Partner Development Manager, Strategic Partnerships

Stripe; San Francisco (CA); Hybrid; USD 163,000 - 245,000; Full time

Benefits offered by this job

Equity

401(k)

Medical, dental, and vision

Wellness stipends

Job summary

Stripe is seeking a senior strategic partnerships leader to develop and manage relationships with our largest partners, driving initiatives that underpin Stripe's product strategy. You will lead deal work and collaborate with product, engineering, and GTM teams to accelerate growth.

The role requires 8+ years in partnerships with a track record in financial institutions or fintech, strong negotiation and leadership skills, and a strategic, entrepreneurial mindset. Hybrid/remote, US-based.

Qualifications

• 8+ years of partnerships experience with 3+ years of business development experience.
• Experience establishing partnerships with financial institutions, fintech, or equivalent strategic partners.
• Strong communication skills and ability to influence internal and external stakeholders.
• Technical acumen to understand Stripe’s product portfolio and define requirements with partners.
• 3+ years defining and executing partnership strategies to build innovative product experiences.
• 3+ years negotiating commercial deals with top financial and technology institutions.
• Interest in payments, economic infrastructure, and Stripe’s partners.
• Preferred: Payments experience.

Responsibilities

• Evaluate and develop the business case to support Stripe’s product and engineering investment in new strategic partnerships across verticals (e.g. AI, Platforms, Payment Methods).
• Manage strategic planning, negotiation and new partnership development.
• Ensure highly structured, methodical deal management rooted in milestones, KPIs, and alignment with partners on opportunities of mutual interest.
• Navigate the largest partners, in partnership with product, operations, marketing and sales, to execute deals supporting Stripe’s strategy.
• Develop and grow Stripe’s relationships with partners, including their senior executives and leadership.
• Partner with cross-functional teams (Product, Engineering, Go-to-Market Partnerships, Product Marketing, Operations) to design and implement strategies and processes that will enable us to scale our partnerships and increase our velocity as a team.

Skills

Partnerships experience

Business development

Negotiation

Communication

Technical acumen

Strategic thinking

Cross-functional collaboration

Payments domain knowledge

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

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.

About The Team

The Strategic Partnerships team develops and manages relationships with large partners that enable Stripe's product strategy and deliver new capabilities to Stripe users. Our team executes on high-impact, cross-functional initiatives across new products, geographic expansion, user advocacy, and policy. These partnerships have a significant impact on Stripe and the products used by millions of our users.

We're looking for a senior member to join our team to develop new partnerships with our largest users and strategic partners, and drive critical initiatives that will be foundational for Stripe. A successful candidate will have significant experience delivering complex deal work, creating and driving strategy, working with cross-functional teams to launch new initiatives, and initiating first-of-a-kind partnerships. We're looking for someone who exhibits a strong sense of ownership, performs at a senior level, drives to have an impact, and has an entrepreneurial spirit.

What you’ll do

Responsibilities

• Evaluate and develop the business case to support Stripe’s product and engineering investment in new strategic partnerships across verticals (e.g. AI, Platforms, Payment Methods)
• Manage strategic planning, negotiation and new partnership development
• Ensure highly structured, methodical deal management rooted in milestones, KPIs, and alignment with partners on opportunities of mutual interest
• Navigate the largest partners, in partnership with product, operations, marketing and sales, to execute deals supporting Stripe’s strategy
• Develop and grow Stripe’s relationships with partners, including their senior executives and leadership
• Partner with cross-functional teams (Product, Engineering, Go-to-Market Partnerships, Product Marketing, Operations) to design and implement strategies and processes that will enable us to scale our partnerships and increase our velocity as a team

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+ years of partnerships experience with 3+ years of business development experience, establishing partnerships with financial institutions, fintech, payment method, or equivalent strategic, complex partners
• Strong agency, can handle ambiguity in a fast-moving organization, and thrives on a high level of autonomy and responsibility
• Strong communication skills, in both verbal and written form, and ability to influence internal and external stakeholders across a wide variety of functions
• Technical acumen, an ability to understand Stripe’s product portfolio and strategy and use this understanding to define requirements with partners and evaluate new partnership opportunities
• 3+ years experience defining and executing partnership strategies to build innovative product experiences
• 3+ years experience negotiating commercial deals with top financial and technology institutions, including scaling such deals across multiple partners
• Interest in and intellectual curiosity about payments, economic infrastructure, and Stripe’s partners

Preferred Requirements

• Payments experience

Hybrid work at Stripe

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

In-office expectations

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.

Working remotely at Stripe

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.

Pay and benefits

The annual US base salary range for this role is $163,400 - $245,200. 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.