Head of SMB Acquisition

About the role

Lead the Australia and New Zealand SMB & Franchise sales organization for Afterpay, driving revenue growth across a diverse portfolio of small, medium and franchise merchants. You will shape strategy, build high‑velocity sales motions and foster a performance‑driven culture.

Key responsibilities

• Oversee a multi‑motion sales team (BDR, inbound, outbound and franchise) and continuously refine playbooks, processes and tooling.
• Set segment‑wide strategy, OKRs and revenue targets, holding the team accountable for results.
• Develop and coach a high‑performing team of leaders and individual contributors.
• Partner with Marketing, Finance, Product, Engineering, Risk, Legal and Account Management to support revenue generation.
• Design repeatable sales methodologies covering the full deal lifecycle from prospecting to onboarding.
• Craft compelling deal narratives, negotiate complex contracts and engage senior decision‑makers.
• Implement rigorous forecasting, pipeline hygiene and reporting in collaboration with Finance and Sales Operations.
• Define ideal customer profiles, value propositions and segment strategies based on market insights.

Required profile

• Proven experience building and scaling high‑velocity sales motions at scale.
• Strong track record of leading and developing high‑performing sales teams.
• Ability to navigate ambiguity, solve strategic problems and influence cross‑functional stakeholders.
• Excellent communication, negotiation and relationship‑building skills.
• Data‑driven mindset with a bias for action and hands‑on execution.