Head of SMB & Franchise

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 Australia and New Zealand SMB & Franchise Sales team at Afterpay is responsible for driving revenue to our core consumer payments business, giving our Merchant partners access to one of the largest and most engaged networks of next generation consumers.

We are looking for a strategic, analytical, high-energy, and experienced Head of SMB & Franchise Sales to lead and scale a high-velocity, playbook-driven sales engine across a broad and growing base of small and medium-sized businesses, while forging and expanding relationships with fast-growing and established Franchise partners. The SMB segment spans multiple motions, including a BDR function that sources and books meetings for Account Executives, an Inbound motion serving smaller, higher-volume businesses, and an Outbound-led motion focused on larger, higher-growth SMB and Premium SMB segments. The Franchise motion adds a higher-touch, more sophisticated sales environment focused on winning and expanding relationships with leading franchise groups and brands from SMB’s through to Mid and Enterprise size prospects. You will be responsible for orchestrating these motions into a cohesive system and for the discipline, tooling, processes, and deal strategies that help generate pipeline, convert opportunities, onboard merchants efficiently, and win business at scale.

A successful candidate exhibits a strong sense of ownership to win new business for Afterpay and a demonstrated ability to navigate ambiguity; think strategically and operationally about business, marketing, product, and technical challenges; and lead cross-functional workstreams ultimately tied to pipeline creation, conversion, and revenue growth. This role requires a strategic problem solver who is a rigorous operator, relentless negotiator, and effective influencer, comfortable balancing data-driven rigor and scalable sales processes with high-touch relationship building, a strong bias for action, and hands-on execution.

Beyond ultimately being responsible for revenue outcomes across our SMB & Franchise merchant pipeline - spanning a broad range of industries across retail, fashion, beauty, travel, QSR, home and more across Australia and New Zealand - you will also be responsible for building and supporting a strong culture of performance. You will develop leaders and individual contributors, create clarity and accountability across the organization, and lead with empathy without ego.

The ideal candidate has demonstrated excellence in building and operating high-velocity sales motions at scale, navigating complex commercial negotiations, leading and managing high-performing teams, and continuously improving how teams sell, operate, and deliver results.

You Will

• Oversee the A/NZ SMB & Franchise Sales Team: Lead a multi-motion organization spanning BDR, Inbound and Outbound Account Executives, together with the Franchise sales motion. Build and continuously refine