Account Executive (Existing Business)

About Stripe

Stripe is a financial infrastructure platform for businesses. Millions of companies—from the world’s largest enterprises to the most ambitious startups—use Stripe to accept payments, grow their revenue, and accelerate new business opportunities. Our mission is to increase the GDP of the internet, and we have a staggering amount of work ahead. That means you have an unprecedented opportunity to put the global economy within everyone’s reach while doing the most important work of your career.

About the team

The Platform Sales team works with B2B Software Platforms to help them facilitate payments for their customers using our Stripe Connect product. Software Platforms, also known as B2B Indirect, are software platform businesses who serve other businesses. Platforms already using Stripe include Shopify, Lightspeed and Mindbody.

As a key member to the Stripe Platforms team, you will manage and elevate relationships with a named account list while identifying new growth opportunities and ways Stripe can exceed expectations.

What you’ll do

• Create partnerships between Stripe and the most innovative and fastest-growing software platforms in the world by helping them to understand how Stripe’s online commerce infrastructure can make payments a competitive advantage for their businesses.

Responsibilities

• Directly manage and nurture a named account list and develop account plans for winning and expanding business with enterprise companies
• Build and maintain key relationships with C-level executives, while orchestrating the right executive touch points as well
• Contribute to shaping our platform partnership strategy and building repeatable processes and scaled engagement models
• Develop outbound strategies to create and nurture opportunities
• Own the full sales cycle from lead to close for enterprise companies
• Develop relationships with executive stakeholders at new and existing clients
• Work with company leaders from multiple functions (e.g., Engineering, Product, and Finance) to lead complex product workshops and financial analyses
• Lead and contribute to team projects to develop and refine our sales process
• Engage with Product and Engineering teams to help drive product strategy

Who you are

• Adept salesperson and relationship manager capable of engaging in business-level and technical conversations at multiple levels of the organization, including the CTO, COO, and CFO
• Experience working with enterprise companies
• In-depth understanding of the buyer journey and ability to lead a complex, multi-party sale in a highly consultative manner
• Used to building value in competitive situations and enjoy working on products that require deep product understanding, combined with technical knowledge
• Naturally analytical and enjoy digging into business models and helping customers quantify their investment decisions
• Excited about prospecting and capable of independently leading a sales cycle from start to finish
• Enjoy building and actively participating in the development of our sales process, articulation of our value proposition, and creation of key tools and assets

Minimum requirements

• 10+ years of sales experience, preferably selling a technical product, with a track record of top performance
• Extensive experience directly selling a technology product or service, preferably at an API-first company, with a record of top performance
• Proven track record of moving sales processes forward from inception to close by leading complex, multi-party sales in a highly consultative manner, understanding strategies and applying value proposition
• Great listening skills and ability to quickly become a trusted resource for decision-makers across technology and finance orgs within software companies
• Ability to understand complex technical problems and how Stripe’s solutions can address them
• Positive attitude and tireless work ethic when encountering blockers to success
• Strong presentation skills
• Proven ability to lead complex negotiations involving bespoke commercial agreements
• Superior verbal and written communication skills
• Ability to operate in a highly ambiguous and fast-paced environment
• Strong interest in technology and a deep understanding of the space
• Experience in or excitement in learning about financial technology infrastructure
• Fastidious approach to CRM hygiene and experience utilizing thorough sales forecasting metrics on a weekly/quarterly basis and communicating them succinctly

Work location

Office-assigned Stripes in most locations are expected to spend at least 50% of the time in their local office or with users. This may vary by role, team, and location. Some roles require 100% office presence (e.g., Mexico City, Bengaluru, Dublin). Some teams have greater in-office attendance requirements to support users and workflows.

Salary and benefits

• Annual US base salary range: $312,000 - $563,600 (On Target Earnings including commissions and base salary)
• Additional benefits may include equity, company bonus or sales commissions/bonuses; 401(k) plan; medical, dental, and vision benefits; and wellness stipends.

Office locations

South San Francisco HQ, or New York

Team

Sales

Job type

Full time