SMB Sales Lead

Responsibilities

• Oversee the North American SMB Sales Team: Lead a multi-motion team spanning BDR, Inbound, and Outbound Account Executives. Build and continuously refine the playbooks, processes, and tooling that let the team convert and grow merchants efficiently at high volume. Craft a segment-wide strategy and hold the team accountable to delivering on OKRs and revenue targets.
• Build an A-Team: Further develop team skills, knowledge, and culture focused on performance. Coach frontline managers to drive results.
• Develop Meaningful Cross-Functional Partnerships: Work closely with Marketing, Finance, Product, Risk, Legal, Account Management and more to generate revenue. Influence without authority across teams.
• Own Sales Process and Methodology: Build and refine a repeatable sales approach covering the full deal lifecycle from discovery through closing.
• Drive Forecasting Rigor and Pipeline Hygiene: Implement best practices in forecasting accuracy and pipeline health, partnering with Finance and Sales Ops/Strategy.
• Define Ideal Customer Profile and Value Proposition: Shape ICP, key use cases, value proposition, and sales narratives for SMB Merchants.
• Be the Voice of Afterpay and Cash App: Represent the business to SMB Merchants as a thought-leader in payments and Buy Now Pay Later.
• Be the Voice of the Merchant: Represent market feedback internally, advocating for clients while balancing business needs.

Requirements

• 12+ years of experience in high-growth environments leading SMB Sales, BDR, or Account Management organizations, preferably in technology or financial services, operating at high volume and velocity.
• Excellent leadership skills with ability to develop talent, motivate teams, build cross-functional relationships, and coach frontline managers.
• Experience standing up or scaling sales organizations from scratch, including hiring, onboarding, and developing BDRs, AEs, and frontline managers.
• Demonstrated ability to build, operate, and improve playbooks that scale across large teams.
• Experience working closely with Product and Marketing to drive conversion and improve self-serve flows.
• Strong presence with senior leaders; ability to influence, earn trust, and use sound business judgment.
• Track record of leading teams that consistently drive revenue growth and exceed targets.
• Comfort working with analytics and tools for forecasting, funnel, and pipeline metrics at scale.
• Creative storytelling abilities and ability to build business cases with data.
• Scrappy and humble mindset; comfortable toggling between strategic planning and hands-on execution.
• Obsession with products and motivation from impact on consumer financial wellness.
• Willingness to travel.

Nice-to-Haves

• Experience in payments, Buy Now Pay Later, or financial services.
• Background building high-velocity, playbook-driven sales engines for SMBs.