Head of Mid Market Relationship Management

6 months ago

Melbourne, Australia Afterpay Full time

Company Description

Since we opened our doors in 2009, the world of commerce has evolved immensely, and so has Square. After enabling anyone to take payments and never miss a sale, we saw sellers stymied by disparate, outmoded products and tools that wouldn’t work together.

So we expanded into software and started building integrated, omnichannel solutions - to help sellers sell online, manage inventory, offer buy now, pay later functionality through Afterpay, book appointments, engage loyal buyers, and hire and pay staff. Across it all, we’ve embedded financial services tools at the point of sale, so merchants can access a business loan and manage their cash flow in one place. Afterpay furthers our goal to provide omnichannel tools that unlock meaningful value and growth, enabling sellers to capture the next generation shopper, increase order sizes, and compete at a larger scale.

Today, we are a partner to sellers of all sizes - large, enterprise-scale businesses with complex operations, sellers just starting, as well as merchants who began selling with Square and have grown larger over time. As our sellers grow, so do our solutions. There is a massive opportunity in front of us. We’re building a significant, meaningful, and lasting business, and we are helping sellers worldwide do the same.

Afterpay is offered by more than 55,000 of the world’s best retailers and has more than 10 million active customers globally. Afterpay is offered by top fashion and beauty retailers across the globe - including Ebay, The Iconic, Myer, Foot Locker, Adore Beauty, Mac Cosmetics, Kathmandu and many others. We are currently available in Australia, New Zealand, the United States and the United Kingdom where the brand is called Clearpay.

**Job Description**:
Afterpay is looking for a passionate leader to join our Merchant Relationship Management team. As the Head of Relationship Management A/NZ, our role will be to protect and expand Afterpay’s share of checkout by growing Mid-tier merchants across retail and other Afterpay industries, including local and global merchants with a presence in Australia, and ultimately drive Afterpay’s platform and merchant value strategy. This role will focus on developing and executing merchant retention and growth strategies that will accelerate gross merchandise value (GMV), whilst delivering on retention, growth and profitability targets.

**Responsibilities**
- Drive and expand merchant coverage by retaining and delighting Mid-tier merchants and adding value to the base. Expansion of solutions into the existing base is also critical so a skilled sales focused leader is important
- Drive C-Suite engagement at key merchant prospects and forge and maintain strategic relationships that maximise value delivery and result in true win-win commercial partnerships.
- Negotiate and implement a strategic framework to drive commercial deals with a view to expanding our product set with all merchants
- Manage commercial contracts and engage with relevant stakeholders for deal cycles, including partnering with legal, finance and risk to ensure merchant contracts are aligned with risk requirements, including DDR, reserves and deferred settlement.
- Maintain effective communication and relationships with a variety of stakeholders throughout a highly matrixed organisational structure.
- Work collaboratively with partners in other global Afterpay markets on significant decisions and initiatives to meet Afterpay and customer objectives.
- Be an inspiring team member contributing to strong employee engagement and the growth and development of the Merchant retention teams as well as the broader Sales organisation.

**Qualifications**:

- 15+ years business development, sales and commercial experience, with merchant acquiring, retail and/or payments background preferred.
- Significant experience managing commercial deals through the entire lifecycle; exceptional deal management, deal structuring, negotiation and leadership skills; ability to structure key terms and conditions to accommodate specific risks and constraints; demonstrated ability building and managing new and existing business pipelines.
- Excellent business acumen and sales strategy skills, with sophisticated understanding of sales performance metrics and KPIs, with highly analytical, advanced modeling and forecasting skillset.
- Strong interpersonal skills, interacting equally with senior business leaders as well as sales managers and sales representatives.
- Excellent communication & presentation skills, and demonstrated analytical, project management, and planning skills are necessary.
- Demonstrated ability to work with large, cross-functional (e.g. product, sales, strategy, marketing) and cross-regional teams.
- Experience having worked in global environments, with a strong network
- Strong knowledge of Sales CRM and reporting systems e.g. Salesforce, Tableau and other sales tools.

Additional Information

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