• Assume primary lead for the client upon client acceptance of proposal • Maintain and manage business opportunities with existing clients • Development of client agendas and slide presentations • Lead and/or support calls with client and LMR, faculty, and/or content experts regarding content and direction • Review and forward status/contact reports to client after each client contact • Develop project briefs and scope of work for clients and internal team members. • Provide direction to support team on all aspects of project management to ensure client expectations are met or exceeded • Manage projects by utilizing approved internal project briefs, proposal templates, and budget tools • Collaborate with internal team on overall project plan, objectives, milestones, and deliverables • Function as internal team leader ensuring all members of the team work together smoothly and effectively • Mentor personnel at the Associate Account Executive, Account Executive, and/or Senior Account Executive levels • Conduct performance reviews, prepare development plan, and set goals for direct reports as applicable • Work with Client Services leadership and Strategy to help identify market opportunities that will further client business • Identify opportunities for organic growth within assigned accounts • Develop proposals, budgets, and reconciliations • Collaborate with all teams to ensure proposal development is accurate and all teams hours are captured

• Serve as the primary account owner for assigned ACO and MediGap carrier partners from post-implementation through steady state • Build strong, trusted relationships with ACO leadership, operations teams, clinical leaders, and care management staff • Understand all components of the GUIDE Model and communicate GUIDE workflows to ACO care teams • Act as an internal liaison at Ceresti for each partner (ACO or MediGap carrier) • Support contract adherence, shared savings alignment (ACOs), GUIDE Model performance targets (MediGap carriers), and ongoing partnership health • Own enrollment performance for assigned ACOs and MediGap carriers • Identify opportunities to improve uptake through provider education, workflow refinement, and targeted engagement strategies • Partner with internal teams to troubleshoot enrollment barriers and optimize operational processes • Drive physician awareness and buy-in across assigned ACO networks • Enable carrier member services teams to support GUIDE Model enrollment and workflows • Build and maintain the trust and governance alignment required for Ceresti to conduct proactive outreach to eligible beneficiaries

Role Description Block is looking for a lead for our global Technical Account Management (TAM) team supporting Cash App Pay, Afterpay, and Clearpay merchants. This team keeps merchants healthy and growing through post-sales technical partnership that protects performance, surfaces opportunity, and drives commercial outcomes. You will lead a distributed team of Technical Account Managers across the US, UK, and Australia who serve as trusted technical partners to our largest merchants. Your team sits at the intersection of product, engineering, solutions engineering, GTM, and merchant success, combining deep product and technical expertise with commercial acumen to drive merchant growth and retention. This is a hands-on leadership role. You'll contribute directly to strategic accounts while leading the team. You will set the vision and strategy for the TAM function globally, define how the team measures success, build strong cross-functional partnerships with Sales, Account Management, Solutions Engineering, Product, and Engineering, and develop an effective, collaborative team that operates with autonomy and accountability. You Will - Define and execute the global TAM strategy, aligning team priorities to Cash App Pay, Afterpay, and Clearpay's commercial objectives - Evolve the team from reactive support toward proactive merchant enablement, building repeatable routines that protect merchant performance and unlock growth - Establish clear goals, KPIs, and performance measurement frameworks that connect technical account management work to commercial outcomes - Lead, coach, and develop a globally distributed team of Technical Account Managers across the US, UK, and Australia - Foster global alignment while respecting regional autonomy, standardizing strategy and operating principles while allowing regions to execute based on local market context - Serve as the escalation point for critical merchant issues, incidents, and strategic accounts - Partner with Product and Engineering to represent the merchant voice, frame feature requests with commercial impact, and influence the product roadmap - Build and maintain strong partnerships with Account Management/Relationship Management, Sales, Solutions Engineering, Product, and Engineering teams - Represent the TAM function in cross-functional planning with GTM, Product, and Engineering leadership, making sure the team has a seat at the table for strategic decisions - Partner with Solutions Engineering to identify and execute post-sales growth opportunities, ensuring a seamless handoff from pre-sales into ongoing merchant enablement and expansion - Collaborate with GTM and Solutions Engineering leadership to define rules of engagement, clarify post-sales ownership boundaries, and align on shared success metrics - Own the tooling and systems strategy for the team, making sure the right systems are in place for merchant support and performance visibility - Build a regular operating rhythm with reporting on team performance, merchant health, and commercial contribution - Find and implement opportunities to use AI and automation to improve team efficiency and merchant outcomes Qualifications - Significant experience in technical account management, solutions engineering, customer success, or technical program management within payments, fintech, e-commerce, or SaaS - Experience leading and managing people, including distributed or global teams - A track record of building and scaling technical post-sales functions - including close collaboration with Solutions Engineering and pre-sales teams - that drive measurable commercial outcomes - Technical fluency across payments infrastructure, APIs, integrations, and e-commerce platforms. You're comfortable engaging with both merchants and engineering teams. - Experience defining team strategy, setting KPIs, and building performance measurement in environments where success is not easily quantified by ticket volume alone - Ability to build cross-functional partnerships with GTM, Product, and Engineering at leadership levels - Experience working across multiple regions and navigating the complexity of global markets with different products, regulations, and merchant needs - Experience managing through organizational change - building team culture, refining operating models, and creating clarity in ambiguous environments - Strong communication skills. You can represent your team's work and impact to leadership, articulate strategy clearly, and advocate for resources and investment. - Direct experience with buy-now-pay-later (BNPL), payment processing, or merchant acquiring is a plus - Background in incident management and merchant-facing escalation processes is a plus Benefits - Remote work - Medical insurance - Flexible time off - Retirement savings plans - Modern family planning

