Mid-Market Sales Lead

Responsibilities

• Oversee the North American Mid-Market Sales Team: Lead a team of seasoned Mid-Market Account Executives. Coach the team to navigate sophisticated deal negotiations while winning business at scale. 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.
• Develop Meaningful Cross-Functional Partnerships: Work closely with cross-functional teams including Marketing, Finance, Product, Risk, Legal, Account Management to generate revenue. Influence without authority and build internal relationships in a matrixed organization.
• Build an A-Team: Further develop team skills, knowledge, efficacy and foster a culture focused on performance.
• Be the Voice of Cash App and Afterpay: Represent the business to leading Mid-Market Merchants as a thought-leader in payments. Develop and grow relationships with merchant partners and their leadership teams.
• Craft Deal Strategy: Develop and pitch sales narratives, communicate with senior decision makers, leverage data and insights to improve go-to-market strategy.
• Drive Portfolio Strategy: Centralize and socialize best sales and growth narratives to inform B2B marketing and sales strategy.
• Be the Voice of the Merchant: Represent market feedback internally, advocate for clients, aggregate and deliver key insights across the organization.

Requirements

• 12+ years experience in high-growth environments leading Mid-Market Sales or Mid-Market Account Management organizations, preferably in fast-moving technology or financial services, with experience working with large-scale established clients.
• Proven experience navigating and operating effectively within matrixed global organizations.
• Demonstrated track record of leading teams that consistently drive revenue growth and exceed targets.
• Excellent leadership skills with ability to develop talent, motivate teams, and build cross-functional relationships. Management style tailored to individuals.
• High familiarity with product development, preferably in payments. Credibility interfacing with technical, marketing, product stakeholders and engineering colleagues.
• Strong executive presence, ability to influence and earn trust with senior leaders including C-suite, ask right questions, sound business judgment.
• Operational and strategic mindset: implement processes, lead through complex relationships, set clear vision.
• Comfort working with analytics and tools for business performance measurement and management.
• Creative storytelling abilities; seek relevant data and build business cases.
• Scrappy and humble mindset; comfortable toggling between strategic planning and hands-on work.
• Willingness to travel.
• Obsession with products and motivation from impact on consumer financial wellness.

Nice-to-Haves

• Experience in payments or financial services.
• Demonstrated excellence in complex commercial negotiations at scale.
• Dedication to continuous improvement.
• Passion for developing and expanding client relationships.
• Strong sense of ownership.

Compensation

• Base pay range: $175448 - $263227 (market-based, varies by location zone, skills, experience, qualifications, and market conditions).