Professional Services Account Executive

Stripe, Inc.; London (KY); On-site; USD 140,000 - 190,000; Full time

Job summary

Stripe, Inc. is seeking an Enterprise Services Manager to drive Professional Services engagements with strategic enterprise clients.

You will own the end-to-end sales cycle, craft tailored proposals, and partner with Account Executives to expand relationships and bookings. You will advise executives on digital transformation business cases, lead pre-sales workshops, and align product, engineering, marketing, and services to deliver measurable outcomes for large clients.

Qualifications

• 5+ years of professional services sales experience in tech or consulting.
• Experience in pre-sales and selling sizable service engagements.
• Experience developing contracts and Statements of Work (SOW).
• Ability to lead large transformational engagements using disruptive technologies.
• Thrives working with large customers and balancing priorities.
• Ability to translate complex business requirements into tailored solutions.

Responsibilities

• Own the entire Professional Services sales cycle for enterprise companies.
• Partner with Account Executives on named accounts to develop plans for winning and expanding PS business.
• Forecast and manage bookings for Professional Services.
• Craft proposals aligned with clients’ business outcomes using PS and partner offerings.
• Advise senior leadership on business cases for digital transformation.
• Lead pre-sales workshops focusing on strategy, discovery, and assessment.
• Shape PS deals and negotiate contracts/SOW.
• Engage Product and Engineering to influence product strategy for large clients.
• Collaborate with GTM partners to drive mutual growth.
• Prepare delivery teams with insights to align outcomes with client goals.

Skills

Professional services sales

Pre-sales

SOW/contract development

Strategic account management

Cross-functional collaboration

Negotiation

Business case development

Job description

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

Stripe’s Professional Services Sales team works with our most strategic users; You will help customers accelerate their growth and adoption on Stripe. This role is responsible for leading strategic conversations during pre-sales that will transform the payments and financial infrastructure for leading enterprises, ultimately driving revenue growth through our professional service offerings.

What you’ll do

As an Enterprise Services Manager, you will sell Professional Services engagements to strategic clients and drive Stripe’s future growth engine by building relationships with prospective users and turning them into happy Stripe users.

Responsibilities

• Own the entire Professional Services sales cycle for enterprise companies.
• Partner with Account Executives on named account lists to develop account plans aimed at winning and expanding Professional Services business with enterprise clients.
• Drive the success of Professional Services by managing and forecasting bookings.
• Craft custom proposals that align with clients' business outcomes, utilizing services across Professional Services and partner offerings.
• Advise senior leadership in customer organizations on building business cases for digital transformation.
• Lead pre-sales workshops with customers, focusing on strategy, vision, discovery, and assessment.
• Shape Professional Services deals, and build and negotiate contracts/Statements of Work.
• Engage with Product and Engineering teams to influence product strategy for large clients.
• Collaborate effectively with GTM partners to integrate complementary strategies and drive mutual growth objectives.
• Prepare the delivery team with user insights to ensure that the delivery aligns with the desired business outcomes.

Who you are

We're looking for someone who meets the minimum requirements to be considered for the role. The preferred qualifications are a bonus, not a requirement.

Minimum requirements

• 5+ years of professional services sales experience, preferably at a technology company or a consulting firm, with a track record of top performance.
• Proven experience in pre-sales and sales of sizable service engagements, as well as in contract and Statement of Work (SOW) development.
• Demonstrated ability to lead large transformational engagements using disruptive technologies.
• Thrives on the urgency and importance of working with our largest customers, achieving set objectives while balancing competing priorities.
• Ability to understand complex business requirements and develop tailored solutions.
• Demonstrated ability to navigate ambiguity to produce strategic insights and identify opportunities.

Preferred qualifications

• Knowledge of the sales cycles associated with a SaaS product or technology platform for strategic enterprise customers.
• An in-depth understanding of the buyer journey and the ability to lead complex, multi-party sales in a highly consultative manner.
• Experience working with upper middle market and enterprise companies.
• A proven track record of driving cross-functional alignment among a broad set of stakeholders, including engineering, sales, support, product, marketing, data science, and senior leadership, to achieve growth targets.
• Experience in building and scaling a go-to-market (GTM) growth discipline, including the development of strategy, processes, and operating models.
• Proven ability to create a strong growth culture within a team.
• Background in a growth-stage internet/software company and/or the payments industry.
• Familiarity with APIs and their role in digital solutions.