Head of Channel Sales

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, 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.

The Role

Square is looking for a Head of Channel Sales to lead and scale our indirect go-to-market channels across Australia. In this role you will own the strategy, execution, and performance of two critical channel motions: our Reseller channel and our Independent Contractors (IC) programme.

You will directly manage a team of Regional Sales Managers — who build and lead networks of self-employed field sales consultants — and Partner Managers — who develop, launch, and manage Resellers and channel partnerships that drive new seller acquisition and product enrichment.

This is a senior leadership position that requires the ability to set channel strategy at a market level, build high-performing teams, drive cross-functional alignment, and deliver measurable commercial outcomes. You will balance strategic planning with hands-on leadership, spending time in the field with your Regional Sales Managers and their consultants while also engaging at a senior level with external partners and internal stakeholders across Product, Marketing, Sales, Finance, and Legal.

This role is remote, but can be based in our Melbourne or Sydney office and will require regular domestic travel.

You Will

• Strategy & Leadership

  • Define and execute the overarching channel sales strategy for Australia, encompassing both the Reseller and IC channels.
  • Set ambitious but achievable targets across both channels, aligning to Square's broader commercial objectives.
  • Build, develop, and retain a high-performing team of Regional Sales Managers and Partner Managers.
  • Establish a culture of accountability, coaching, and continuous improvement across the channel organisation.

  Independent Consultant (IC)

  • Oversee the identification, onboarding, and performance management of self-employed field sales consultants across Australian regions.
  • Guide Regional Sales Managers in developing regional plans, setting and monitoring goals, and optimising consultant performance.
  • Support and reinforce consistent coaching frameworks, field support, and ensure sales enablement is in place to maximise consultant productivity.
  • Accompany Regional Sales Managers in the field to model effective sales behaviours, support deal closure, and maintain quality standards.

  Reseller Channel

  • Drive the development and execution of a holistic reseller strategy — from channel partners that drive new seller acquisition.
  • Oversee Partner Managers in end-to-end partnership execution: business development, negotiation, launch, and ongoing management.
  • Determine and prioritise the appropriate mix of partner benefits, incentives, and co-marketing/sales opportunities to secure high-value deals.
  • Advocate for resellers while balancing Square's commercial goals and product roadmap.

  Cross-Functional & Operational Excellence

  • Lead cross-functional initiatives with Product, Marketing, Sales, Finance, and Legal to support channel growth.
  • Produce reliable forecasts, pipeline updates, and performance reporting for senior leadership.
  • Capture and synthesise field and resellers insights about local SME needs, market trends, and competitive dynamics to inform go-to-market strategy.
  • Manage channel economics including commission structures, partner incentives, and ROI analysis.

You Have

• 10+ years of progressive experience in channel sales, partnerships, or indirect go-to-market roles, with at least 3–5 years in a people-leadership capacity managing multi-layered teams.
• Experience in fintech, payments, POS, or SaaS essential.
• Experience working with Australian SMEs and understanding of the local market landscape.
• Demonstrated success building and scaling indirect sales channels — ideally both agent/consultant networks and technology/reseller partnerships.
• Strong coaching and leadership ability, including experience managing managers and developing talent across diverse team structures (employees and non-employee contractors/consultants).
• A 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 — from mid-size tactical opportunities to strategic, multi-faceted deals.
• Excellent interpersonal and communication skills, with the ability to build trust and drive alignment with internal stakeholders, external partners, and independent consultants alike.
• Highly entrepreneurial, proactive, and comfortable operating in a matrixed environment with the ability to thrive under ambiguity.
• Analytical mindset — able to interpret performance data, model channel economics, and act strategically.

Nice to Have

• Experience with API/technology integrations and their role in channel partnerships.
• Experience with performance-based or commission-only sales models.