Partner Development Manager, Bank Partnerships

Tech Sales Jobs; United States; Remote; USD 170,000 - 260,000; Full time

Job summary

Stripe seeks a Partner Development Manager for AMER Bank Partnerships to develop and manage strategic relationships with global and regional banks, driving joint initiatives across Treasury, Issuing, Capital and Crypto products.

You will collaborate with Product, Legal, Finance and Risk to define partner requirements, negotiate deals, and scale partnerships across multiple markets to deliver value to Stripe users.

Qualifications

• 10+ years of experience in strategic partnerships, business development, corporate development, or a related field.
• Experience in partner management or business development with banking institutions at payment service providers or fintech companies.
• Advanced knowledge of banking and clearing landscape across geographies.
• Experience negotiating complex commercial deals with bank partners and scaling across partners.
• Understanding of fintech business models, compliance and risk management.
• Proven ability to work in a product-centric environment with cross-functional dependencies.
• Experience leading industry-wide partnership strategies to build product experiences and go-to-market models.

Responsibilities

• Manage Stripe’s critical bank partner relationships and launch joint offerings.
• Apply methodical partner and deal management with milestone definitions and documented negotiations.
• Craft partnership and product strategies and execute deals to support Stripe’s strategy.
• Coordinate with Risk, Compliance, Product, Engineering, and Treasury to align partner product strategies.
• Identify partners' executives and educate them on Stripe’s value proposition.
• Oversee strategic planning, negotiation, and expansion with key partners.
• Lead cross-functional teams through execution with planning and metrics.

Job description

Partner Development Manager, AMER Bank Partnerships

Location: US-San Francisco; US-New York City; US-Seattle; US-Remote; US-Chicago

Department: 3511 Financial Services Partnerships

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 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 Financial Partnerships team sits within the Global Partnerships organization and is foundational to Stripe’s success. Our team is responsible for developing and managing Stripe’s relationships with global and regional banks, card networks, and money movement product partners that enable Stripe’s product strategy and deliver new capabilities to Stripe users.

Our team executes high-impact, cross-functional product partnership initiatives across existing products and early-stage financial products further up the stack. These partnerships have a significant impact on Stripe and are essential to offering products used by millions of Stripe users.

What you’ll do

We’re looking for someone to develop and execute high-impact initiatives and strategies with new and existing AMER bank partners. You’ll work closely with Product to support Stripe’s Treasury, Issuing, Capital, and Crypto businesses. This includes product development, defining and aligning on partner requirements, leading partner relationships to execute on those requirements, and negotiating, signing, and managing relationships with global partners to support Stripe’s growing MaaS product line.

The role requires close coordination with cross-functional teams, including Product, Engineering, Legal, Finance, and Risk, as well as with partners’ senior executives.

Responsibilities

• Manage Stripe’s critical bank partner relationships, with a focus on executing joint initiatives and launching new offerings that benefit Stripe users.
• Ensure best-in-class, methodical partner and deal management rooted in milestone definition, a thoughtful and documented negotiation approach, and alignment on opportunities of mutual interest.
• Use industry knowledge to craft partnership and product strategies, and execute deals and initiatives that support Stripe’s strategy.
• Gather input from and coordinate with internal cross-functional stakeholders, including Risk, Compliance, Product, Engineering, and Treasury, to create and execute partner and related product strategies.
• Identify partner stakeholders who will champion Stripe, educate them about Stripe’s value proposition, and build alignment between Stripe and partners’ executive teams.
• Manage strategic planning, negotiation, and expansion activities with key partners.
• Manage multiple stakeholders with varying priorities, and drive creative solutions and commitment to shared goals.
• Use strategic and product creativity to design and develop new models for money movement, as well as extensions of Treasury, Issuing, Capital, and Crypto use cases for Stripe’s direct and platform users.
• Exhibit an operationally focused mindset, with the ability to lead teams through complex relationship-management activities by setting a clear vision and running tight processes.

Who you are

We’re looking for someone who meets the minimum requirements to be considered for the role. If you meet these requirements, we encourage you to apply.

Requirements

• 10+ years of experience in strategic partnerships, business development, corporate development, or a related field, including experience in partner management or business development with banking institutions at payment service providers or fintech companies enabling pay-in, pay-out, stored-value, or cross-border money movement experiences.
• Advanced knowledge of the banking and clearing landscape across multiple geographies, with a specific focus on transaction banking, e-money, safeguarding, multi-currency, and cross-border payments.
• Experience building proprietary global issuing, collection, and payout networks is ideal.
• Experience negotiating complex commercial deals with bank partners, including scaling those deals across multiple partners.
• Thorough understanding of fintech business models and associated best practices for compliance and risk management.
• A proven track record of working in a product-centric environment with significant internal and external dependencies across Product, Engineering, Legal, Sales, Risk, and Compliance.
• Deep experience executing industry-wide partnership strategies to build innovative product experiences and go-to-market models.
• Strong negotiation skills and ambition about what Stripe should pursue with partners, and how Stripe creates value and differentiation.
• An operationally focused mindset, with the ability to see challenging deals through to success well beyond signing. Experience leading teams through execution using planning, metrics, and organizational structures.
• A mindset focused on contributing to the success of the team and company beyond individual goals and objectives.

Preferred qualifications

• Experience at fintech companies that build payment and card-issuing programs or stablecoin-linked card programs.
• Experience developing partnership strategy across multiple markets or partner types.
• Experience representing a company with industry groups, at conferences, or with senior external executives.
• Experience mentoring or guiding peers on partnership strategy, complex negotiations, or cross-functional execution.