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Head of Channel Sales

4 weeks ago
Australia
Full-time
Lead
Partnerships Manager
Sales and Business Development
Apply Now
Block

Block

Block is a company that consists of Square, Cash App, Spiral, TIDAL, TBD, and foundational teams. They are focused on economic empowerment by creating tools to expand access to the economy. Square helps sellers run and grow businesses, Cash App redefin...

Capital Markets
10K-50K
Founded 2009
View All Jobs 102

Description

  • Define and execute the channel sales strategy for Australia across both reseller and independent contractor channels.
  • Set performance targets aligned to broader commercial objectives and own delivery against them.
  • Lead, develop, and retain Regional Sales Managers and Partner Managers.
  • Build a culture of accountability, coaching, and continuous improvement across the channel organization.
  • Oversee the recruitment, onboarding, and performance management of self-employed field sales consultants across Australian regions.
  • Guide Regional Sales Managers on regional planning, goal setting, monitoring, and consultant performance optimization.
  • Support field coaching, sales enablement, and deal-closing activity to improve consultant productivity and quality.
  • Develop and execute reseller channel strategy, including partner acquisition and ongoing channel management.
  • Lead end-to-end partnership execution, including business development, negotiation, launch, and relationship management.
  • Partner cross-functionally with Product, Marketing, Sales, Finance, and Legal, while producing forecasts, pipeline updates, performance reporting, and channel economics analysis.

Requirements

  • 10+ years of progressive experience in channel sales, partnerships, or indirect go-to-market roles.
  • At least 3–5 years of people leadership experience managing multi-layered teams.
  • Experience in fintech, payments, POS, or SaaS is essential.
  • Experience working with Australian SMEs and understanding the local market landscape.
  • Demonstrated success building and scaling indirect sales channels, ideally including agent/consultant networks and technology/reseller partnerships.
  • Strong coaching and leadership ability, including experience managing managers and developing talent across employees and contractors/consultants.
  • Proven track record of delivering against ambitious sales targets in fast-paced, high-growth environments.
  • Deep understanding of consultative sales, pipeline management, channel economics, and performance metrics.
  • Experience negotiating, launching, and managing complex partnerships end to end.
  • Excellent interpersonal and communication skills with the ability to build trust and drive alignment across stakeholders and partners.
  • Highly entrepreneurial, proactive, and comfortable operating in a matrixed environment under ambiguity.
  • Analytical mindset with the ability to interpret performance data and model channel economics.
  • Experience with API/technology integrations and their role in channel partnerships is preferred.
  • Experience with performance-based or commission-only sales models is preferred.

Benefits

  • Remote work with the option to be based in the Melbourne or Sydney office.
  • Regular domestic travel supported by a remote-first arrangement.
  • Medical insurance.
  • Flexible time off.
  • Retirement savings plans.
  • Modern family planning benefits.
  • Access to broader Block employee benefits and support programs.

Interested in this position?

Apply directly on the company website

Apply Now

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