[Hiring] Head of Enterprise Sales @Block

Role Description

The North American Enterprise Sales team at Cash App is responsible for driving revenue to our core consumer payments businesses at Cash App and Afterpay, giving our Merchant partners access to the largest and most engaged network of next generation consumers.

We are looking for a high-energy, dynamic, and thoughtful Head of Enterprise Sales to forge and expand relationships with the largest global brands and unlock new revenue opportunities across our portfolio of Pay Now and Pay Later products. You will be on the front lines of a fast-growing payments business, partnering with business owners and leading executives of Fortune 500 companies. You will be responsible for complex and first-of-kind deal negotiation and execution with leaders in commerce.

A successful candidate thrives in a challenging, fast-paced environment, has a passion for developing and expanding client relationships, and exhibits a strong sense of ownership to win new business for Cash App and Afterpay. You will have a demonstrated ability to navigate ambiguity; think strategically and operationally about business, marketing and technical challenges; and lead cross-functional workstreams to launch product and commercial initiatives. This role requires a strategic problem solver who is a relentless negotiator and effective influencer.

Beyond ultimately being responsible for revenue outcomes across our enterprise merchant pipeline – which comprises some of the most well-known consumer brands in the world across retail, fashion, travel, big box, QSR, digital gaming and more – you will be responsible for building and supporting a strong culture of performance. You excel at developing others and leading with empathy but without ego.

Responsibilities

• Oversee the North American Enterprise Sales Team:
• Lead a team of seasoned Enterprise Account Executives.
• Coach the team to navigate complex and often first-of-kind new business opportunities.
• Support deal negotiations through internal and external advocacy, particularly by clearing blockers to revenue.
• Craft a segment-wide strategy and hold the team accountable to delivering on OKRs and executing against revenue targets, in concert with the broader Sales & Account Management function at Cash App.
• Develop Meaningful Cross-Functional Partnerships:
• Work closely with cross-functional teams to better support your team in generating revenue, including Marketing, Finance, Product, Risk, Legal, Account Management and more.
• Influence without authority across teams and build the internal relationships required to navigate a globally distributed and matrixed set of stakeholders.
• Build an A-Team:
• Inherit a team of strong performers with relevant experience.
• Further develop their skills, efficacy and an overall team culture focused on performance and betterment.
• Be the Voice of Cash App and Afterpay:
• Represent the business to top-tier Enterprise Merchants as a thought-leader in the payments landscape.
• Demonstrate Cash App and Afterpay’s value as a growth driver for our commerce partners.
• Develop and grow Block’s relationships with merchant partners, including their senior executives.
• Craft Deal Strategy:
• Develop and pitch powerful sales narratives that educate prospective merchants of Cash App and Afterpay’s value proposition.
• Effectively communicate with senior decision makers at the largest brands in the world.
• Leverage insights, data and market intel to continuously improve our go-to-market strategy.
• Drive Portfolio Strategy:
• Leverage insights across your team’s portfolio to centralize & socialize the very best sales and growth narratives that resonate with Enterprise Merchants and inform our B2B marketing and sales strategy.
• Be the Voice of the Merchant:
• Represent market feedback and sentiment internally, advocating for your clients while balancing against the needs and constraints of our business.
• Aggregate and deliver key insights across the organization in a structured, consistent, and proactive manner.

Qualifications

• An obsession with our products and a motivation fueled by feeling the impact of your work as more consumers build financial wellness with Cash App & Afterpay.
• 12+ years experience in high-growth environments leading Product Partnerships, Enterprise Sales, or Enterprise Account Management organizations, preferably in a fast-moving technology or financial services company.
• Experience working with large-scale Enterprise clients.
• Proven experience navigating and operating effectively within matrixed global organizations.
• A demonstrated track record of leading teams that consistently drive revenue growth and meet their revenue targets.
• Excellent leadership skills with the ability to develop talent, motivate high-performing teams and build strong cross-functional relationships.
• A high familiarity and comfort with how product development works, preferably in payments.
• Strong executive presence, with demonstrated ability to influence and earn trust with senior leaders.
• An operational mindset as well as a strategic one.
• Comfort working with analytics & tools that support business performance measurement & management.
• Creative storytelling abilities, able to seek out relevant, meaningful data and build business cases.
• A scrappy and humble mindset, toggling between team lead and in-the-weeds work.
• A willingness to travel.

Benefits

• Remote work.
• Medical insurance.
• Flexible time off.
• Retirement savings plans.
• Modern family planning.