Sales Strategy and Operations, Mergers and Acquisitions

Stripe; South San Francisco (CA); On-site; USD 189,000 - 284,000; Full time

Benefits offered by this job

Equity

401(k)

Bonus/commissions

Job summary

Stripe is seeking a seasoned leader to own the sales strategy and operations work tied to mergers and acquisitions. You will translate acquisition plans into clear GTM changes, design operating models, and coordinate execution across diverse teams to ensure smooth integration and successful product launches.

The role requires extensive experience in GTM, M&A, and cross-functional program leadership, with a hands-on approach for fast-moving environments.

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.

Responsibilities

• Lead due diligence and integration planning for acquisitions from a GTM perspective.
• Develop integration plans and operating models to align acquired products with Stripe’s GTM.
• Design sales operating models covering coverage, ownership, and engagement rules for acquired products.
• Coordinate cross-functional execution across Corporate Development, Sales, Finance, Product, Legal, and Enablement.
• Establish criteria for launch and integration readiness, including seller readiness, data, enablement, and quoting.

Skills

Cross-functional leadership

GTM strategy

Sales strategy

Analytical thinking

Program management

Education

Bachelor’s degree in Business, Economics, or related field

Tools

SQL

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

In‑office expectations

Office‑assigned Stripes in most of our locations are currently expected to spend at least 50% of the time in a given month in their local office or with users. This expectation may vary depending on role, team and location. For example, Stripes in Stripe Delivery Center roles in Mexico City, Mexico, Bengaluru, India, and Dublin, Ireland work 100% from the office. Also, some teams have greater in‑office attendance requirements, to appropriately support our users and workflows, which the hiring manager will discuss. This approach helps strike a balance between bringing people together for in‑person collaboration and learning from each other, while supporting flexibility when possible.

Pay and benefits

The annual US base salary range for this role is $189,400 - $284,000. 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.

Company

Stripe

Team

Revenue Operations

Office location

South San Francisco HQ

Employment type

Full time