Retail Partner Manager

Square; San Francisco (CA); On-site; USD 164,000 - 245,000; Full time

Job summary

Square is seeking a seasoned Channel Partnerships leader to own US retail results, develop a scalable GTM playbook, and deepen relationships with major retailers and distributors. You will identify new partners, pitch and close deals, and coordinate cross-functionally across Growth, Finance, Marketing and Product to drive launches and revenue growth.

You will operate with autonomy, moving quickly to tests and pilots, while comparing outcomes to quarterly objectives.

Qualifications

• 5+ years in B2B sales, account management, or retail marketing.
• Proven track record building partnerships from scratch and scaling.
• Resourceful, autonomous, and able to navigate ambiguity.
• Willing to travel ~20% and collaborate across teams.

Responsibilities

• Own channel results: hit quarterly sales and revenue goals for Square Hardware in US retail.
• Build the playbook: create and test go-to-market strategies with pilots to scale.
• Grow existing partnerships: manage retailer and distributor relationships end-to-end.
• Source and sign new partners: identify, pitch, negotiate, and close new retail deals.
• Drive cross-functional execution: align with Supply, Growth, Finance, Product Marketing, Operations.
• Deploy budget: manage retail marketing spend with a test-and-learn mindset.

Skills

B2B sales

Retail partnerships

Channel development

Education

BA or equivalent

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

You will:

• Own channel results: Meet quarterly sales and revenue goals for Square Hardware across US retail, tracking sell-through, forecasting, and growth initiatives tied to seller acquisition and revenue.
• Build the playbook: Create, test, and evolve go-to-market strategies for key retailers – including approaches that don't exist yet today – moving fast from hypothesis to pilot to scaled rollout.
• Grow existing partnerships: Own relationships with current retailers and distributor partners end-to-end as their primary contact at Square, proactively architecting new partnership models and formats rather than defending the status quo.
• Source and sign new partners: Identify, evaluate, pitch, negotiate, and close new retail partnerships from the ground up – often with no existing relationship, internal champion, or playbook to follow.
• Drive cross-functional execution: Lead work across Supply & Demand, Growth Partnerships, Finance, Product Marketing, and Operations on launches, weekly forecasting, and GTM readiness – proactively pulling in the right people for thought partnership when you hit a wall, rather than waiting to be told.
• Deploy budget like an owner: Manage the retail marketing budget with a test-and-learn mindset – run scrappy experiments, read results quickly, and reallocate investment with urgency toward what's working.

You Have:

• 5+ years in business-to-business sales, account management, or retail marketing – preferably in Consumer Electronics, with deep experience at Best Buy, Walmart, Costco, or other large-format retailers.
• A proven track record of building a partnership, program, or channel from scratch and scaling it to success – without relying on existing playbooks or infrastructure.
• Resourcefulness and tenacity to push through obstacles and find creative paths to results in an ambiguous, fast-moving environment.
• Demonstrated ability to operate with high autonomy and minimal oversight: setting your own priorities, moving with urgency, and proactively looping in the right internal partners rather than waiting for direction.
• The ability to balance quarterly execution with a multi-quarter strategic view – and to see around the corner as the retail landscape evolves.
• Strong analytical, structured thinking to assess business opportunities and campaign performance, balanced with comfort acting before all the data or process exists.
• Experience managing external decision makers and influencing cross-functional teams through credibility rather than authority.
• A BA or equivalent experience; ability to travel (~20%).

You might thrive in this role if you:

• Are a builder. Your best work has come from creating systems, programs, or partnerships from the ground up – not from optimizing something already running.
• Are energized by dead ends. You don't have every answer up front, and the process of finding them invigorates you. When a path gets blocked, your instinct is to find three more, not to elevate and wait.
• Test and learn with urgency. You'd rather run a scrappy pilot this week and learn from it than wait for a perfect plan next quarter – and you move fast once you see a signal.
• Operate like an owner. You hold yourself accountable for outcomes, not activity, and you don't need supervision or structure to do your best work. Ambiguity is part of the gig, and you like it that way.
• Are a connector. You know when to pull in thought partners across the company, and you build the internal relationships to do it before you need them.

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: $163,600 — $245,400 USD

Zone B: $152,200 — $228,200 USD

Zone C: $144,000 — $216,000 USD

Zone D: $135,800 — $203,600 USD