Head of SMB Acquisition Sales

About the role

Afterpay is looking for a Head of SMB Acquisition Sales to lead and scale its Australia and New Zealand SMB & Franchise Sales team. The team drives revenue for the core consumer payments business, giving merchant partners access to a large network of consumers. The role covers a BDR function, an inbound motion for smaller, higher-volume businesses, an outbound-led motion for larger SMBs and a higher-touch Franchise motion, and requires building a disciplined, playbook-driven sales engine.

Key responsibilities

• Lead the multi-motion A/NZ SMB & Franchise sales team, refining playbooks, processes and tooling and holding the team accountable to OKRs and revenue targets.
• Build and coach a high-performing team, including frontline managers, and set an accountable, empathetic tone.
• Partner with Marketing, Finance, Product, Engineering, Risk, Legal, Account Management and Partnerships to support revenue generation.
• Build repeatable sales approaches across the deal lifecycle, from prospecting and qualification to negotiation, contracting, closing and onboarding.
• Craft deal strategies, sales narratives and value propositions, and coach the team through complex Franchise negotiations.
• Implement forecasting accuracy, pipeline hygiene and opportunity progression, working with Finance and Sales Strategy / Operations.
• Shape ideal customer profiles, priority use cases and value propositions, and turn pipeline insights into segment strategies and acquisition motions.
• Represent Afterpay to merchants as a thought leader in payments and Buy Now Pay Later, and feed merchant feedback back internally.

Required profile

• Demonstrated excellence in building and operating high-velocity sales motions at scale.
• Experience navigating complex commercial negotiations and leading high-performing teams.
• Ability to balance data-driven rigor and scalable processes with high-touch relationship building.
• Strong ownership, strategic thinking and comfort with ambiguity.