal Customer Profile and Value Proposition: Shape and sharpen the ideal customer profile, key use cases, and value proposition.
- Be the Voice of Afterpay and Cash App: Represent the business to SMB Merchants as a thought leader.
- Be the Voice of the Merchant: Represent market feedback and sentiment internally.
Requirements
- 12+ years of experience in high-growth environments leading SMB Sales, BDR, or Account Management organizations.
- Excellent leadership skills with the ability to develop talent, motivate high-performing teams, and build strong cross-functional relationships.
- Experience standing up or scaling sales organizations from scratch.
- Demonstrated ability to build, operate, and continuously improve playbooks that scale.
- Experience working closely with Product and Marketing to drive conversion.
- Strong presence with senior internal leaders, with demonstrated ability to influence and earn trust.
- A demonstrated track record of leading teams that consistently drive revenue growth and exceed revenue targets.
- Comfort working with analytics and tools that support business performance measurement and management.
Benefits Every benefit we offer is designed with one goal: empowering you to do the best work of your career while building the life you want. Remote work, medical insurance, flexible time off, retirement savings plans, and modern family planning are just some of our offering.