Sales Strategy and Operations, Mergers and Acquisitions

Xapply; South San Francisco (CA); On-site; USD 180,000 - 260,000; Full time

Job summary

Stripe is seeking a senior leader to own sales strategy and operations for mergers and acquisitions, shaping how acquired units fit into Stripe’s GTM model. You will collaborate with Corporate Development, Sales, Finance, Product, Marketing, and Legal to plan integration, launch readiness, and post‑acquisition execution.

You will design operating models, drive cross‑functional alignment, and ensure efficient adoption of new products and processes across teams while delivering measurable outcomes

Qualifications

• Bachelor’s degree in Business Administration, Operations Management, Finance, Economics, Management, or a related field.
• 10+ years of experience in sales strategy and operations, revenue operations, M&A integration, corporate strategy, management consulting, investment banking, or a similar strategic operating role
• Experience leading complex, cross‑functional programs in a technology, software, or similarly dynamic business environment
• Strong understanding of business‑to‑business GTM models, including direct sales, specialist sales, sales development, inbound routing, partner channels, renewals, expansion, and customer migration
• Ability to turn ambiguous business questions into structured analyses, operating models, workstreams, timelines, and decision frameworks
• Strong analytical skills, including experience using data to identify risks, evaluate options, and measure business performance
• Demonstrated program leadership skills, including milestone management, dependency tracking, risk management, stakeholder alignment, and escalation
• Strong written and verbal communication skills, with the ability to explain complex issues, recommendations, and tradeoffs to senior stakeholders
• A hands‑on approach and the adaptability to work across strategy and execution in a fast‑moving environment

Responsibilities

• Lead the sales strategy and GTM integration work required to assess and integrate acquisitions into Stripe’s GTM organization.
• Develop integration plans, design operating models, coordinate cross‑functional execution, and help sales teams bring acquired products to market.
• Partner with Corporate Development, Sales, Finance, Product, Product Marketing, Enablement, Deal Desk, Legal, and systems teams to support due diligence and integration planning.
• Evaluate and translate acquisition strategy into executable GTM plans with clear workstreams, owners, milestones, and decision points.
• Establish launch readiness criteria covering seller readiness, systems, data, and reporting for post‑launch support.
• Create durable ownership for ongoing processes before transitioning out of integration phase
• Build reusable playbooks for Day 1, Day 30, Day 90, and post‑integration phases for future acquisitions.
• Develop reporting mechanisms to monitor integration progress, pipeline health, and business performance
• Assist pricing, packaging, catalog, quota, compensation, forecasting, and quote‑to‑cash workstreams with owners

Skills

Analytical thinking

Cross-functional leadership

Communication skills

Strategic thinking

Hands-on approach

Data-driven decision making

Education

Bachelor’s degree in Business Administration, Operations Management, Finance, Economics, Management, or related field

Tools

SQL

Google Sheets

Excel

BI Tools

Job description

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 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 Go-to-Market (GTM) Operations team works across Corporate Planning, GTM Strategy, Product, and regional Strategy and Operations.

This role will lead the sales strategy and operations work associated with mergers and acquisitions (M&A). You’ll help assess how acquired businesses fit into Stripe’s GTM model and translate acquisition plans into clear operational changes across account placement, territories, coverage, quotas, compensation, reporting, systems, and seller enablement. You’ll partner closely with Corporate Development, Sales, Finance, Product, Product Marketing, Deal Desk, Legal, and regional Strategy and Operations teams to support due diligence, integration planning, launch readiness, and post‑acquisition execution.

What you’ll do

You’ll lead the sales strategy and operations work required to assess and integrate acquisitions into Stripe’s GTM organization. You’ll develop integration plans, design operating models, coordinate cross‑functional execution, and help sales teams successfully bring acquired products to market.

Responsibilities

• Partner with Corporate Development and GTM leaders during due diligence to assess sales motions, organizational structure, pipeline, customer segments, coverage models, systems, and operational risks
• Translate acquisition strategy into an executable GTM integration plan with clear workstreams, owners, milestones, dependencies, decision points, and success measures
• Design sales operating models for acquired products, including coverage, segmentation, account ownership, rules of engagement, lead routing, specialist support, partner motions, and customer expansion paths
• Evaluate how acquired teams, products, customers, and pipelines should connect with Stripe’s existing sales processes and rhythm of business
• Establish launch and integration readiness criteria covering seller readiness, systems and data, enablement, quoting, reporting, customer handoffs, and post‑launch support
• Coordinate execution across Sales, Corporate Development, Finance, Product, Product Marketing, Enablement, Deal Desk, Legal, and systems teams
• Identify integration risks and execution gaps, recommend practical solutions, and elevate decisions with clear context and tradeoffs
• Develop reporting and operating mechanisms that help leaders monitor integration progress, field adoption, pipeline health, and business performance
• Support pricing, packaging, product catalog, quota, compensation, forecasting, and quote-to-cash workstreams in partnership with the relevant functional owners
• Help establish durable ownership for ongoing processes before work transitions out of the integration phase
• Build reusable due diligence, Day 1, Day 30, Day 90, launch readiness, and post‑integration playbooks for future acquisitions
• Use data and qualitative insights to evaluate integration outcomes and recommend adjustments to GTM strategy and execution

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’re encouraged to apply. The preferred qualifications are a bonus, not a requirement.

Minimum requirements

• Bachelor’s degree in Business Administration, Operations Management, Finance, Economics, Management, or a related field.
• 10+ years of experience in sales strategy and operations, revenue operations, M&A integration, corporate strategy, management consulting, investment banking, or a similar strategic operating role
• Experience leading complex, cross‑functional programs in a technology, software, or similarly dynamic business environment
• Strong understanding of business‑to‑business GTM models, including direct sales, specialist sales, sales development, inbound routing, partner channels, renewals, expansion, and customer migration
• Ability to turn ambiguous business questions into structured analyses, operating models, workstreams, timelines, and decision frameworks
• Strong analytical skills, including experience using data to identify risks, evaluate options, and measure business performance
• Demonstrated program leadership skills, including milestone management, dependency tracking, risk management, stakeholder alignment, and escalation
• Strong written and verbal communication skills, with the ability to explain complex issues, recommendations, and tradeoffs to senior stakeholders
• A hands‑on approach and the adaptability to work across strategy and execution in a fast‑moving environment

Preferred qualifications

• Experience supporting M&A due diligence, post‑acquisition integration, or both
• Experience designing or changing sales motions for new products, acquired products, or new customer segments
• Experience with pricing and packaging, product catalog or stock‑keeping unit transitions, quota and compensation planning, or quote-to‑cash processes
• Experience integrating sales processes, systems, data, reporting, or teams following an acquisition
• Experience with usage‑based business models or financial technology products
• Proficiency with Structured Query Language (SQL), Google Sheets, Excel, or business intelligence tools
• Experience building reusable M&A integration playbooks or GTM launch‑readiness frameworks
• Experience working with global sales organizations and regional GTM leaders
• Experience using artificial intelligence and automation to improve analysis or operational workflows