Head of SMB & Franchise Growth

Block Inc; Sydney; On-site; AUD 260,000 - 360,000; Full time

Job summary

Afterpay seeks a strategic Head of SMB Acquisition Sales for Australia and New Zealand. You will lead a multi-motion sales engine across BDR, Inbound, Outbound AEs and Franchise, driving revenue and merchant growth.

You will build and coach leaders, align cross-functional partners, and implement scalable playbooks and forecasting rigor to win at scale across SMB and Franchise segments in ANZ. This role demands hands-on execution, negotiation prowess, and a relentless focus on performance culture.

Qualifications

• 12+ years of experience in SMB/Franchise sales leadership.
• Proven track record leading high-growth sales teams.
• Experience building and scaling multi-motion sales organizations.

Responsibilities

• Oversee the A/NZ SMB & Franchise Sales Team across BDR, Inbound, Outbound AEs and Franchise motions.
• Refine playbooks, processes and tooling to enable high-volume merchant growth.
• Build and coach leaders, set ownership and accountability across the sales org.
• Develop cross-functional partnerships with Marketing, Finance, Product, Engineering, Risk, Legal, Partnerships.
• Own sales process and methodology from prospecting to onboarding and closing.
• Craft deal strategy and negotiate with senior decision-makers at large merchants and franchise networks.
• Drive forecasting rigor, pipeline hygiene and revenue planning with Finance and Ops.
• Define ICPs and value propositions across SMB and Franchise segments in ANZ.
• Identify priority industries and networks to inform growth, go-to-market and regional strategy.
• Be the voice of Afterpay to merchants and influence product/marketing with merchant insights.

Skills

Leadership

Strategic thinking

Negotiation

Cross-functional collaboration

Data-driven decision making

Sales operations

Job description

Afterpay seeks a strategic Head of SMB Acquisition Sales for Australia and New Zealand. You will lead a multi-motion sales engine across BDR, Inbound, Outbound AEs and Franchise, driving revenue and merchant growth.

You will build and coach leaders, align cross-functional partners, and implement scalable playbooks and forecasting rigor to win at scale across SMB and Franchise segments in ANZ. This role demands hands-on execution, negotiation prowess, and a relentless focus on performance culture.