Channel Expansion 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 organized, and you don't need to be managed closely

What you'll be doing

Scaling existing markets

• Own a portfolio of improvement programs 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 programs, 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, program 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 programs 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 programs, 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: London United Kingdom  
• 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.