Role Description We're looking for a results-driven Channel Partner Director to lead our strategic partner ecosystem and drive meaningful revenue growth. In this quota-carrying role, you'll own the full partner lifecycle — from recruiting and onboarding high-value tech partners to co-building joint go-to-market strategies that convert into real pipeline and bookings. If you're energized by building relationships, closing deals, and creating lasting impact through collaboration, we'd love to meet you. WHAT YOU'LL DO - Strategic Partner Onboarding - Recruit and onboard strategic partners with proven revenue generation capabilities, prioritizing those who can deliver immediate pipeline impact and a clear path to quota attainment. - Collaborate with executive, product, technology, sales, marketing, and legal teams to launch new partnerships aligned with company-wide business initiatives. - Develop revenue-focused joint business plans with specific bookings targets, pipeline goals, and measurable success metrics tied to business outcomes. - Negotiate partnership agreements that align economic incentives with revenue performance and establish clear expectations for partner contribution to company goals. - Cultivate executive relationships with C-level partners to secure strategic alignment, prioritize joint revenue initiatives, and unlock access to their sales teams and customer base. - Revenue & Pipeline Generation - Own and deliver against an annual revenue quota through partner-sourced and partner-influenced opportunities, with accountability for pipeline coverage ratios and forecast accuracy. - Determine best go-to-market strategies with key partners to drive inbound leads and revenue — including marketplace optimization, partner sales network development, joint marketing, and co-selling. - Drive consistent quarter-over-quarter pipeline growth by setting aggressive targets for each partner and implementing performance improvement plans when targets are missed. - Accelerate deal velocity by actively managing partner opportunities through each stage of the sales funnel, removing blockers and driving urgency. - Identify and pursue high-value upsell, cross-sell, and expansion opportunities within the existing partner customer base to maximize revenue per relationship. - Execute co-selling strategies with partners to increase win rates and deal sizes, participating in joint customer calls and presentations to close strategic opportunities. - Performance Management & Optimization - Track, analyze, and report on partner revenue performance metrics including pipeline contribution, win rates, deal size, sales cycle length, and revenue attainment against targets. - Conduct monthly business reviews with partners focused on pipeline health, revenue forecasting, and identifying opportunities to accelerate bookings. - Implement data-driven strategies to improve partner productivity and revenue contribution through enablement programs, joint marketing campaigns, and targeted incentive programs. - Optimize partner mix and investment allocation based on performance, focusing resources on high performers while addressing underperformance through structured improvement plans. - Oversee timely integration and launch of new partnerships in collaboration with cross-functional stakeholders. - Cross-Functional Collaboration - Work closely with product and development leadership to prioritize new integrations, maintain existing ones, and shape overall integration strategy. - Stay aligned with the customer success team on partner integration usage, support tickets, and customer experience. - Partner with sales leadership on revenue targets, territory planning, and deal registration processes that protect partner-sourced opportunities. - Collaborate with marketing to design and execute demand generation campaigns that drive qualified leads and measurable pipeline through partner channels. - Maintain accurate revenue forecasting in CRM systems, providing weekly updates on partner pipeline status, deal progression, and projected bookings to leadership. Qualifications - 6–8 years of quota-carrying experience in channel sales or partner account management with a documented track record of consistently achieving or exceeding 100% of revenue quota. - Deep human resources technology experience and an extensive professional network in the HCM industry. - Proven ability to generate significant pipeline and revenue through partner relationships, with experience managing annual quotas of $2M+ and partner-influenced revenue targets. - Demonstrated success recruiting, enabling, and scaling partner revenue contribution from initial identification through first deal close and ongoing growth. - Strong business acumen with the ability to analyze partner performance metrics, identify revenue optimization opportunities, and drive corrective action. - Excellent executive presence and negotiation skills, with experience influencing C-level stakeholders to align on joint revenue goals and resource commitments. - Expert-level proficiency with CRM systems (Salesforce preferred) and partner relationship management platforms, including pipeline reporting, forecasting, and analytics. - Self-starter mentality with the ability to independently manage complex sales cycles, prioritize high-impact activities, and drive deals to closure. - Competitive and resilient with a hunter mentality, able to maintain momentum through challenges while remaining a collaborative, cross-functional team player. - Exceptional organizational skills with meticulous attention to pipeline hygiene, forecast accuracy, and follow-through on commitments. - Track record of building partner programs from the ground up with measurable revenue impact within the first 12–18 months is a plus. - Bachelor's degree in Business, Marketing, or a related field preferred; MBA is a plus but not required with demonstrated revenue achievement. Benefits - Impact that matters. You’ll do work that shapes the future of the modern workplace. - Flexibility and trust. We’re remote-first and results driven. You’ll have the freedom and flexibility to do your best work, wherever you do it best. - Growth and development. We believe the best work happens when people are growing. You’ll have access to learning resources, leadership programs, and real opportunities to take on new challenges and expand your impact. - Competitive rewards. We offer comprehensive benefits, a performance-based bonus program, and equity opportunities – because when we grow, you should too. - Time for life. Recharge and reconnect with flexible time off, paid holidays, and flexible leave programs designed to support every season of life. - Belonging and balance. We’re building an inclusive culture where every voice is valued, collaboration is celebrated, and success is shared.