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Job description
Role
Head of Strategic Product Sales will build and lead Block’s Product Sales organization—a specialized overlay sales team responsible for accelerating adoption of Block’s highest‑priority products across both new customer acquisition and the existing customer base.
This leader will own the commercial strategy, operating model, and execution for strategic products, partnering closely with Account Executives and Account Managers to drive product adoption, expansion, and revenue growth. While AEs and AMs remain the primary relationship owners, Product Sales provides deep product expertise, engagement, and commercial leadership to maximize customer outcomes and achieve product‑specific revenue goals.
What you’ll do
Build and Scale a Product Sales Organization
Build and lead Block’s Product Sales organization, recruiting, developing, and coaching a high‑performing team of leaders and product sales specialists.
Define the organization’s operating model, territory strategy, capacity plan, and engagement model with Account Executives and Account Managers.
Establish operating rhythms, forecasting, pipeline inspection, and performance management consistent with world‑class sales organizations.
Partner with Revenue Operations to design compensation, goals, and success metrics aligned to product revenue and customer outcomes.
Own Commercial Success for Strategic Products
Own the commercial success of strategic products, including revenue, attach, expansion, and adoption goals.
Develop commercialization strategies that increase adoption across both new and existing customers.
Monitor business performance, identify growth opportunities, and lead initiatives that improve commercial outcomes.
Partner with Sales & AM leadership to prioritize opportunities and maximize product penetration.
Partner Throughout the Sales Lifecycle
Partner with Account Executives and Account Managers on strategic, high‑value opportunities, providing product expertise, executive engagement, and deal strategy.
Design scalable product selling motions—including webinars, masterclasses, enablement programs, and partner‑led campaigns—to expand product expertise across managed and unmanaged customer segments.
Lead executive customer conversations focused on business outcomes, solution design, competitive differentiation, and ROI.
Help shape deal strategy and remove obstacles to winning complex opportunities.
Drive Product Commercialization
Serve as the commercial owner for the products within your team’s portfolio.
Develop repeatable sales plays, messaging, pricing and packaging recommendations, ROI frameworks, and competitive positioning.
Partner with Product, Rev Ops, and Enablement to ensure successful launches and field readiness.
Bring customer and market insights back to Product teams to influence roadmap and commercialization strategy.
Lead Cross‑Functional Execution
Partner closely with Sales, Product, Marketing, Revenue Operations, Finance, Customer Success, and Enablement to:
Launch new products successfully.
Improve product adoption and attach rates.
Optimize customer and seller experiences.
Align commercial priorities across the business.
What you’ll bring
10+ years of experience in enterprise software, fintech, SaaS, or payments, including significant leadership experience in sales, specialist sales, or commercial strategy.
Experience building new organizations, operating models, or go‑to‑market functions in fast‑growing environments.
Proven success building and leading overlay sales or product specialist organizations.
Track record of driving product adoption, cross‑sell, and expansion revenue in complex B2B environments.
Strong consultative selling and executive communication skills with experience engaging senior customer stakeholders.
Experience partnering across Sales, Product, Marketing, and Operations to commercialize new products and improve go‑to‑market execution.
Demonstrated ability to build scalable operating models, develop talent, and lead organizations through change.
Block is an equal‑opportunity employer evaluating all employees and job applicants without regard to identity or any legally protected class. We will consider qualified applicants with arrest or conviction records for employment in accordance with state and local laws and “fair chance” ordinances. We believe in being fair, and are committed to an inclusive interview experience, including providing reasonable accommodations to disabled applicants throughout the recruitment process.
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Worksite address
san francisco, CA, 94199, US
Who can apply
Review the original listing for work authorization, qualifications and employer requirements.