Scale Partner Marketing Lead

Stripe; Seattle (WA); Hybrid; USD 231,000 - 347,000; Full time

Benefits offered by this job

Equity

Bonus/Commissions

401(k)

Medical, dental, and vision benefits

Wellness stipend

Hybrid or remote work

Job summary

Stripe seeks a seasoned Global Scale Partner Marketing leader to build and run a global, integrated partner marketing function. You will lead a team of 6 and coordinate 15–20 contracted marketers, shaping strategy, operating model, and partner programs to drive demand and revenue.

You will manage cross-functional collaboration across partnerships, GTM, marketing, and product, optimize ROI, and scale programs for partner types worldwide while aligning with Stripe’s mission and growth objectives.

Qualifications

• 15+ years of relevant B2B partner marketing experience
• 5+ years of direct people management experience, including managing managers and building teams of 5+ people
• Experience working as part of a global marketing team with execution across different regions
• Proven ability to influence and guide the partner’s marketing leadership team to align on objectives and deliver against joint marketing priorities and plans
• Strong written and verbal communication skills that demonstrate proven leadership capabilities and ability to collaborate cross-functionally
• Experience shaping value proposition and messaging framework
• Demonstrated experience in measuring and improving the ROI of marketing investments through marketing engines
• Deep understanding of the user journey through and with a partner channel and funnel, sales cycle and product lifecycle and their respective requirements on the partner marketing organization to drive attach, growth and revenue
• Superb organization and project management skills and the capacity to manage multiple complex projects at once
• Experience in managing distributed teams across different timezones
• Excellent analytical skills and the ability to craft actionable insights from complex data

Responsibilities

• Set and communicate a clear vision, strategy, and operating model for the newly created scale partner marketing organization, with functions on the team including:
• To-partner communications: Lead the development of to-partner value propositions aligned by partner type, an editorial calendar inclusive of omnichannel tactics and governance process working across partner marketing, sales, product, and marketing.
• Stripe-led events & Partner Advisory Board: Lead partner strategy for Stripe’s flagship event Sessions, Stripe Tour, tier one industry events and develop and lead a Partner Advisory Board program.
• Online & field events: Lead the development of a global online and regional event engine to drive consistency & efficiency in execution, inclusive of developing a capacity model and event calendar in partnership with partner marketing segment leaders.
• Campaign content: Lead the development of Partner co-marketing materials aligned to our Stripe campaign roadmap, determining the prioritization based on to-partner value proposition & opportunity, ensuring content stays updated at all times, and innovating on content based on partner usage data.
• Partner program strategy & partner journeys: Develop the partner journey by partner type and tier across the partner lifecycle to inform Partner Program requirements, prioritize those requirements, and lead the brand and marketing of the Stripe Partner Ecosystem.
• MDF & incentive design: Develop, implement and manage a MDF program and incentives that motivates partners to exceed the growth objectives of our product and sales segments. Create a partner benefits program leveraging funds matched by Stripe that allows partners to easily extend Stripe’s distribution through marketing campaigns.

Skills

Partner marketing leadership

People management

Global marketing collaboration

Strategy & ROI analysis

Communication skills

Value proposition messaging

ROI measurement

Customer journey understanding

Project management

Distributed teams

Data-driven insights

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

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 Partner Marketing team extends Stripe’s marketing reach to customers and prospects by educating, engaging, and enabling partners, globally, to build market awareness and generate demand for their Stripe solutions and services. We recruit prospective partners and support the on-boarding and growth of existing partners as they build, launch, market, and scale business through the Stripe Partner Ecosystem and the Stripe platform. We partner closely with our global partnerships, GTM, marketing, and product teams and serve many different partner types.

