Head of SMB Acquisition

We started a movement in which everyone can win – shoppers, retailers, society and every person on our team. To play fair, trust people and reward them for doing the right thing. We see and feel the impact of our work as more and more people gain financial freedom and retailers grow across the globe. Founded in 2014 in Sydney, Australia, Afterpay has over 24 million active customers globally and more than 250,000 of the best retailers around the world including Anthropologie, Revolve, DSW, GOAT, Finish Line, Levi’s, Mac Cosmetics, Ray-Ban and many others. Afterpay is helping people spend responsibly! We empower customers to access the things they want and need, while still allowing them to maintain financial wellness and control, by splitting payments in four, for both online and in-store purchases. Afterpay is deeply committed to delivering positive outcomes for customers. Now under the Block ecosystem, we are focused on supporting our community of shoppers. We trust in the next generation and share a vision of a more accessible and sustainable world in which people are rewarded for doing the right thing. The Role The Australia and New Zealand SMB & Franchise Sales team at Afterpay is responsible for driving revenue to our core consumer payments business, giving our Merchant partners access to one of the largest and most engaged networks of next generation consumers. We are looking for a strategic, analytical, high-energy, and experienced Head of SMB Acquisition Sales to lead and scale a high-velocity, playbook-driven sales engine across a broad and growing base of small and medium-sized businesses, while forging and expanding relationships with fast-growing and established Franchise partners. The SMB segment spans multiple motions, including 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 and Premium SMB segments. The Franchise motion adds a higher-touch, more sophisticated sales environment focused on winning and expanding relationships with leading franchise groups and brands from SMB’s through to Mid and Enterprise size prospects. You will be responsible for orchestrating these motions into a cohesive system and for the discipline, tooling, processes, and deal strategies that help generate pipeline, convert opportunities, onboard merchants efficiently, and win business at scale. A successful candidate exhibits a strong sense of ownership to win new business for Afterpay and a demonstrated ability to navigate ambiguity; think strategically and operationally about business, marketing, product, and technical challenges; and lead cross-functional workstreams ultimately tied to pipeline creation, conversion, and revenue growth. This role requires a strategic problem solver who is a rigorous operator, relentless negotiator, and effective influencer, comfortable balancing data-driven rigor and scalable sales processes with high-touch relationship building, a strong bias for action, and hands-on execution. Beyond ultimately being responsible for revenue outcomes across our SMB & Franchise merchant pipeline - spanning a broad range of industries across retail, fashion, beauty, travel, QSR, home and more across Australia and New Zealand - you will also be responsible for building and supporting a strong culture of performance. You will develop leaders and individual contributors, create clarity and accountability across the organization, and lead with empathy without ego. The ideal candidate has demonstrated excellence in building and operating high-velocity sales motions at scale, navigating complex commercial negotiations, leading and managing high-performing teams, and continuously improving how teams sell, operate, and deliver results. You Will • Oversee the A/NZ SMB & Franchise Sales Team: Lead a multi-motion organization spanning BDR, Inbound and Outbound Account Executives, together with the Franchise sales motion. Build and continuously refine the playbooks, processes and tooling that let the team convert and grow merchants efficiently at high volume while also enabling sophisticated, high-touch Franchise deal execution. Craft a segment-wide strategy and hold the team accountable to delivering on OKRs and revenue targets across each motion, in concert with the broader Sales & Account Management function at Afterpay. • Build an A-Team: Inherit and further develop a team of strong performers and leaders with relevant experience. Build their skills, knowledge, efficacy, and an overall culture focused on performance and continuous improvement, including coaching frontline managers to drive results through their own teams. Set an energetic and accountable tone for the A/NZ sales organization, rooted in a strong sense of ownership and led with empathy over ego. • Develop Meaningful Cross-Functional Partnerships: Work closely with cross-functional teams to better support your team in generating revenue, including Marketing, Finance, Product, Engineering, Risk, Legal, Account Management, Partnerships and more. Influence without authority across teams and build the internal relationships required to navigate a distributed, global and matrixed set of stakeholders. • Own Sales Process and Methodology: Build and refine repeatable sales approaches across the full deal lifecycle - from prospecting, discovery and qualification through articulating value, solutioning, negotiating, contracting, closing and onboarding. Balance standardized, scalable SMB motions with the flexibility and commercial judgment required for more complex Franchise opportunities. • Craft Deal Strategy: Develop and pitch powerful sales narratives that educate prospective merchants on Afterpay's value proposition. Coach the team through sophisticated deal negotiations, support internal and external advocacy, clear blockers to revenue, and effectively communicate with s