# Head of SMB & Franchise

**Company:** [Square](https://hotfix.jobs/companies/square)
**Location:** Sydney, Australia, Melbourne, Australia
**Role:** Executive Leadership
**Experience:** 12+ years
**Skills:** Sales Leadership, Smb Sales, Franchise Sales, Bdr Management, Account Management, Sales Operations, Sales Forecasting, Pipeline Management, Deal Strategy, Commercial Negotiation, Sales Playbooks, CRM
**Posted:** 2026-09-02

> Leads Afterpay’s Australia and New Zealand SMB and Franchise sales organization, integrating high-volume and high-touch motions to drive merchant revenue. The role requires 12+ years of sales leadership experience, complex negotiation expertise, and a strong record of building scalable, high-performing teams.

## Job Description

## 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.

## Preferred Qualifications
- 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.

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