Senior Director, Merchant Acquisition at Afterpay

Sales, Permanent Full-time, Melbourne or Sydney melbourne sydney sales full-time
Posted 14 days ago

Join a movement in which everyone can win. We started a movement in which everyone can win – shoppers, retailers, society and every person on our team. To play fair, trust people and reward them for doing the right thing. We see and feel the impact of our work as more and more people gain financial freedom and retailers grow across the globe. Founded five years ago in Sydney, Australia, Afterpay has millions of active customers globally and is offered at the world’s best retailers around the world including eBay, The Iconic, Myer, Foot Locker, Adore Beauty, Mac Cosmetics, Kathmandu and many others. Afterpay is on a mission to power an economy in which everyone wins.

Afterpay is completely free for customers who pay on time – helping people spend responsibly without incurring interest, fees or extended debt. Afterpay empowers customers to access the things they want and need, while still allowing them to maintain financial wellness and control, by splitting payments in four, for both online and in-store purchases. Afterpay is deeply committed to delivering positive outcomes for customers. We are focused on supporting our community of shoppers. We trust in the next generation and share a vision of a more accessible and sustainable world in which people are rewarded for doing the right thing.

The Opportunity
As Afterpay’s Senior Director, Merchant Acquisition, you’ll directly expand Afterpay’s merchant footprint across the APAC region, and ultimately drive Afterpay’s coverage and overall new business development strategy. This role will own the overarching merchant acquisition strategy across all segments in the region, with direct accountability for the business development function for Enterprise and Mid-tier merchants. The Senior Director is a key thought leader of the Acquiring and Merchant landscape and will architect a successful strategy that will drive revenues and accelerate Afterpay’s merchant footprint in this region.

We are much more than our job descriptions, but here’s where you will begin…

  • Develop and implement a profitable merchant acquiring strategy for Afterpay’s APAC region.
  • Provide leadership and strategic direction to the merchant acquisition team to drive sustainable revenue growth. This includes leading a team of acquiring business development executives and teams to profitably acquire merchant prospects within Enterprise and Mid-tier who operate in Australia, New Zealand and China.
  • 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.
  • Negotiating and implementing a strategic framework to drive commercial deals with key prospects operating in Australia, New Zealand and China, with a view to expanding to other APAC markets.
  • Work in partnership with Sales segment leaders including Small-Mid Business (SMB) to develop and drive the holistic merchant acquiring strategy for Afterpay APAC.
  • Lead a team accountable for the expansion of acceptance in new vertical categories (including utilities, government, telecommunications, etc).
  • 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.
  • Deliver a robust Acquisition analytical and reporting framework that includes business performance metrics, leaderboards, trends, profitability and revenue measurement and deliver on Afterpay’s strategic company objectives.
  • 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 people leader contributing to strong employee engagement and the growth and development of the Merchant Acquisition teams as well as the broader Sales organisation.
  • Represent the Acquisition business and be a strong thought leader on the APAC Sales Leadership team.
  • Who are you? Like us, you’ll be deeply committed to delivering positive outcomes for customers and passionate about shaping the future of Afterpay.

  • Ideally, you have extensive experience in business development, commercial, merchant acquiring and payments experience at a director level.
  • 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 business pipelines.
  • Exceptional and proven people leadership with a core demonstrated focus on development of staff and teams.
  • Excellent business acumen and business strategy skills, with APAC merchant acquiring and payments background preferred.
  • 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 global network and ideally in publicly listed organisations
  • Strong knowledge of Sales CRM and reporting systems e.g. Salesforce, Tableau and other sales tools.
  • You like to keep it real with your actions, be brave with your decisions, do the right thing for all our stakeholders and shape the future with excitement

    How we reward you. We are a purpose-led, outperforming organisation and will reward you for your performance. We pride ourselves on fairness and offer a competitive total reward package made up of salary, incentives and benefits including the opportunity to enrol in our share matching plan. We have a strong focus on health and wellbeing at Afterpay as we aim to support you to succeed in both your career and personal lives, such as providing employees with a corporate membership to Headspace. We also offer a generous parental leave policy and are proud to support working parents with up to 24 weeks of paid leave. We value diversity and a collaborative and inclusive environment where everyone feels they belong is important to us.

    How to Apply: We don’t know what the future holds. That’s the exciting part; we show up and make it happen. If you’re brave, if you’re committed to doing the right thing and excited by this opportunity, click apply now!