Head of Square Commercial Operations & Deal Excellence

Job description

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. About the Role: As Square continues to scale globally, our commercial engine is becoming increasingly complex. We serve sellers across multiple markets, products, customer segments, and sales channels, requiring faster and more consistent decisions around pricing, commercial investments, and deal execution. We’re hiring a Head of Square Commercial Operations & Deal Excellence to build and lead the commercial operating system that powers Square’s global Revenue organization. This team sits within Revenue and serves as the connective tissue between Sales, Finance, Product, Engineering, Legal, Risk, and Revenue Operations. Finance owns Square’s pricing principles, profitability objectives, investment frameworks, and commercial guardrails. This team operationalizes those guardrails—building the processes, tools, governance, and strategic support that enable sellers to move faster while protecting long-term business value. This leader will own Square’s global Deal Desk, pricing operations, strategic deal support, commercial governance, and commercial operations. Their mission is simple: enable Square to win more business by making every commercial decision faster, smarter, and more consistent. What You’ll Own: Commercial Strategy & Operations • Partner with Finance to operationalize Square’s pricing strategy, commercial policies, and investment guardrails. • Translate pricing strategy into scalable seller workflows, pricing frameworks, playbooks, calculators, and decision-support tools. • Continuously improve how pricing decisions are executed across products, customer segments, markets, and sales channels. • Bring market insights, competitive intelligence, and field feedback back into pricing strategy and product packaging. Strategic Deal Excellence • Lead commercial strategy for Square’s largest and most strategic customer opportunities. • Partner with enterprise sales leaders to structure creative commercial solutions within established pricing and investment guardrails. • Advise executive leadership on complex commercial decisions, non-standard pricing, and strategic investments. • Coordinate executive reviews and cross-functional approvals for high-value commercial opportunities. Global Deal Desk • Own the end-to-end operation of Square’s global Deal Desk. • Build scalable intake, review, approval, and booking workflows that reduce friction for sellers. • Establish SLAs and operating rhythms that ensure pricing and approvals never become bottlenecks. • Design repeatable playbooks that eliminate unnecessary manual reviews through standardized commercial patterns. • Own approval matrices, exception management, discount governance, and escalation processes across Square globally. Commercial Operations & Automation • Modernize Square’s commercial operating model through AI and automation. • Embed pricing recommendations, approval logic, and commercial guardrails directly into seller workflows. • Simplify quote-to-cash processes and improve the overall seller experience. • Increase deal velocity without sacrificing governance or profitability. Commercial Insights & Governance • Monitor pricing performance, approval trends, discount behavior, deal cycle time, and margin realization. • Identify opportunities to improve commercial performance, seller productivity, and profitability. • Build executive dashboards and reporting that provide visibility into Square’s commercial health. • Partner with Finance, Legal, Product, and Risk to continuously evolve Square’s commercial governance framework. Leadership • Build and lead a high-performing global team spanning Deal Desk, pricing operations, strategic deal support, and commercial excellence. • Develop exceptional talent and foster a culture of operational excellence, customer obsession, and continuous improvement. • Build trusted partnerships across Revenue, Finance, Product, Legal, Engineering, and Risk. What We’re Looking For: • 10+ years of experience leading Deal Desk, Commercial Operations, Revenue Operations, Sales Strategy, Pricing, Consulting, or related functions. • Experience building and scaling commercial operating systems within SaaS, fintech, payments, or enterprise software. • Deep expertise in enterprise sales, pricing operations, commercial governance, and complex deal structuring. • Strong commercial judgment with experience supporting high-value strategic negotiations. • Proven ability to build scalable operating models, approval workflows, and AI-enabled commercial processes. • Strong analytical and financial acumen with the ability to evaluate complex commercial tradeoffs. • Exceptional cross-functional leadership and executive influence. Success in This Role Within your firs