Strategy and Operations Lead, Deal Pricing

Stripe; New York (NY); Hybrid; USD 132,000 - 198,000; Full time

Benefits offered by this job

Equity

401(k) plan

Medical/dental/vision benefits

Wellness stipend

Job summary

Stripe is seeking a seasoned BizOps/Chief of Staff aligned to the Deal Pricing function. You will own the global operating model, drive cross-functional process excellence, and codify commercial knowledge to scale GTM velocity. Hybrid or remote in the US, with a focus on measuring performance and accelerating decision-making.

You will work with Sales, Finance, and Strategy to build scalable processes, SOPs, and pricing insights, leveraging AI to improve efficiency and outcomes.

Qualifications

• 6–8+ years in BizOps, Sales Ops, or Chief of Staff in GTM high-growth teams.
• Experience using generative AI tools to accelerate work.
• Proven ability to translate high-level strategy into operational execution frameworks (OKRs, KPIs).
• Outstanding written communication for playbooks and memos in a document-centric culture.
• Track record mapping complex cross-functional processes and redesigning workflows to improve cycle times.
• Strong understanding of GTM tech stacks and ability to write clear BRDs for technical teams.

Responsibilities

• Drive strategic planning and operating rhythm, translating annual goals into quarterly OKRs with clear ownership.
• Manage operating cadence (MBRs, QBRs, leadership syncs) to drive accountability and surface risks.
• Develop strategic telemetry to inform pricing strategy, operations pivots, and executive decisions.
• Govern commercial processes by defining SLAs for deal pricing approvals to ensure consistency.
• Identify bottlenecks and redesign playbooks with partner ops to clarify decision boundaries.
• Codify deal pricing playbooks and maintain a single source of truth for SOPs.
• Scale sales self-service by translating policies into self-serve guides and playbooks.
• Lead CRM/CPQ evolution, moving pricing from spreadsheets to automated workflows.
• Identify AI opportunities to automate documentation, summarize legacy terms, and extract data.

Skills

BizOps experience

AI tooling familiarity

Strategy translation

Cross-functional collaboration

BRD/BRD writing

GTM tech knowledge

Tools

Salesforce

CPQ

Workflow automation

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 Stripe

Deal Pricing is a dedicated global function that provides deal pricing expertise, financial insights, and deal support for negotiated users to Stripe's global Go‑to‑Market teams. We work to ensure deals create economic value for Stripe by establishing the deal commercial framework for a scaling sales organization, actively supporting large and strategic deals, and providing pricing insights and feedback to sales, finance, and product leaders. Deal Pricing frequently works with cross‑functional business partners across Operations, Finance and Strategy, and Product. There is constant collaboration with Deal Pricing colleagues across all regions.

Rather than pricing individual deals, this Strategy and Operations (S&O) role acts as a central engine behind the global deal pricing team. You’ll serve as a "Chief of Staff" function to Deal Pricing leadership—owning the global operating model, driving cross‑functional process excellence, managing our strategic operating rhythm, and codifying our commercial knowledge so Stripe can scale its GTM velocity.

What you’ll do

Strategic planning and operating rhythm

• Drive strategy execution. Translate high‑level annual goals into actionable quarterly OKRs, ensuring clear ownership and measurable progress.
• Manage the operating cadence. Facilitate the team’s operating rhythm (MBRs, QBRs, and leadership syncs) to drive accountability, surface risks, and unblock cross‑functional dependencies.
• Strategic telemetry and insights. Collaborate with our tooling and analytics team to track functional performance, using data to inform pricing strategy, operational pivots, and executive decision‑making.

Commercial governance and friction management

• Optimize cross‑functional SLAs. Act as the primary bridge between Sales velocity and risk‑mitigation functions (Deal Strategy, Finance, Treasury). Define and enforce SLAs for deal pricing approvals to ensure global consistency.
• Resolve bottlenecks. Proactively identify process friction, working with partner ops teams to redesign playbooks and clarify decision‑making boundaries.

Knowledge infrastructure and sales enablement

• Codify the "Deal pricing playbook." Build and maintain a single source of truth for deal pricing frameworks, guidelines, and Standard Operating Procedures (SOPs), ensuring documentation is version‑controlled and highly discoverable.
• Scale sales self‑service. Partner with Sales Enablement to translate complex commercial policies into self‑serve guides and playbooks, empowering Sales to execute simple deals independently.

Process and AI architecture

• Systems roadmap. Act as a lead for our CRM and CPQ evolution, transforming manual, spreadsheet‑based pricing into automated, scalable workflows.
• Deploy AI for efficiency. Proactively identify and implement AI and LLM solutions to accelerate operations—including automating documentation, summarizing legacy contract terms, and extracting data from unstructured sales communications.

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

• 6–8+ years of experience in Business Operations (BizOps), Sales and Revenue Operations, Management Consulting, or a Chief of Staff role supporting a high‑growth GTM team.
• Practical experience using generative AI tools (e.g., LLMs, advanced prompting techniques, AI‑driven search/synthesis tools) to accelerate your work. While not a software engineer, you are “technically savvy.” You can navigate data structures and AI orchestration tools to build prototypes or initial solutions independently.
• Proven experience translating high‑level corporate strategy into operational execution frameworks (OKRs, KPIs)
• Outstanding written communication skills. You must be able to write clear, structured, and highly professional playbooks and memos (critical for Stripe’s document‑centric culture).
• A track record of mapping complex, cross‑functional processes, identifying root causes of friction, and redesigning workflows to improve cycle times.
• Strong understanding of GTM tech stacks (Salesforce, CPQ, workflow automation) and how to write clear business requirement documents (BRDs) for technical teams.

Preferred Qualifications

• Experience in Fintech, Payments, or consumption‑based (API) SaaS models.
• Direct experience building simple automation flows to optimize personal or team productivity.

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 $132,000 - $198,000. 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.