Enterprise Account Manager, North America

It all started with an idea at Block in 2013. Initially built to take the pain out of peer-to-peer payments, Cash App has gone from a simple product with a single purpose to a dynamic ecosystem, developing unique financial products, including Afterpay/Clearpay, to provide a better way to send, spend, invest, borrow and save to our 47 million monthly active customers. We want to redefine the world’s relationship with money to make it more relatable, instantly available, and universally accessible. Today, Cash App has thousands of employees working globally across office and remote locations, with a culture geared toward innovation, collaboration and impact. We’ve been a distributed team since day one, and many of our roles can be done remotely from the countries where Cash App operates. No matter the location, we tailor our experience to ensure our employees are creative, productive, and happy. Check out our locations, benefits, and more at cash.app/careers.

Job Description

The North American Enterprise Account Management team at Cash App is responsible for driving post-sales revenue to our commerce and payments product suite including buy now pay later with Afterpay and pay now with Cash App Pay. We partner with enterprise merchants to unlock access to the largest and most engaged network of next generation consumers and drive bottom line results. We are looking for a high-energy, dynamic and strategic Enterprise Account Manager to build and execute the strategy behind Block’s post-sales revenue stewardship and expansion for some of our largest merchants. The core purpose of the Enterprise group is to retain and grow the Enterprise portfolio, which will meaningfully impact Block’s business by increasing gross profit/revenue, delivering new customers, and signaling the Afterpay & Cash App brand strength to the market. As an Enterprise Account Manager, you will be on the front lines of a fast-growing payments business - partnering with business owners and leading executives of Fortune 500 companies.

You will be responsible for managing a book of business spanning verticals and geographies. Beyond being responsible for revenue outcomes across your portfolio, you will also be tasked with deepening partner relationships and ensuring long-term mutual success and retention of our merchant partnerships. A successful candidate thrives in a challenging, fast-paced environment, has a passion for nurturing and expanding client relationships, and exhibits a strong sense of ownership to drive results for Cash App and Afterpay. This role requires a strategic problem solver who is an effective influencer with a high degree of business acumen. The ideal candidate has demonstrated excellence in account management or sales at the enterprise level and proven abilities in data-driven decision making and leading cross-functional teams to manage product and commercial initiatives. 

You Will:

• Be the Voice of Cash App and Afterpay: Represent Block to top-tier Enterprise Merchants as a thought-leader in the payments landscape and demonstrate Block’s value as a growth driver for our commerce partners
• Quarterback Deals: Be responsible for complex negotiations (expansions & renewals) and execution for the Block organization through methodical deal management based on milestone tracking, KPIs, and partner alignment on opportunities of mutual interest
• Craft Account Strategy: Develop cohesive, well-researched and data-driven account plans for your entire book of business that maximize growth for Block and the partner. Deliver powerful narratives that educate existing partners of Cash App & Afterpay’s value proposition. Effectively communicate with senior decision makers at the largest brands in the world. Negotiate hard yet pragmatically, using data and principles to inform your strategy.
• Be a Team Player: Partner closely with cross-functional teams to drive deals forward, including Sales, Marketing, Finance, Product, Risk, Legal, Operations, Customer Service; and with external partners’ cross-functional teams
• Build Cash App & Afterpay’s Network: Develop and grow Block’s relationships with leading brands, including their senior executives. Represent Block at industry events, trade shows and networking functions.
• Be the Voice of the Merchant: Represent market feedback and sentiment internally, advocating for your clients while balancing against the needs and constraints of our business, by aggregating and delivering key insights across the organization in a structured, consistent, and proactive manner.

You have:

• An obsession with our products and a motivation fueled by feeling the impact of your work as more consumers build financial wellness with Cash App & Afterpay
• 8+ years experience in high-growth environments in an account management, business development, sales, GTM or strategy role, preferably in a fast-moving technology or financial services company
• Strong executive presence, with demonstrated ability to influence and earn trust with senior leaders and other stakeholders, ask the right questions, and use sound business judgment internally and externally at large companies, including at the C-suite level
• A demonstrated track record of driving revenue growth
• A high familiarity and comfort with how product development works, preferably in payments
• You hold your own interfacing with stakeholders across disciplines (technical, marketing, product), and you have credibility with your internal product and engineering colleagues
• A self-starter mentality and deep comfort operating in ambiguity and frequent change, while still delivering results
• A hunger to problem solve with analytical rigor
• You’re a killer relationship manager and strategic thinker who comes armed to internal and external conversations with the right data and analysis to make a convincing argument
• You are an expert negotiator with a strong understanding of commercial contracts and financial models
• An operational and execution-biased mindset, with an ability to lead cross-functional teams (without formal management authority) through complex initiatives, relationships and organizations by setting a clear vision and project managing diligently
• Creative storytelling abilities, able to seek out relevant, meaningful data and build business cases to inform partners on Block’s value proposition
• An unwavering obsession with the details
• A willingness to travel

We’re working to build a more inclusive economy where our customers have equal access to opportunity, and we strive to live by these same values in building our workplace. Block is an equal opportunity employer evaluating all employees and job applicants without regard to identity or any legally protected class. We also consider qualified applicants with criminal histories for employment on our team, and always assess candidates on an individualized basis.

We believe in being fair, and are committed to an inclusive interview experience, including providing reasonable accommodations to disabled applicants throughout the recruitment process. We encourage applicants to share any needed accommodations with their recruiter, who will treat these requests as confidentially as possible. Want to learn more about what we’re doing to build a workplace that is fair and square? Check out our I+D page.

Block will consider qualified applicants with arrest or conviction records for employment in accordance with state and local laws and “fair chance” ordinances.