Program Manager, Deal Operations

Stripe; United States; Remote; USD 140,000 - 210,000; Full time

Job summary

Stripe is seeking a Program Manager within Global Business Practices to tackle GTM deal lifecycle challenges at a global scale. You will shape policy, govern CPQ, and coordinate cross-functional teams to streamline commercial processes.

The role requires experience in enterprise deal transformations, stakeholder management, and data-driven decision making. A fast-paced, high-ambiguity environment awaits with significant cross-functional impact.

Qualifications

• 7+ years of program management, business operations, or consulting.
• Experience with deal management, contract lifecycle, and revenue policy.
• Strong analytical, presentation, and cross-functional communication skills

Responsibilities

• Lead end-to-end transformation programs across GTM deal lifecycles.
• Coordinate CPQ governance and UAT for new features.
• Manage cross-functional change activities and stakeholder communications.
• Build relationships with Stripe stakeholders and drive deal policy improvements.
• Identify opportunities to optimize deal lifecycle across strategy, policy and technology.
• Synthesize data to inform decisions and make exec-level recommendations.
• Drive prioritization among competing projects

Skills

Program management

Cross-functional collaboration

Stakeholder management

Executive communication

Analytical thinking

Excel/Google Sheets

GTM/deal policy

Tools

Salesforce

CPQ

Contract lifecycle management tools

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

Global Business Services’ (GBS) Business Practices team establishes and manages policies and processes for the GTM motion, including deal policy, approval and revenue contracting processes, and other deal related operations (e.g. misbilling, deal support models, etc). 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. This role sits within Global Business Practices’ Business Practices team, responsible for establishing, managing, and improving policies and processes to improve deal quality and velocity for Stripe.

What you’ll do

Our Program Managers are focused on solving GTM’s deal lifecycle challenges to create scalable and efficient deal policies and processes in support of commercial activities. We are looking for a self-starter who has demonstrated success dealing with ambiguous global-scale programs, with multi-layered stakeholder management and significant cross-functional team engagement. The ideal candidate will: (1) have deal policy and process background working at a hypergrowth technology/GTM org, (2) have superior communication skills to work across senior stakeholders across different functions, and (3) thrive when solving complex problems with limited oversight & incomplete data.

Responsibilities

• Be accountable for building and driving large-scale deal lifecycle transformation program changes end-to-end, and be directly responsible for marshaling the cross-functional support and resources needed to accomplish your goals
• Own Business Practices’ CPQ governance across the deal lifecycle by coordinating UAT for new features, ensuring all GA products are available in the CPQ, and establishing scalable best practices for evaluating and prioritizing new CPQ requests.
• Manage directly (or coordinate) the ‘full-stack’ of change management activities across stakeholder engagement and creating champions, messaging/communication planning, support and enablement
• Develop strong collaborative relationships with key stakeholders across Stripe across levels and functions
• Work cross-functionally to proactively identify deal lifecycle improvement opportunities for the GTM teams spanning strategy, people, policy, process, and/or technology
• Seamlessly prioritize among various projects and synthesize data to guide/support strategy and decision
• Make exec level recommendations and drive decisions, where necessary

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

• A strong track record of delivering global, complex enterprise deal lifecycle/commercial transformation programs with multiple constituents in a changing, ambiguous environment end-to-end
• Experience with deal management processes, deal process related root cause analysis, and commercial agreements
• 7+ years of experience in program management, business operations, management consulting or a related discipline
• Works well under pressure, with a high degree of adaptability and flexibility in a fast paced, rapidly changing environment
• The ability to diagnose, simplify and structure problems and solutions while having command of "the details"
• Enthusiastic "roll up your sleeves" mentality
• Excellent analytical, presentation, and communication experience, influencing across all levels from front lines to executive stakeholders. You set a high-bar in terms of communication effectiveness.
• Comfort with Excel and/or Google Sheet for analyzing large datasets
• Prior experience with Salesforce, CPQ, Deal Approval, Contract Lifecycle Management tools

Preferred qualifications

• Comfort operating with incomplete data and adapting / re-prioritizing activities as business needs change
• Deep problem solving and analysis experience (solving business problems - commercial, operational, financial) in a sales-oriented environment
• A growth mindset and innate curiosity where every interaction is an opportunity to learn and improve (yourself, and those around you)
• You demonstrate leadership qualities throughout your work - taking ownership of challenges, selflessly supporting your colleagues, and setting the standard for quality in your deliverables
• Prior experience with payments and/or SaaS