Account executive in retail

Stripe; Greater London; Hybrid; GBP 165,000 - 247,000; Full time

Benefits offered by this job

Equity

Sales bonuses

Retirement plans

Health benefits

Wellness stipends

Job summary

Stripe ищет специалиста по продажам уровня Enterprise в Великобритании. Ваша задача — напрямую управлять крупными клиентами, развивать стратегические отношения с руководителями высшего звена и вести полный цикл продаж, включая технические обсуждения и совместную работу с командами Engineering, Product и Finance.

Роль предполагает работу в гибридном формате с офисами Stripe и активное участие в формировании стратегии продаж, а также развитие процессов и инструментов для масштабирования продаж в

Qualifications

• Вы опытный продавец и управляющий отношениями, умеете вести коммуникации на уровне руководителей (CTO, COO, CFO)
• Есть опыт продаж крупным клиентам (upper middle market и enterprise)
• Понимаете путь покупателя и умеете проводить многопараллельные продажи в консультативной манере
• Проявляете способность создавать ценность в конкурентной среде и глубоко разбираться в продукте
• Обладаетесь аналитическим мышлением и умеете оценивать бизнес-модели и инвестиции клиентов
• Умеете находить новых клиентов и independently вести цикл продаж с начала до конца
• Готовы участвовать в развитии процесса продаж и формулировании ценностного предложения
• 7+ лет продаж в техническом продукте/услуге, опыт в API‑передовом стартапе или компании
• Умение быстро становиться доверенным ресурсом для лиц, принимающих решения в технологических и финансовых подразделениях
• Устойчиво поддерживать чистоту CRM и приводить прогнозы продаж в понятном виде
• Положительный настрой и настойчивость при блокадах

Responsibilities

• Управлять и развивать список закрепленных клиентов, разрабатывать планы по увеличению продаж в сегментах upper middle market и enterprise
• Строить и поддерживать отношения на уровне C‑level, выстраивая нужные моменты взаимодействия
• Вносить вклад в стратегию Enterprise Retail и создание масштабируемых процессов
• Разрабатывать outbound‑стратегии для создания и nurturing возможностей
• Вести полный цикл продаж от лида до закрытия
• Развивать отношения с руководителями клиентов
• Сотрудничать с руководителями в разных функциях (Engineering, Product, Finance) для проведения продуктовых семинаров и финансового анализа
• Вести команды проектов по улучшению продаж и процессов
• Работать с Product и Engineering для формирования продуктовой стратегии

Skills

Enterprise sales

Sales strategy

CRM excellence

Technical sales

Stakeholder management

Negotiation

Forecasting

Product workshops

Tools

CRM systems

Job description

Описание

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.

Задачи

• Directly manage and nurture a named account list and develop account plans for winning and expanding business with upper middle market and enterprise companies


• Build and maintain key relationships with C-level executives, while orchestrating the right executive touch points as well


• Contribute to shaping our Enterprise Retail 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 upper middle market and 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

Требования

• 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 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


• 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


• Fastidious approach to CRM hygiene and experience utilizing thorough sales forecasting metrics on a weekly/quarterly basis and communicating them in a succinct manner

Будет плюсом

• Prior experience at a growth stage Internet/Software company


• Experience in fintech/payments is a plus, but not prerequisite

Условия

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 Stripe Delivery Center roles in Mexico City, Mexico, Bengaluru, India, and Dublin, Ireland 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.

The annual salary range for this role in the primary location is £165,000 - £247,400. For sales roles, the range provided is the role's On Target Earnings(\"OTE\") range, meaning that the range includes both the sales commissions/sales bonuses target and annual base salary for the role. This salary range may be inclusive of several career levels at Stripe and will be narrowed during the interview process based on a number of factors, including the candidate's experience, qualifications, and specific location. Applicants interested in this role and who are not located in the primary location may request the annual salary range for their location during the interview process. Specific benefits and details about what compensation is included in the salary range listed above will vary depending on the applicant's location and can be discussed in more detail during the interview process.

Benefits/additional compensation for this role may include:

• equity, company bonus or sales commissions/bonuses


• retirement plans


• health benefits


• wellness stipends