Strategy and Operations Lead, Deal Pricing

Find Operators; Washington, Northern (District of Columbia, KY); Hybrid; USD 180,000 - 240,000; Full time

Job summary

Stripe is seeking a Strategy & Operations professional to act as Chief of Staff for Deal Pricing, owning the global operating model and driving cross-functional process excellence. You will codify pricing policies, deploy AI-enabled workflows, and partner with GTM, Finance, Strategy, and Product to scale pricing velocity.

The role emphasizes operating cadence, governance, and scalable knowledge infrastructure to accelerate strategic execution for high-growth deals.

Qualifications

• Bachelor’s degree in Business Administration, Operations Management, Finance, Economics, Management, or a related field.
• 6–8+ years of experience in BizOps, Sales and Revenue Ops, Management Consulting, or Chief of Staff for a high-growth GTM team.
• Experience using generative AI tools (LLMs, prompting techniques, AI-driven search/synthesis) to accelerate work.
• Proven ability translating corporate strategy into operational execution frameworks (OKRs, KPIs).
• Outstanding written communication for clear, structured playbooks and memos.
• Track record mapping complex processes, identifying friction, redesigning workflows to improve cycle times.
• Strong understanding of GTM tech stacks (Salesforce, CPQ, automation) and writing BRDs.

Responsibilities

• Strategic planning and operating rhythm: translate goals into quarterly OKRs with ownership and progress.
• Manage operating cadence (MBRs, QBRs, leadership syncs) to drive accountability and surface risks.
• Collaborate with analytics to track performance, inform pricing strategy and executive decisions.
• Commercial governance: define and enforce SLAs for pricing approvals to ensure global consistency.
• Resolve bottlenecks by redesigning playbooks and clarifying decision boundaries.
• Codify the deal pricing playbook into a reusable knowledge base for self-serve guides.

Skills

BizOps

Sales Ops

Management Consulting

Chief of Staff

AI tools

OKRs KPI

Written communication

Cross-functional mapping

GTM tech stack

BRDs

Education

Bachelor's degree

Tools

Salesforce

CPQ

Workflow automation

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

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

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