Commercial Lead

Stripe; San Francisco (CA); On-site; USD 174,000 - 260,000; Full time

Benefits offered by this job

Equity

401(k) plan

Medical, dental and vision benefits

Job summary

Stripe, a global payments platform, seeks a Commercial Lead in San Francisco to own end-to-end program development for commercial and GBS launch readiness. You will drive revenue-enhancing initiatives, coordinate with Sales, Deal Pricing and Strategy Strategists, and oversee cross-functional programs with executive visibility.

In this role, you will manage complex initiatives, engage senior leaders, and build scalable commercial constructs across Legal, Finance, and Product teams.

Qualifications

• BA/BS in Business, Technology, Finance, or Economics.
• 10+ years in program management, commercial strategy, economics, deal management, or pricing.
• Experience leading cross-team mechanism development end-to-end.
• Experience in scalable, ambiguous environments.
• Experience engaging with senior executives on high-priority initiatives.
• Strong written and verbal communication, presentation, negotiation, and PM skills.

Responsibilities

• Lead large-scale cross-functional commercial or GBS launch readiness programs with Stripe-wide impact.
• Manage complex programs requiring significant resources and integration.
• Support commercial program deals with pricing and strategy collaboration.
• Collaborate with Sales, Product, Legal, Finance, and other teams to launch and scale programs.
• Identify gaps and propose holistic, data-driven solutions to improve go-to-market strategies.
• Communicate effectively with sellers, Deal Pricing Strategists, and senior leadership.

Skills

Program management

Commercial strategy

Pricing model

Deal management

Cross-functional leadership

Communication

Negotiation

Project management

Executive engagement

Education

BA/BS degree in Business/Technology/Economics

MBA preferred

Job description

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.

Who we are

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

Global Business Services’ (GBS) Commercial Solutions team ensures operational and programmatic excellence across deal cycles, increases revenue through the development of transformative commercial constructs, and drives closure of Stripe’s sold portfolio. The team's reach is widespread across Stripe, not exclusive to one sales segment or geographical region; GBS drives change across go-to-market, positively impacting Stripe users, and cross-functional teams. GBS’s priorities are set through the direction of Stripe leadership and executive vision, partnership with sales and cross-functional organizations, as well as User feedback and market insights. This role sits within Global Business Practices’ Commercial Solutions team, responsible for developing, launching, and maintaining commercial constructs and programs to drive revenue for Stripe.

What you’ll do

Stripe’s Global Business Services’ Commercial Solutions team is looking for a Commercial Lead to own the end-to-end programmatic development of commercial and GBS launch readiness programs that drive revenue for Stripe. Programs have a large scope and/or impact, including ownership of the development and support of first-of-their-kind commercialization efforts, ongoing program support (from pre-launch to post-launch), custom deal support related to the program, related enablement and communications, and acting as a change agent across the business.

You will be responsible for the end-to-end management of commercial and/or GBS launch readiness programs, driving cross-organizational alignment through the delivery of related outputs. This role requires a background in program management and commercial programs, change management experience, and a strong understanding of and experience in scaling global, cross-organizational mechanisms.

You will have experience in program ownership and management, custom pricing strategies, and supporting selling motions. You will have strong communication skills and executive presence to effectively communicate with Stripes, from sellers and Deal Strategies through to senior leadership. You will love this job if you are a natural relationship and mechanism builder.

Responsibilities

• Independently lead large-scale, cross-functional commercial or GBS launch readiness programs that have Stripe-wide impact, often first-of-their-kind programs and initiatives.
• Manage and lead highly complex programs that require considerable resources and high levels of functional and technical integration and knowledge.
• Support the commercial program deal motion, partnering with Deal Pricing and/or Deal Strategy Strategists, sellers, and internal stakeholders to create custom commercial approaches.
• Work cross-functionally with sales teams, sales leaders, services and support teams, product teams, and other cross-functional teams to develop, launch, and scale commercial programs, continuously evolving the ways Stripe goes to market to support commercialization efforts.
• Identify, surface, and address systemic, broad issues and gaps, proposing holistic solutions to address root causes.
• Work through complex programmatic problems at scale across go-to-market and Stripe, proposing creative solutions.
• Partner with cross-functional teams such as Legal, Finance, Accounting, service teams, and product teams to resolve and remove internal blockers.
• Act as a liaison among Sales, Deal Pricing and Deal Strategy Strategists, and other stakeholders for custom elements.
• Run meetings, working sessions, and exercises that help the leadership team improve effectiveness among themselves and across the organization.
• Advocate on behalf of a position and quickly gain cross-functional alignment on that position.
• Quickly build credibility and trust with internal stakeholders.
• Lead projects to solve existing commercialization issues.

Minimum Requirements

• BA/BS degree in Business, Technology, Finance, or Economics.
• 10+ years of experience in program management, commercial strategy, economics, deal management, or pricing, including ownership of program strategy or business operations and direct experience in commercial pricing model program management, deal management, and/or oversight.
• Experience driving cross-team mechanism development end to end, including ideation, planning, execution, launch, and post-launch support.
• Experience working in ambiguous, quickly scaling environments, with a high degree of agency.
• Experience engaging with senior executives on high-priority initiatives, as well as the ability to work effectively across internal and external organizations.
• Ability to articulate and understand business strategy at the C-suite level to gain credibility and advise organizations on how best to achieve their business goals through commercial programs.
• Strong written and verbal communication, presentation, negotiation, and project management skills.
• Ability to establish credibility and maintain working relationships with internal stakeholders involved with commercial constructs, including Legal, Finance, and Accounting.
• Experience presenting data and metrics to senior leadership.
• Strong ability to advocate for a position, even in the face of pushback.

Preferred Qualifications

• Direct commercial construct launch oversight and experience
• Payments industry experience
• MBA degree in Business, Technology, Finance, or Economics
• Possess PgMP or PMP certification

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 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.

Pay and benefits

The annual US base salary range for this role is $173,600 - $260,400. 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 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.

We look forward to hearing from you.

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.