Lead, Enterprise Account Management (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 50+ 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.

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 thoughtful Enterprise Account Management Lead to build and execute the strategy behind Block’s post-sales relationship management motions with our largest merchant partners. Beyond ultimately being responsible for revenue outcomes across our enterprise merchant portfolio, which comprises some of the most well-known consumer brands in the world across retail, fashion, travel, big box and more, you will be responsible for building and supporting a strong culture of performance. 

This role requires a strategic problem solver who is an effective influencer with a high degree of business acumen. You thrive in challenging, fast-paced environments and have a passion for driving creative solutions and developing others. The ideal candidate has demonstrated excellence in shaping scalable processes, change management, data-driven decision making, commercial negotiations, leading and managing high performing teams, and a dedication to continuous improvement.

You will:

• Oversee the North American Enterprise Account Management Team: Lead a team of seasoned Enterprise Account Managers. Coach the team to navigate complex and often first-of-kind expansion opportunities. Support renewal and upsell negotiations and growth campaigns through internal and external advocacy, particularly by clearing blockers to revenue. Craft a segment-wide strategy and hold the team accountable to delivering on OKRs and executing against account plans, in concert with the broader Account Management function at Cash App. 
• Build an A-Team: You will inherit a team of strong performers with relevant experience. Further develop their skills, efficacy and an overall team culture focused on performance. 
• Drive Portfolio Strategy: Leverage insights across your team’s portfolio to centralize & socialize the very best sales and growth narratives that resonate with Enterprise Merchants. Feed key insights back to the broader team to inform growth strategies across Merchants to grow revenue. Develop revenue plans/P&L optimization strategies, portfolio OKRs and product prioritization guidance. 
• Develop Meaningful Cross-Functional Partnerships: Work closely with cross-functional teams to better support your team in driving merchant growth, including Marketing, Finance, Product, Risk, Legal, Operations and Customer Service. 
• Be the Voice of Cash App & Afterpay: Develop and grow Block’s relationships with merchant partners, including their senior executives. Represent Block as a thought-leader in the payments landscape and demonstrate our value as a growth driver for our commerce partners. 
• 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
• 10+ years experience in high-growth environments leading Enterprise Sales and/or Account Management organizations, preferably in a fast-moving technology or financial services company and experience working with large-scale Enterprise clients

• Proven experience navigating and operating effectively within matrixed global organizations
• A demonstrated track record of leading teams that drive revenue growth 
• Excellent leadership skills with the ability to develop talent, motivate high-performing teams and build strong cross-functional relationships. You put your people in the best position to succeed and your management style is tailored to each individual to maximize their performance and engagement at work. 
• 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. 
• Strong executive presence, with demonstrated ability to influence and earn trust with senior leaders, ask the right questions, and use sound business judgment internally and externally at large companies, including at the C-suite level 
• An operational mindset as well as a strategic one - you can implement robust processes and lead teams through complex relationships as well as set a clear vision 
• Comfort working with analytics & tools that support business performance measurement & management 
• Creative storytelling abilities, able to seek out relevant, meaningful data and build business cases to inform partners on Block’s value proposition
• A scrappy and humble mindset, where toggling between team lead and in-the-weeds work is business as usual. You’re equally comfortable writing an annual plan as you are rolling up your sleeves to support one of your team members. You get the job done and inspire others to do so as well
• A willingness to travel