Channel Sales Regional Manager

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

The Channel Expansion Manager leads the delivery of our third party sales channels — Independent Consultants and Resellers — across international markets.

The role has two equally important halves. One is launching channels in new markets. The other is taking the channels we already have, many of them still immature and manually run, and making them streamlined and ready to scale. That second half means finding where a channel is breaking down, building the processes that don't yet exist, and fixing the operational problems that cap how fast a market can grow.

This isn't a planning role. You're the connective tissue between Channel Sales and every function expansion depends on — and you're judged on what actually ships.

Who you are

You're someone who:

Builds where there's nothing – You're a structured thinker who thrives in ambiguity and is comfortable designing a process from scratch

Ships and fixes – You take more satisfaction in landing a change than in writing the plan for it

Is commercially curious – You want to know what's driving the numbers, not just what the numbers are

Gets things done through others – You deliver through teams you don't manage, and you're good at it

Is tenacious – You'll chase, challenge, and push for a decision rather than wait for one

Operates independently – You're proactive and highly organised, and you don't need to be managed closely

What you'll be doing

Scaling existing markets

Own a portfolio of improvement programmes that take early-stage, manually run channels and make them scalable

Diagnose where a channel is breaking down using performance data, partner feedback, and frontline input — separating root causes from symptoms

Design, document, and implement the processes that don't yet exist across partner onboarding, deal registration, lead routing, escalation, and support handoffs

Remove the manual workarounds, bottlenecks, and single points of dependency that cap growth

Prioritise the improvement backlog by impact on partner productivity, revenue, and operational risk

Land changes properly: train the teams affected, document the new way of working, and confirm the fix has held

Launch delivery & market readiness

Run the end-to-end delivery of channel launches, translating expansion decisions into live sales channels

Turn agreed priorities into executable market plans with clear owners, milestones, dependencies, and dates

Turn the channel proposition into a market-ready go-to-market plan covering target partner profile, recruitment, onboarding, and enablement

Coordinate everything needed to go live — partner collateral, training, incentive mechanics, and support models

Close out market-specific regulatory, legal, and compliance requirements with Legal, Risk, and Compliance, including partner contracting and due diligence

Hand over cleanly to the teams running each market day to day, and feed learnings back into the global playbook

Operating model, systems & data

Work with Sales Support and Tooling to decide how the channel should run operationally — onboarding workflows, deal registration, quoting, commission and payout, contract administration — then partner with Sales Operations, Finance, and the regions to implement it

Define the reporting that gives leadership visibility of partner pipeline, activation, and productivity by market and channel, working with F&S and Data Science to build it

Surface risks to channel targets early, working with the regions who own their pipeline and forecast

Alignment & unblocking

Act as the single point of coordination for channel expansion across Product, Sales, Operations, Finance, Legal, Risk, Compliance, Marketing, and Enablement

Line up the stakeholders each programme depends on, secure their commitment, and hold them to agreed deliverables and dates

Identify blockers early, resolve them directly where you can, and escalate with a clear recommendation where the decision sits above you

Broker trade-offs between competing functional priorities, and communicate progress, risks, and results to senior stakeholders

Market analysis

Input into the analysis behind market-level pricing, commission structures, and incentive models with Channel Sales, Product, and Finance

Research market and competitor channel programmes, turning insight into decision-ready recommendations and business cases

Develop new ideas into briefs that frame the opportunity, the options, the commercial case, and your recommendation — to a standard that can go to GTM leadership

Your experience

Required:

Proven experience in sales operations, business operations, programme management, or channel-related roles

Demonstrated experience designing and implementing commercial processes from scratch, and improving processes that aren't working

A track record of diagnosing operational problems and delivering fixes that stuck — ideally somewhere scaling quickly or lacking existing structure

Ability to run multiple complex, cross-functional programmes concurrently and to a deadline

Preferred:

Strong commercial acumen and analytical skills, with confidence working across performance data and financial models

Experience supporting market entry or international expansion

Familiarity with channel sales models, partner programmes, or indirect distribution

Experience with commission, incentive, or partner payout processes

Experience in technology, payments, financial services, or platform-based businesses

Experience across multiple European markets, or across APAC and the US, and comfort working across time zones

Work environment & conditions

Reports to: Head of Expansion

Level: Individual contributor

Coverage: All third party channels — Independent Consultants and Resellers — across all markets

Location: UK Remote

Hours: Full-time, with flexibility required to work across time zones

Equipment: Computer and necessary software provided

Why this role matters

Every market we open and every partner we sign depends on someone making the channel actually work — the onboarding that doesn't stall, the deal registration that doesn't get lost, the launch that goes live on the date it was promised. That's this role. If you like walking into something half-built and leaving it running properly, this one's for you.

Application Guidelines

Candidates may submit up to 9 active applications within a 60-day period. Reapplications to the same role are accepted 90 days after a previous application has been reviewed.

Use of AI in Our Hiring Process

We may use automated AI tools to evaluate job applications for efficiency and consistency. These tools comply with local regulations, including bias audits, and we handle all personal data in accordance with state and local privacy laws.

Contact us here with hiring practice or data usage questions.

Every benefit we offer is designed with one goal: empowering you to do the best work of your career while building the life you want. Remote work, medical insurance, flexible time off, retirement savings plans, and modern family planning are just some of our offering. Check out our other benefits at Block.

Block, Inc. (NYSE: XYZ) builds technology to increase access to the global economy. Each of our brands unlocks different aspects of the economy for more people. Square makes commerce and financial services accessible to sellers. Cash App is the easy way to spend, send, and store money. Afterpay is transforming the way customers manage their spending over time. TIDAL is a music platform that empowers artists to thrive as entrepreneurs. Bitkey is a simple self-custody wallet built for bitcoin. Proto is a suite of bitcoin mining products and services. Together, we’re helping build a financial system that is open to everyone.

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