Account Executive, Enterprise Platforms, Hunter

Stripe, Inc.; New York, South San Francisco, Austin (NY, CA, TX); On-site; USD 312,000 - 468,000; Full time

Benefits offered by this job

Equity

Company bonus

Medical, dental, and vision benefits

401(k) plan

Wellness stipends

Job summary

Stripe is looking for an Account Executive (New Business) in California to build partnerships with innovative software platforms. You will manage and expand relationships with assigned accounts, focusing on opportunities with upper-middle-market and enterprise companies.

The ideal candidate will have over 10 years of sales experience, strong technical product knowledge, and be capable of navigating complex sales processes. A successful track record in sales is essential, as is a deep understanding of the financial technology landscape.

This role offers a competitive salary range of $312,000 - $468,000 and includes equity and various benefits.

Qualifications

• 10+ years of sales experience, preferably in a technical product.
• Ability to lead complex negotiations and accounts.
• Experience with upper-middle-market and enterprise companies.

Responsibilities

• Manage and nurture a named account list.
• Build relationships with C-level executives.
• Develop outbound strategies to create opportunities.
• Lead the full sales cycle from lead to close.

Skills

Sales experience

Relationship management

Understanding of financial technology

Technical product knowledge

Negotiation skills

Communication skills

CRM expertise

Job description

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 that serve other businesses. Platforms already using Stripe include Shopify, Lightspeed, and Mindbody.

As a key member of the Stripe Platforms team, you'll manage and elevate relationships with a named account list while identifying new growth opportunities and ways Stripe can exceed expectations. This role will be dedicated to accounts tied to the East territory. Location requirements are listed below.

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

What you'll do

As an Account Executive (New Business), you'll create partnerships between Stripe and the most innovative and fastest-growing software platforms in the world by helping them understand how the Stripe 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 companies
  
• Build and maintain key relationships with C-level executives, while orchestrating the right executive touchpoints
  
• 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 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
  

Who you are

You're 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're used to building value in competitive situations and enjoy working on products that require deep product understanding, combined with technical knowledge. You have a problem-solving focus 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.

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

• Located in New York, New York, South San Francisco, or the Bay Area. We could also consider US-West Remote, or Austin, TX.
  
• 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
  
• 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 a value proposition
  
• Listening skills and ability to become a trusted resource for decision-makers across technology and finance organizations within software companies
  
• An ability to understand complex technical problems and how Stripe solutions address them
  
• A positive attitude and tireless work ethic when encountering blockers to success, whether external or internal
  
• 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 industry
  
• Experience in or excitement in learning about financial technology infrastructure
  
• Fastidious approach to CRM hygiene and experience using thorough sales forecasting metrics on a weekly and quarterly basis and communicating them in a succinct manner
  

This role is available either in an office or a remote location (35+ miles or 56+ km from a Stripe office).

Office-assigned Stripes spend at least 50% of the time in a given month in their local office or with users. This hits a balance between bringing people together for in-person collaboration and learning from each other, while supporting flexibility about how to do this in a way that makes sense for individuals and their teams.

A remote location is defined as being 35 miles (56 kilometers) or more from one of our offices. While you would be welcome to come into the office for team/business meetings, on-sites, meet-ups, and events, our expectation is you would regularly work from home rather than a Stripe office. Stripe does not cover the cost of relocating to a remote location. We encourage you to apply for roles that match the location where you currently live or plan to live.

The annual US base salary range for this role is $312,000 - $468,000. 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 location. Applicants interested in this role and who are not located in the US may request the annual salary range for their location during the interview process.

Additional benefits for this role may include: equity, company bonus or sales commissions/bonuses; 401(k) plan; medical, dental, and vision benefits; and wellness stipends.

At Stripe, we're looking for people with passion, grit, and integrity. You're encouraged to apply even if your experience doesn't precisely match the job description. Your skills and passion will stand out—and set you apart—especially if your career has taken some extraordinary twists and turns. At Stripe, we welcome diverse perspectives and people who think rigorously and aren't afraid to challenge assumptions. Join us.