Enterprise Account Executive (Grower) - German Speaking

Stripe, Inc.; Germany; On-site; EUR 90,000 - 150,000; Full time

Job summary

Stripe is seeking an Account Executive (Grower) to build partnerships with leading software platforms by showing how Stripe’s payments infrastructure can become a competitive advantage. You will manage a named account list, build executive relationships, and own the end-to-end sales cycle for upper middle market and enterprise SaaS platforms.

You will work with cross-functional teams to run workshops, perform financial analyses, and tailor bespoke commercial agreements, while helping shape sales

Qualifications

• 7+ years of sales experience, preferably selling a technical product.
• Experience selling a technology product or service, preferably at an API-first company.
• Proven track record of moving sales processes forward in complex, multi-party sales.
• Strong listening skills and ability to engage decision-makers across tech and finance.
• Ability to understand complex technical problems and map Stripe solutions to them.
• Positive attitude and tireless work ethic in the face of blockers.
• Strong presentation skills and experience leading bespoke negotiations.

Responsibilities

• Directly manage and nurture a named account list and develop account plans for winning and expanding business with upper middle market and enterprise SaaS Platform companies.
• Build and maintain relationships with C-level executives and orchestrate executive touchpoints.
• Own the full sales cycle from lead to close for target accounts.
• Collaborate with Engineering, Product, and Finance to lead workshops and financial analyses.
• Lead bespoke commercial and contractual negotiations.
• Contribute to shaping platform partnership strategy and scalable engagement models.
• Lead projects to refine the sales process and tools.

Skills

Sales experience

Technical product knowledge

Negotiation skills

Executive-level communication

CRM hygiene

Account planning

Strategic selling

Job description

Who we are

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 Shopware, Jimdo, Eversports and Shopify.

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.

If you’re motivated, smart, persistent, and a great teammate, we want to hear from you!

What you’ll do

As an Account Executive (Grower), you will 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 upper middle market and enterprise SaaS Platform companies
• Build and maintain key relationships with C-level executives, while orchestrating the right executive touch points as well
• Own the full sales cycle from lead to close for upper middle market and enterprise companies
• Work with company leaders from multiple functions (e.g., Engineering, Product, and Finance) to lead complex product workshops and financial analyse
• Craft and lead complex, bespoke commercial & contractual negotiations
• Contribute to shaping our platform partnership strategy and building repeatable processes and scaled engagement models
• 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

You are an 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. You have experience working with upper middle market and enterprise companies. You have an in-depth understanding of the buyer journey and can lead a complex, multi-party sale in a highly consultative manner. You are used to building value in competitive situations and enjoy working on products that require deep product understanding, combined with technical knowledge. You are naturally analytical and enjoy digging into business models and helping customers quantify their investment decisions. You get excited about prospecting, and are capable of independently leading a sales cycle from start to finish. Finally, you enjoy building – you like to actively participate in the development of our sales process, the articulation of our value proposition, and the creation of key tools and assets.

Minimum requirements

• 7+ 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
• A 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
• An ability to understand complex technical problems and understand how Stripe’s solutions can address them
• A positive attitude and tireless work ethic when encountering blockers to success, whether external or internal
• 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 in a succinct manner

In-office expectations

Office-assigned Stripes in most of our locations are currently expected to spend at least 50% of the time in a given month in their local office or with users. This expectation may vary depending on role, team and location. For example, Stripes in our Bucharest, Romania site have an 80% in-office expectation, and those in Stripe Delivery Center roles in Mexico City, Mexico and Bengaluru, India work 100% from the office. Also, some teams have greater in-office attendance requirements, to appropriately support our users and workflows, which the hiring manager will discuss. This approach helps strike a balance between bringing people together for in-person collaboration and learning from each other, while supporting flexibility when possible.