Director, Revenue Strategy & Planning

Square; San Francisco (CA); Remote; USD 218,000 - 327,000; Full time

Job summary

Block, Inc. in San Francisco is seeking a Director, Revenue Strategy & Operations to tackle the most important and least defined problems facing Block's revenue organization.

This is a special projects role, focused on strategic initiatives like sales forecasting, pipeline management, and capacity planning for non-direct sales teams. You will lead through analysis, judgment, and influence, partnering with Sales Strategy & Operations, Finance, Sales, Partnerships, Services, Data, and Systems.

Qualifications

• 10+ years of experience in Strategic Finance, FP&A, Sales Strategy & Operations, Revenue Operations, or related analytical field.
• Track record of owning ambiguous, high-visibility problems end to end, from framing to recommendation.
• Able to build recurring processes and answer one-time strategic questions with quality.

Responsibilities

• Lead strategic initiatives across the revenue organization from ambiguous questions to actionable recommendations.
• Build and refine sales forecasting rhythm, data requirements, cadence, and forecast quality.
• Measure pipeline health and ensure sufficient pipeline for target sellers.
• Model capacity planning and staffing needs for non-direct sales teams.
• Assess organizational structure and efficiency as volume grows.
• Provide executive-ready recommendations with clear assumptions, tradeoffs, risks, and decisions.

Skills

Strategic Finance

FP&A

Sales Strategy

Revenue Operations

Forecasting

Excel/Sheets

SQL

Data Analysis

Cross-functional Influence

Executive Communication

Ambiguity Management

Tools

SQL

Excel

Google Sheets

Job description

Since we opened our doors in 2009, the world of commerce has evolved immensely, and so has Square. After enabling anyone to take payments and never miss a sale, we saw sellers stymied by disparate, outmoded products and tools that wouldn’t work together.

So we expanded into software and started building integrated, omnichannel solutions – to help sellers sell online, manage inventory, offer buy now, pay later functionality, book appointments, engage loyal buyers, and hire and pay staff. Across it all, we’ve embedded financial services tools at the point of sale, so merchants can access a business loan and manage their cash flow in one place. Afterpay furthers our goal to provide omnichannel tools that unlock meaningful value and growth, enabling sellers to capture the next generation shopper, increase order sizes, and compete at a larger scale.

Today, we are a partner to sellers of all sizes – large, enterprise-scale businesses with complex operations, sellers just starting, as well as merchants who began selling with Square and have grown larger over time. As our sellers grow, so do our solutions. There is a massive opportunity in front of us. We’re building a significant, meaningful, and lasting business, and we are helping sellers worldwide do the same.

The Role

We are seeking a Director, Revenue Strategy & Operations to take on the most important and least defined problems facing Block's revenue organization. This is a special projects role. You will be the person our leaders turn to when a question is significant, ambiguous, and needs a rigorous answer.

Your work will be defined by the strategic initiatives that matter most at the time, and it will change as our priorities change. Early on, that is likely to include areas such as sales forecasting, pipeline management, and capacity planning for our non-direct sales organizations. Over time, you may hand work off once it is running well, or take on something entirely new.

This is an individual contributor role. You will lead through analysis, judgment, and influence rather than headcount, partnering closely with Sales Strategy & Operations, Finance, Sales, Partnerships, Services, Data, and Systems. You will report to the Head of Revenue Strategy & Planning within the Revenue organization.

You Will

You will lead the strategic initiatives and special projects that surface across the revenue organization, taking each from an ambiguous question through analysis to a recommendation leaders can act on. The work will change as our priorities change. Some examples of projects you might work on include:

• Building our sales forecasting rhythm, including the methodology, data requirements, cadence, and standard of quality a credible forecast depends on, and driving its adoption across the business.
• Defining how we measure pipeline health and whether we have sufficient pipeline to support the sellers we have hired and the targets we have set.
• Capacity planning for our non-direct sales organizations, translating expected volume into the staffing, ratios, role mix, and hiring timing those teams require.
• Assessing whether an organization is structured and sized efficiently, and recommending how it should change as volume grows.
• Modeling the return we should expect from a partnership, investment, or new commercial motion.
• Shaping commercial deal economics, including what we offer, what we hold back, and the thresholds that should govern non-standard terms.
• Creating process, structure, and clear assumptions in areas where none exist today, and leaving behind something the organization can operate without you.
• Producing executive-ready recommendations that make assumptions, tradeoffs, risks, and required decisions clear in plain language.

You Have

• 10+ years of experience in Strategic Finance, Financial Planning & Analysis, Sales Strategy & Operations, Revenue Operations, management consulting, investment banking, or a related analytical field.
• A track record of owning ambiguous, high-visibility problems end to end, from framing the question through to a recommendation leaders act on.
• Range. You are equally comfortable building a recurring operating process and answering a one-time strategic question, and you can move between them without losing quality.
• Experience with sales forecasting, pipeline analysis, and capacity modeling.
• Strong financial and commercial judgment, and advanced modeling skills in Excel or Google Sheets and SQL. You can work with large, complex data sets and turn them into clear decisions.
• Strong executive communication and cross-functional influence. You can build alignment and drive outcomes without direct authority.
• A bias toward building. You create structure where it is missing rather than waiting for it, and you are comfortable being the first person to work a problem.

Bonus

• Experience in payments, financial technology, usage-based pricing, or another multi-product business with several routes to market.

We’re working to build a more inclusive economy where our customers have equal access to opportunity, and we strive to live by these same values in building our workplace. Block is an equal opportunity employer evaluating all employees and job applicants without regard to identity or any legally protected class. We will consider qualified applicants with arrest or conviction records for employment in accordance with state and local laws and “fair chance” ordinances.

We believe in being fair, and are committed to an inclusive interview experience, including providing reasonable accommodations to disabled applicants throughout the recruitment process. We encourage applicants to share any needed accommodations with their recruiter, who will treat these requests as confidentially as possible. Want to learn more about what we’re doing to build a workplace that is fair and square? Check out our I+D page.

While there is no specific deadline to apply for this role, U.S. roles are typically open for an average of 55 days before being filled by a successful candidate. Please refer to the date listed at the top of this job page for when this role was first posted.

Block takes a market-based approach to pay, and pay may vary depending on your location. U.S. locations are categorized into one of four zones based on a cost of labor index for that geographic area. The successful candidate’s starting pay will be determined based on job-related skills, experience, qualifications, work location, and market conditions. These ranges may be modified in the future.To find a location’s zone designation, please refer to thisresource. If a location of interest is not listed, please speak with a recruiter for additional information.

Zone A:: $217,800 USD - $326,800 USD

Zone B: : $217,800 USD - $326,800 USD

Zone C:: $217,800 USD - $326,800 USD

Zone D:: $217,800 USD - $326,800 USD

Use of AI in Our Hiring Process

We may use automated AI tools to evaluate job applications for efficiency and consistency. These tools comply with local regulations, including bias audits, and we handle all personal data in accordance with state and local privacy laws.

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.

Check out our other benefits at Block.

Block, Inc. (NYSE: XYZ) builds technology to increase access to the global economy. Each of our brands unlocks different aspects of the economy for more people.Squaremakes commerce and financial services accessible to sellers.Cash Appis the easy way to spend, send, and store money.Afterpayis transforming the way customers manage their spending over time.TIDALis a music platform that empowers artists to thrive as entrepreneurs.Bitkeyis a simple self-custody wallet built for bitcoin.Protois a suite of bitcoin mining products and services. Together, we’re helping build a financial system that is open to everyone.

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