What you’ll do

We’re looking for an experienced, creative, results-oriented marketer to lead our Global Scale Partner Marketing strategy and team. You will be directly responsible for a global scale marketing team of 6, in addition to 15-20 contracted marketing coordinators with a dotted-line reporting relationship. This role leads defining our scaled operating model and partner marketing investment model across our to, through, and with partner marketing functions. This individual will develop and lead a team that creates the strategy and executes: to partner communications, Stripe-led events & our Partner Advisory Board, online & field events (inclusive of designing and managing a shared resource of marketing coordinators for regional execution), campaign content, Partner program strategy & partner journeys, and market development funds (MDF) & incentive design.

We are looking for a candidate that can develop the new operating model, form this new, integrated partner marketing function, and deliver a shared global service across multiple Global Partner Segments. This role will have the opportunity to build out the strategy and scale growth plan for our partner marketing segments globally and locally, innovating marketing approaches to maximize ROI. This team's programs will generate demand, accelerate GTM pipeline, and strengthen partner relationships globally, supporting Stripe’s mission of increasing the GDP of the internet.

Responsibilities

• Set and communicate a clear vision, strategy, and operating model for the newly created scale partner marketing organization, with functions on the team including:
• To-partner communications: Lead the development of to-partner value propositions aligned by partner type, an editorial calendar inclusive of omnichannel tactics and governance process working across partner marketing, sales, product, and marketing.
• Stripe-led events & Partner Advisory Board: Lead partner strategy for Stripe’s flagship event Sessions, Stripe Tour, tier one industry events and develop and lead a Partner Advisory Board program.
• Online & field events: Lead the development of a global online and regional event engine to drive consistency & efficiency in execution, inclusive of developing a capacity model and event calendar in partnership with partner marketing segment leaders.
• Campaign content: Lead the development of Partner co-marketing materials aligned to our Stripe campaign roadmap, determining the prioritization based on to-partner value proposition & opportunity, ensuring content stays updated at all times, and innovating on content based on partner usage data.
• Partner program strategy & partner journeys: Develop the partner journey by partner type and tier across the partner lifecycle to inform Partner Program requirements, prioritize those requirements, and lead the brand and marketing of the Stripe Partner Ecosystem.
• MDF & incentive design: Develop, implement and manage a MDF program and incentives that motivates partners to exceed the growth objectives of our product and sales segments. Create a partner benefits program leveraging funds matched by Stripe that allows partners to easily extend Stripe’s distribution through marketing campaigns.
• Manage, coach, and develop a high-performing team of partner marketers; create an inclusive, accountable team culture and identify opportunities to grow leadership capability across the organization. Build strong senior relationships across Partner Marketing Segment Leads, Campaigns, Regional Marketing, Demand Generation, Field Marketing, Partnerships, and other stakeholder teams; resolve cross-functional tradeoffs, resourcing gaps, and execution blockers
• Establish rigorous measurement and learning practices for partner marketing, synthesizing performance across marketing engines to identify the levers that most effectively drive customer acquisition, activation, and partner impact—and share those insights broadly

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

• 15+ years of relevant B2B partner marketing experience
• 5+ years of direct people management experience, including managing managers and building teams of 5+ people
• Experience working as part of a global marketing team with execution across different regions
• Proven ability to influence and guide the partner’s marketing leadership team to align on objectives and deliver against joint marketing priorities and plans
• Strong written and verbal communication skills that demonstrate proven leadership capabilities and ability to collaborate cross-functionally
• Experience shaping value proposition and messaging framework
• Demonstrated experience in measuring and improving the ROI of marketing investments through marketing engines
• Deep understanding of the user journey through and with a partner channel and funnel, sales cycle and product lifecycle and their respective requirements on the partner marketing organization to drive attach, growth and revenue
• Superb organization and project management skills and the capacity to manage multiple complex projects at once
• Experience in managing distributed teams across different timezones
• Excellent analytical skills and the ability to craft actionable insights from complex data

Preferred Qualifications

• Experience in the payments, financial technology, or adjacent industries or marketing FinTech solutions
• Experience at a highly dynamic, high-growth tech company
• Experience with demand generation marketing or product marketing

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 $231,200 - $346,800. 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.