Partner Development Manager, AI Partnerships

Stripe; San Francisco (CA); On-site; USD 190,000 - 285,000; Full time

Benefits offered by this job

Equity

401(k) plan

Medical, dental, and vision benefits

Wellness stipends

Sales commissions/bonuses

Job summary

Stripe seeks a Partner Development Manager to define and build global partnerships in the AI ecosystem, initially focusing on AI labs. The role sits on the Americas Alliances and Channels Tech Partnerships team with a global mandate.

You will establish relationships, develop shared value propositions, and translate early opportunities into joint commercial and product initiatives. You will build a new partnership motion from the ground up, starting with focused opportunities, and create a

Qualifications

• 8+ years in strategic partnerships or related commercial role within technology/B2B environments.
• Experience building strategic technology partnerships from early stages and translating to joint outcomes.
• Experience developing and executing joint go-to-market plans with cross-functional teams.
• Experience building relationships with senior external stakeholders and leading global or distributed teams.
• Bachelor’s degree and willingness to travel.

Responsibilities

• Build senior relationships with Stripe's priority AI partners across commercial, partnerships, product, and technical groups.
• Develop and execute global partner strategies, shared value propositions, joint business plans, success metrics, and cadences.
• Identify and launch co-selling, co-marketing, and co-building initiatives.
• Coordinate cross-functional teams across Sales, Marketing, Product, Solutions Architecture, Legal, Finance, and regional partnerships.
• Create repeatable partnership playbooks adaptable by regional teams; assess performance and risks.

Skills

Strategic partnerships

Tech partnerships

Go-to-market

Stakeholder management

Travel willingness

Education

Bachelor’s degree

Tools

AI partnerships

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

The Worldwide Alliances and Channels team develops and manages partnerships that help businesses adopt Stripe’s payments and financial infrastructure. These partnerships create new routes to customers, extend the reach of Stripe’s Sales teams, and help Stripe and its partners serve shared customers.

The role sits on the Americas Alliances and Channels Tech Partnerships team. The team builds and executes joint go-to-market initiatives with major technology companies, with the goal of accelerating Stripe’s commercial growth.

As part of this team, you’ll lead global partnerships across the artificial intelligence ecosystem, with an initial emphasis on leading AI labs. You’ll work across Sales, Marketing, Product, Solutions Architecture, and regional partnerships teams to develop shared opportunities and turn them into scalable global partner strategies.

What you’ll do

As a Partner Development Manager, you’ll define and build Stripe’s global partnerships across the artificial intelligence ecosystem, initially focusing on leading AI labs. Although the role sits on the Americas Alliances and Channels Tech Partnerships team, its mandate is global. You’ll establish relationships across partner organizations, develop shared value propositions, and translate early opportunities into joint commercial and product initiatives.

This is an opportunity to build a new partnership motion from the ground up. You’ll start with focused opportunities, determine what works, and create a playbook that Stripe’s regional teams can apply around the world. Your work will span co-selling, co-marketing, and co-building.

Responsibilities

• Build senior relationships across the commercial, partnerships, product, and technical organizations of Stripe’s priority AI partners
• Develop and execute global partner strategies, including shared value propositions, joint business plans, success measures, and operating cadences
• Identify and launch co-selling, co-marketing, and co-building initiatives that create value for Stripe, its partners, and shared customers
• Coordinate cross-functional teams across Sales, Marketing, Product, Solutions Architecture, Legal, Finance, and regional partnerships
• Work with Product and technical teams to identify opportunities for product collaboration and support productive technical conversations with partners
• Create repeatable partnership playbooks that regional teams can adapt for local markets and AI ecosystems
• Assess partnership performance, identify opportunities and risks, and communicate progress clearly to senior stakeholders

Who you are

We’re looking for someone who meets the minimum requirements to be considered for the role. If you meet these requirements, you are encouraged to apply. The preferred qualifications are a bonus, not a requirement.

Minimum Requirements

• 8 or more years of experience in strategic partnerships, partner development, business development, or a related commercial role within technology or another complex business-to-business environment
• Experience building a strategic technology partnership from its early stages and translating the relationship into joint commercial, go-to-market, or product outcomes
• Experience developing and executing joint go-to-market plans with external partners and cross-functional Sales, Marketing, Product, or technical teams
• Experience building relationships with senior external stakeholders and leading global or distributed teams through influence
• Bachelor’s degree and willingness to travel

Preferred Qualifications

• Experience managing partnerships with artificial intelligence companies, cloud providers, data platforms, developer platforms, or other global technology ecosystems
• Understanding of the artificial intelligence and data value chain, including the commercial and technical considerations involved in building partner ecosystems
• Experience across co-selling, co-marketing, and product or technical collaboration
• Experience developing a partnership framework or playbook that was adopted across multiple regions or teams
• Experience in payments, financial infrastructure, financial services, or commerce

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 $190,200 - $285,200. 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.