Director of Growth Strategy & Operations – Sales Development and Lead Generation

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:

As the Director of Growth Strategy & Operations for Square Sales Development and Lead Generations programs you will own the strategy and execution of initiatives that power the front end of Square's sales funnel. This includes driving programs that generate and qualify demand, enhance lead quality, and maximize conversion efficiency across all lead sources — including Marketing, Partnerships, third-party channels, and AE self-sourcing.

This high-impact, strategic role sits at the intersection of Sales, Marketing, and GTM Operations, and is designed for a leader who can blend analytical rigor with creative go-to-market thinking. You will partner closely with Marketing, Sales Development, Analytics, and other XFN teams to ensure we have the right systems, processes, and AI-driven tools in place to accelerate seller acquisition and engagement.

You will also lead programs for Sales Development Representatives (SDRs) and Business Development Representatives (BDRs) to optimize performance, implement scalable outreach strategies, and ensure alignment with GTM priorities.

You will:

• Top of Funnel Strategy & Design
  • Define and execute the global strategy for Sales Top of Funnel programs — including inbound, outbound, and partner-sourced lead generation.
  • Develop scalable frameworks for managing lead flow, qualification criteria, and conversion processes across sources.
  • Partner with Marketing to align campaign design and messaging to Sales pipeline goals and seller segments.
• Sales Development Enablement
  • Build and optimize programs for SDRs and BDRs, including segmentation and outreach strategies that improve conversion velocity.
  • Partner with Enablement and Analytics teams to design performance dashboards, frameworks, and productivity tools.
• AI & Automation in Lead Management
  • Identify and implement AI-driven solutions that enhance lead scoring, routing, and personalization in the early stages of the sales funnel.
  • Leverage predictive analytics to prioritize high-quality leads and identify pipeline gaps proactively.
• Cross-Functional GTM Alignment
  • Collaborate with Marketing, Partnerships, Product, and Sales to ensure all lead generation efforts are aligned with GTM priorities and segment strategies.
  • Serve as the bridge between Sales and Marketing to continuously optimize the seller journey and improve lead-to-opportunity conversion.
• Performance Measurement & Continuous Improvement
  • Define success metrics for top-of-funnel programs, including lead quality, conversion velocity, and ROI.
  • Conduct deep performance analyses to identify areas of improvement and drive continuous iteration.

You Have:

• 12+ years of experience in Sales Strategy, GTM Operations, Marketing Strategy, or Growth; experience in SaaS, FinTech, or high-velocity sales environments preferred.
• Proven ability to design and scale lead generation and sales development programs across global teams.
• Demonstrated success partnering with Marketing on integrated demand generation campaigns.
• Strong understanding of sales funnel analytics, CRM systems (e.g., Salesforce), and AI/automation tools.
• Demonstrated ability to partner with and influence senior executives and align diverse stakeholders around s