Senior Manager, GTM Strategy & Operations - Global Sales

Square; San Francisco (CA); Sur place; USD 129 000 - 194 000; Plein temps

Résumé du poste

Square is seeking a Manager, GTM Strategy & Operations to lead how our global Sales organization plans, prioritizes, and executes. You'll pair strategic depth with operational rigor to turn business priorities into results.

You will partner with Sales, Finance, Analytics, and Product/Engineering to design the operating cadence, analytical frameworks, and system architecture behind Square's Sales motions. Success is a tighter operating rhythm, sharper funnel diagnostics, and actionable leadership

Qualifications

• 5+ years of experience in strategy and operations, preferably in SaaS/FinTech.
• Proven track record owning cross-functional strategic initiatives end-to-end.
• Strong commercial instincts linking ops to revenue, funnel health, and rep productivity.
• Ability to navigate ambiguity with an ownership mindset.
• Excellent communication and stakeholder management, influencing senior partners.
• Hands-on experience with CRM, BI, and data warehousing tools (Salesforce, Looker, Snowflake).

Responsabilités

• Lead GTM strategy & planning across Sales, Marketing, Product, Engineering, Analytics, and Finance.
• Analyze funnel and performance data; define KPIs and dashboards; drive cadence like WBR/MBR.
• Translate business goals into clear technical requirements and drive delivery of programs on time.
• Identify AI-native opportunities to boost Sales productivity and automate workflows.

Connaissances

CRM

BI

Data warehouse

Communication

Stakeholder management

Outils

Salesforce

Looker

Snowflake

Description du poste

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:

As the Manager, GTM Strategy & Operations, you'll play a central role in how Square's global Sales organization plans, prioritizes, and executes. You'll pair strategic depth with operational rigor to turn business priorities into results.

This is a builder's role at the intersection of GTM strategy, revenue operations, and cross-functional execution. You'll own complex, multi-stakeholder workstreams end-to-end, from problem framing through analysis, alignment, and shipped outcomes. You'll serve as a trusted voice in Sales planning, bringing an independent point of view on where our GTM motion needs to evolve.

You'll partner closely with Sales, Finance, Analytics, and Product/Engineering to design the operating cadence, analytical frameworks, and system architecture behind Square's Sales motions. Success is a more efficient operating rhythm, sharper funnel diagnostics, and strategy that translates cleanly into on‑ground action.

This role requires a strong combination of strategic thinking, operational excellence, and executive influence. You will report to the Director of GTM Strategy & Operations, Global Sales.

You Will:

• Sales GTM Strategy & Planning:

  • Partner with Sales leadership and Finance to shape the GTM strategy for the Sales organization, including segmentation, territory design, coverage models, and rep engagement frameworks.
  • Own complex, cross-functional strategic initiatives end-to-end: problem framing, business case, stakeholder alignment, execution, and post‑launch measurement.
  • Size opportunities and build data‑driven investment cases that inform capacity planning, incentive design, and where Square directs Sales resources.

• Performance & Productivity Insights:

  • Analyze Sales funnel data to diagnose performance gaps and surface initiatives that improve contact‑to‑close rates, deal velocity, and quota attainment.
  • Partner with Analytics and Finance to define KPIs, stand up dashboards, and operate the WBR/MBR cadence that keeps Sales leadership close to the business.
  • Translate complex analyses into rigorous performance narratives and actionable recommendations that inform leadership decisions.

• Cross‑Functional Execution & Program Management:

  • Lead cross‑functional workstreams across Sales, Marketing, Product, Engineering, Analytics, and Finance, driving clarity, alignment, and structure through ambiguity.
  • Translate business goals into clear technical requirements (PRDs/BRDs) and partner with technical teams to deliver programs on time and to spec.
  • Break large, multi‑quarter initiatives into pilots and iterations; manage the roadmap in collaboration with leadership and cross‑functional partners.

• AI, Automation & Process Innovation:

  • Identify and champion AI‑native opportunities to increase Sales productivity across prospecting, lead scoring, deal support, and rep workflow automation.
  • Partner with CRM, Systems, and Engineering on the design of process, policy, and system architecture, including routing, SLAs, rules of engagement, and handoffs.
  • Stay at the frontier of AI‑native GTM tooling and bring proven new approaches into the team's playbook.

You Have:

• 5+ years of experience in strategy and operations, revenue/sales operations, GTM strategy, business operations, or management consulting, ideally within SaaS, FinTech, or high‑growth technology.
• A track record of owning complex, cross‑functional strategic initiatives end‑to‑end — from problem framing through analysis, stakeholder alignment, execution, and measurement.
• Strong commercial instincts and comfort tying operational decisions to revenue outcomes, funnel health, and rep productivity.
• Comfort with ambiguity and a low‑ego, ownership mindset: no task is too small, and you're motivated to build the operating system behind a world‑class Sales organization.
• Excellent communication and stakeholder skills: you can influence senior partners without direct authority and keep cross‑functional teams aligned through ambiguity.
• Hands‑on experience with CRM, BI, and data warehouse tools (e.g., Salesforce, Looker, Snowflake, or equivalents) — able to pull data, translate it into insights, and make it useful for Sales leaders.

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 a proud equal opportunity employer. We work hard to evaluate all employees and job applicants consistently, based solely on the core competencies required of the role at hand, and without regard to any legally protected class. We believe in being fair, and are committed to an inclusive interview experience, including providing reasonable accommodations to disabled applicants throughout the recruitment process.

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. Square makes commerce and financial services accessible to sellers. Cash App is the easy way to spend, send, and store money. Afterpay is transforming the way customers manage their spending over time. TIDAL is a music platform that empowers artists to thrive as entrepreneurs. Bitkey is a simple self‑custody wallet built for bitcoin. Proto is a suite of bitcoin mining products and services. Together, we’re helping build a financial system that is open to everyone.

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.

Compensation Zones:

• Zone A: $129,000 — $193,600 USD
• Zone B: $119,900 — $179,900 USD
• Zone C: $113,600 — $170,400 USD
• Zone D: $103,200 — $154,800 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.