Head of Strategic Product Sales

What You'll Do

Build and Scale a Product Sales Organization

• Build and lead Block’s Product Sales organization, recruiting, developing, and coaching a high-performing team of leaders and product sales specialists.
• Define the organization’s operating model, territory strategy, capacity plan, and engagement model with Account Executives and Account Managers.
• Establish operating rhythms, forecasting, pipeline inspection, and performance management consistent with world-class sales organizations.
• Partner with Revenue Operations to design compensation, goals, and success metrics aligned to product revenue and customer outcomes.

Own Commercial Success for Strategic Products

• Own the commercial success of strategic products, including revenue, attach, expansion, and adoption goals.
• Develop commercialization strategies that increase adoption across both new and existing customers.
• Monitor business performance, identify growth opportunities, and lead initiatives that improve commercial outcomes.
• Partner with Sales & AM leadership to prioritize opportunities and maximize product penetration.

Partner Throughout the Sales Lifecycle

• Partner with Account Executives and Account Managers on strategic, high-value opportunities, providing product expertise, executive engagement, and deal strategy.
• Design scalable product selling motions—including webinars, masterclasses, enablement programs, and partner-led campaigns—to expand product expertise across managed and unmanaged customer segments.
• Lead executive customer conversations focused on business outcomes, solution design, competitive differentiation, and ROI.
• Help shape deal strategy and remove obstacles to winning complex opportunities.

Drive Product Commercialization

• Serve as the commercial owner for the products within your team’s portfolio.
• Develop repeatable sales plays, messaging, pricing and packaging recommendations, ROI frameworks, and competitive positioning.
• Partner with Product, Rev Ops, and Enablement to ensure successful launches and field readiness.
• Bring customer and market insights back to Product teams to influence roadmap and commercialization strategy.

Lead Cross-Functional Execution

• Partner closely with Sales, Product, Marketing, Revenue Operations, Finance, Customer Success, and Enablement to launch new products successfully, improve product adoption and attach rates, optimize customer and seller experiences, and align commercial priorities across the business.

What You’ll Bring

• 10+ years of experience in enterprise software, fintech, SaaS, or payments, including significant leadership experience in sales, specialist sales, or commercial strategy.
• Experience building new organizations, operating models, or go-to-market functions in fast-growing environments.
• Proven success building and leading overlay sales or product specialist organizations.
• Track record of driving product adoption, cross-sell, and expansion revenue in complex B2B environments.
• Strong consultative selling and executive communication skills with experience engaging senior customer stakeholders.
• Experience partnering across Sales, Product, Marketing, and Operations to commercialize new products and improve go-to-market execution.
• Demonstrated ability to build scalable operating models, develop talent, and lead organizations through change.