Commercialization Lead

  • San Francisco, CA, United States
  • Employees can work remotely
  • Full-time

Company Description

Since we first opened our doors in 2009, the world of commerce has evolved immensely – and so has Square. After enabling anyone to take a payment 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, run a busy kitchen, book appointments, engage loyal buyers, and hire and pay staff. And 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 all in one place.

Today, we’re a partner to sellers of all sizes – large, enterprise-scale businesses with complex commerce operations, sellers just starting out, as well as merchants who began selling with Square and have grown larger over time. As our sellers scale, so do our solutions. We all grow together.

There is a massive opportunity in front of us. We’re building a business that is big, meaningful, and lasting. And we are helping sellers around the world do the same.

Job Description

You will be starting the Commercialization team within our Seller Experience organization.

As the Commercialization Lead, you will partner with teams across Square, while leaning on your expertise in pricing, packaging, and product-led sales, to help deliver solutions that deliver progressively more value to sellers and are easier for sellers to understand. You will develop scalable systems that help us to connect our various growth engines (marketing, product, and sales) into one seamless buying experience for our sellers and Square employees. You’ll work cross-functionally with sales, finance, product marketing, marketing, product teams, and Square leadership to deliver high impact projects within your scope.

Qualifications

  • Create a verticalized and scalable commercialization and pricing system to deliver value across Square’s seller journey.
  • Define and align team on decision-making principles for portfolio pricing & packaging strategy and commercialization

  • Systemize the GTM motion by implementing a commercial structure that is persistent across current and future verticals:

    • Sales-led: enact discounting (product-level and product mix) and approvals structure; define upsell paths and processes based on customer journey; pricing sales enablement for sizing/estimations and deal structure; demystify pricing with calculators

    • Product-led sales: define PQLs and sales processes and engagement for PQL to paid conversion

  • Partner with product teams to construct and implement vertical pricing & packaging strategies by running customer research to determine value, willingness-to-pay, competitor pricing & packaging, and product financial modeling

  • Partner with sales to experiment with price elasticity and other advanced empirical approaches for determination of optimal pricing

  • Influence product roadmaps based on pricing feedback loop (pricing research and analytics)

  • Partner with product marketing to articulate value proposition of vertical product offerings and pricing

Required Qualifications

  • 8+ years of experience in pricing & commercialization, preferably in product-led sales

  • A strong sense of user empathy and interest in supporting independent businesses.

  • Experience implementing new pricing models in B2B SaaS environments

  • Experience testing and launching pricing and packaging at scale with a high bar for experimental rigor

  • Expert in sales operations and methodologies

  • Strong analytical skills, with excellent ability to design experiments and draw correct conclusions based on data

  • Strong written and verbal communication skills, with the ability to create clarity from ambiguity and distill complex issues into easy to understand narratives

  • Experience coordinating with diverse stakeholders including peers and executive leadership

Additional Information

We’re working to build a more inclusive economy where our customers have equal access to opportunity, and we strive to live by these same values in building our workplace. Block is a proud equal opportunity employer. We work hard to evaluate all employees and job applicants consistently, without regard to race, color, religion, gender, national origin, age, disability, veteran status, pregnancy, gender expression or identity, sexual orientation, citizenship, or any other legally protected class. 

We believe in being fair, and are committed to an inclusive interview experience, including providing reasonable accommodations to disabled applicants throughout the recruitment process. We encourage applicants to share any needed accommodations with their recruiter, who will treat these requests as confidentially as possible. Want to learn more about what we’re doing to build a workplace that is fair and square? Check out our I+D page

Additionally, we consider qualified applicants with criminal histories for employment on our team, assessing candidates in a manner consistent with the requirements of the San Francisco Fair Chance Ordinance.

Perks

We want you to be well and thrive. Our global benefits package includes:

  • Healthcare coverage
  • Retirement Plans
  • Employee Stock Purchase Program
  • Wellness perks
  • Paid parental leave
  • Paid time off
  • Learning and Development resources

Block, Inc. (NYSE: SQ) is a global technology company with a focus on financial services. Made up of Square, Cash App, Spiral, TIDAL, and TBD, we build tools to help more people access the economy. Square helps sellers run and grow their businesses with its integrated ecosystem of commerce solutions, business software, and banking services. With Cash App, anyone can easily send, spend, or invest their money in stocks or Bitcoin. Spiral (formerly Square Crypto) builds and funds free, open-source Bitcoin projects. Artists use TIDAL to help them succeed as entrepreneurs and connect more deeply with fans. TBD is building an open developer platform to make it easier to access Bitcoin and other blockchain technologies without having to go through an institution.

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