Responsibilities

Lead and scale the Australia and New Zealand SMB and Franchise Sales organization across BDR, inbound and outbound Account Executive, and Franchise motions.
Build and refine sales playbooks, processes, tooling, methodologies, and deal strategies across the full lifecycle from prospecting through onboarding.
Set segment strategy and hold teams accountable for OKRs, revenue targets, pipeline creation, conversion, and merchant growth.
Develop frontline managers, leaders, and individual contributors while fostering a high-performance, empathetic culture.
Partner cross-functionally with Marketing, Finance, Product, Engineering, Risk, Legal, Account Management, Partnerships, and Sales Strategy/Operations.
Coach teams through complex negotiations, value articulation, solutioning, contracting, closing, and executive stakeholder engagement.
Establish forecasting rigor, pipeline coverage and hygiene, opportunity progression, and conversion best practices.
Define ideal customer profiles, priority use cases, value propositions, and scalable acquisition motions for SMB and Franchise segments.
Identify priority industries, franchise networks, growth opportunities, and market trends across Australia and New Zealand.
Represent Afterpay with merchants and advocate internally for merchant feedback to influence product, marketing, risk, and commercial priorities.

Requirements

12+ years of experience in high-growth environments leading SMB Sales, Franchise Sales, BDR, Mid-Market Sales, or Account Management organizations.
Demonstrated success building and operating high-velocity sales motions at scale.
Experience leading and managing high-performing sales teams and developing managers.
Strong commercial negotiation, deal strategy, forecasting, and pipeline management capabilities.
Strategic, analytical, operational, and data-driven approach to sales leadership.
Ability to influence cross-functional stakeholders without direct authority in a distributed, matrixed organization.
Strong communication, relationship-building, ownership, and execution skills.
Comfortable balancing scalable sales processes with high-touch relationship management.

Experience working with SMB, franchise, mid-market, or enterprise merchant segments.
Experience in payments, Buy Now Pay Later, financial technology, or related industries.
Experience across retail, fashion, beauty, travel, quick-service restaurants, home, or related sectors.