Mid-Market Account Executive, Commerce

Block, Inc.; San Francisco (CA); Remote; USD 218,000 - 327,000; Full time

Benefits offered by this job

Remote-friendly

Career growth opportunities

Competitive compensation

Job summary

Block, Inc. is seeking a Mid-Market Account Executive to build and expand relationships with high-potential merchants across North America.

You will own a portfolio of prospective merchants, create new pipeline, lead a consultative sales process, and close new business for Cash App Pay and Afterpay. You will work with founders and leaders across commerce, payments, finance, and technology, coordinating with Product, Engineering, Marketing, and Legal.

Qualifications

• 5+ years of experience in full-cycle B2B sales, business development, partnerships, or a related go-to-market role.
• Demonstrated track record of meeting or exceeding quota and closing mid-market or complex deals.
• Strong prospecting and pipeline-generation skills, including outbound outreach and market research.
• Executive presence with ability to earn trust and influence stakeholders.
• Strong negotiation skills with pricing, terms, and procurement experience.
• Comfort using data to build a business case and prioritize opportunities.

Responsibilities

• Own a portfolio of mid-market opportunities from prospecting to closing and handoff.
• Develop account plans identifying merchant priorities and revenue opportunities.
• Build pipeline through outbound outreach, research, referrals, and events.
• Lead discovery with stakeholders to understand priorities, needs, and flows.
• Develop business cases linking Cash App Pay and Afterpay capabilities to growth goals.
• Coordinate deal teams across Product, Engineering, Marketing, Finance, Legal, Risk, and Operations.

Skills

Full-cycle sales

Quota attainment

Pipeline generation

Executive presence

Negotiation skills

Payments knowledge

Cross-functional collaboration

Tools

Salesforce

Job description

It all started with an idea at Block in 2013. Initially built to take the pain out of peer-to-peer payments, Cash App has gone from a simple product with a single purpose to a dynamic ecosystem, developing unique financial products, including Afterpay/Clearpay, to provide a better way to send, spend, invest, borrow and save to our 50+ million monthly active customers. We want to redefine the world’s relationship with money to make it more relatable, instantly available, and universally accessible.

Today, Cash App has thousands of employees working globally across office and remote locations, with a culture geared toward innovation, collaboration and impact. We’ve been a distributed team since day one, and many of our roles can be done remotely from the countries where Cash App operates. No matter the location, we tailor our experience to ensure our employees are creative, productive, and happy.

The Role

The North American Mid-Market Sales team at Cash App and Afterpay is responsible for driving revenue across our commerce payments products, giving merchant partners access to one of the largest and most engaged networks of next-generation consumers. We partner with high-growth and established brands across retail, fashion, beauty, travel, QSR, home, health and wellness, ticketing, and other commerce categories to help them acquire customers, increase conversion, and grow profitably.

We are looking for an experienced Mid-Market Account Executive to build and expand relationships with high-potential merchants across North America. You will own a portfolio of prospective merchants, create new pipeline, lead a consultative sales process, and close new business across Cash App Pay and Afterpay.

You will work with founders, executives, and leaders across commerce, marketing, payments, finance, and technology. Internally, you will coordinate partners across Product, Engineering, Marketing, Finance, Legal, Risk, Sales Strategy, and Operations.

In this role, you will independently own complex sales workstreams, make informed tradeoffs, and influence deal strategy and execution within your area of responsibility. Success requires balancing high-touch relationship development with a structured and repeatable sales process.

You will

• Own a portfolio of mid-market opportunities from initial prospecting and qualification through discovery, negotiation, contracting, launch, and handoff.
• Develop account plans that identify merchant priorities, key decision-makers, potential blockers, and revenue opportunities.
• Build pipeline through outbound outreach, market research, internal lead assignments, vertical insights, events, referrals, and partner introductions.
• Qualify and prioritize opportunities based on merchant fit, revenue potential, product alignment, implementation requirements, and likelihood to close.
• Lead discovery with business and technical stakeholders to understand merchant priorities, customer needs, payment flows, and implementation requirements.
• Build merchant-specific business cases and sales narratives that connect Cash App Pay and Afterpay’s capabilities to customer acquisition, conversion, and growth goals.
• Develop commercial proposals and negotiate pricing, financial terms, contracts, procurement requirements, and implementation dependencies.
• Coordinate deal teams across Product, Engineering, Marketing, Finance, Legal, Risk, Sales Strategy, and Operations.
• Manage deal progress using defined milestones, next steps, stakeholder ownership, and internal approval requirements.
• Maintain accurate opportunity data, pipeline reporting, and sales forecasts in Salesforce and related systems.
• Bring merchant feedback, competitive intelligence, and market insights back to Product and go-to-market teams.
• Contribute to sales processes, enablement materials, and operating rhythms that improve pipeline quality, deal velocity, forecast accuracy, and win rates.
• Deliver against individual revenue and sales targets.
• Represent Cash App and Afterpay in merchant meetings, industry events, and networking forums.

You have

• 5+ years of experience in full-cycle B2B sales, business development, partnerships, or a related go-to-market role, preferably in commerce, payments, fintech, SaaS, retail technology, or another fast-moving technology environment.
• A demonstrated track record of meeting or exceeding quota and closing mid-market or complex commercial deals.
• Strong prospecting and pipeline-generation skills, including comfort building new business through outbound outreach, market research, partner referrals, events, and executive networking.
• Executive presence with the ability to earn trust, ask strong questions, influence senior stakeholders, and tailor communication to founders, functional leaders, and cross-functional buying committees.
• Strong commercial judgment and negotiation skills, including comfort working through pricing, legal terms, procurement, implementation dependencies, and internal approval processes.
• Comfort using data to build a business case, prioritize opportunities, inspect pipeline quality, and communicate tradeoffs.
• Product curiosity and technical fluency, especially around payments, commerce, customer acquisition, marketing, and merchant growth.
• A self-starter mentality and comfort operating through ambiguity, frequent change, and evolving priorities while still delivering results.
• Excellent cross-functional collaboration skills and the ability to lead workstreams without formal authority.
• Strong written and verbal communication skills, including the ability to build concise, compelling narratives for internal and external audiences.
• A continuous-improvement mindset and willingness to help build better team processes, enablement materials, and operating rhythms.
• A willingness to travel for merchant meetings, industry events, and internal team moments.

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 this resource . If a location of interest is not listed, please speak with a recruiter for additional information.

Zone A: $217,840.00 - $326,760.00
Zone B: $202,560.00 - $303,840.00

Zone C: $191,680.00 - $287,520.00
Zone D: $185,200.00 -$277,800.00
Amounts listed above include target variable compensation.
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.

Application Guidelines

Candidates may submit up to 9 active applications within a 60-day period. Reapplications to the same role are accepted 90 days after a previous application has been reviewed.

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.

Contact us here with hiring practice or data usage questions.

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.