Head of Channel Sales

About the Company

Since its inception in 2009, Square has evolved to offer comprehensive commerce solutions. Initially focused on payment acceptance, the company expanded into software and integrated omnichannel solutions to support sellers with online sales, inventory management, buy now pay later options, appointment bookings, customer engagement, and workforce management. Financial services such as business loans and cash flow management are embedded across platforms. The acquisition of Afterpay further enhances opportunities for sellers to capture new customer segments and increase order sizes.

Role Overview

Square is seeking an experienced Head of Channel Sales based in Sydney or Melbourne, Australia, with a remote work option. This senior leadership role oversees the strategy and execution of indirect go-to-market channels including the Reseller channel and Independent Contractor (IC) program. The position requires managing Regional Sales Managers and Partner Managers who drive seller acquisition and partnership development. The role mandates both strategic planning and active field involvement, along with cross-department collaboration and regular domestic travel.

Key Responsibilities

• Design and implement channel sales strategies for the Australian market covering resellers and IC networks.
• Set and monitor ambitious commercial targets aligned with company objectives.
• Build, mentor, and maintain a high-performing leadership team across regions and partners.
• Drive recruitment, onboarding, and performance oversight of field sales consultants.
• Ensure proper coaching frameworks, sales enablement, and field support to optimize performance.
• Lead end-to-end reseller partnership development including negotiation, launch, and ongoing relationship management.
• Manage channel economics encompassing commission plans, incentives, and ROI evaluation.
• Collaborate with internal teams like Product, Marketing, Finance, and Legal to align channel initiatives.
• Deliver accurate forecasting, pipeline management, and performance insights to senior leaders.
• Gather and analyze market intelligence to refine go-to-market strategies.
• Balance partner advocacy with commercial and product priorities.

Requirements

• Minimum 10 years of progressive experience in channel sales or indirect go-to-market roles with at least 3 to 5 years in leadership managing multi-layered teams.
• Proven experience in fintech, payment platforms, POS solutions, or SaaS sectors.
• Understanding of Australian SME market dynamics and proven track record in scaling indirect sales channels.
• Strong leadership with experience managing diverse teams including contractors and consultants.
• Successful history of meeting and exceeding sales targets in fast-growth environments.
• Deep knowledge of consultative sales, pipeline and channel economics, and performance analytics.
• Skilled in negotiating and managing complex partnerships from tactical to strategic deals.
• Excellent communication and interpersonal skills capable of building trust and alignment across stakeholders.
• Highly entrepreneurial, comfortable with ambiguity, and adept in matrixed organizational structures.
• Analytical capabilities to interpret data and model channel economics effectively.

Preferred Qualifications

• Experience with API/technology integrations in channel partnerships.
• Familiarity with commission-only or performance-based sales models.

Additional Information

Candidates may submit up to 9 active applications within a 60-day period, with reapplications accepted 90 days after a previous review. Automated AI tools compliant with local laws may be used in evaluating applications. Benefits include remote work options, medical insurance, flexible leave, retirement plans, and modern family planning support.

Company Overview

Block, Inc. (NYSE: XYZ) develops technology to broaden access to the global economy through distinct brands including Square, Cash App, Afterpay, TIDAL, Bitkey, and Proto, creating an inclusive financial ecosystem.