Account Executive, Startup Platforms (Existing Business)

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 The Platform Velocity Sales team works with B2B Software Platforms to help them facilitate payments for their customers using our Stripe Connect product. Software Platforms, also known as B2B Indirect, are software platform businesses who serve other businesses. You will work with the next wave of startup platforms already using Stripe.

As a key member of the Stripe Platforms team, you will manage and elevate relationships with a named account list while identifying new growth opportunities and ways Stripe can exceed expectations.

If you’re motivated, smart, persistent, and a great teammate, we want to hear from you!

What you’ll do

As an Account Executive (Existing Business), you will create partnerships between Stripe and the most innovative and fastest-growing software platforms in the world by helping them to understand how Stripe’s online commerce infrastructure can make payments a competitive advantage for their businesses.

Responsibilities

• Directly manage and cultivate a named account list while crafting comprehensive account plans aimed at winning and expanding business with upper middle market and enterprise companies.
• Build and sustain key relationships with C-level executives, ensuring the orchestration of appropriate executive touchpoints.
• Contribute to the development of our platform partnership strategy by establishing repeatable processes and scalable engagement models.
• Develop outbound strategies to create and nurture new business opportunities.
• Own the complete sales cycle, from lead generation to closing sales with upper middle market and enterprise clients.
• Coordinate and support the implementation of sold platforms and facilitate their effective utilization of Stripe products.
• Foster relationships with executive stakeholders at both new and existing clients.
• Collaborate with leaders across various functions (such as Engineering, Product, and Finance) to conduct complex product workshops and financial analyses.
• Lead and contribute to team initiatives aimed at developing and refining our sales process.
• Engage with Product and Engineering teams to shape and drive product strategy.

Who you are

You are an adept salesperson and relationship manager capable of engaging in business-level and technical conversations at multiple levels of the organization, including the CTO, COO, and CFO. You have experience working with Startup, SMB, and Mid-Market companies. You have an in-depth understanding of the buyer journey and can lead a complex, multi-party sale in a highly consultative manner. You are used to building value in competitive situations and enjoy working on products that require deep product understanding combined with technical knowledge. You are naturally analytical and enjoy digging into business models and helping customers quantify their investment decisions. You get excited about prospecting and are capable of independently leading a sales cycle from start to finish. Finally, you enjoy building – you like to actively participate in the development of our sales process, the articulation of our value proposition, and the creation of key tools and assets.

If you’re motivated, smart, persistent, and a great teammate, we want to hear from you!

Minimum Requirements

• A minimum of 3-6 years of sales or prospecting experience, ideally within a technology company, showcasing a consistent record of top performance.
• Directly manage and nurture a named account list and develop account plans for winning and expanding business with upper middle market and enterprise companies.
• Build and maintain key relationships with C-level executives while orchestrating the right executive touch points as well.
• Contribute to shaping our platform partnership strategy and building repeatable processes and scaled engagement models.
• Develop outbound strategies to create and nurture opportunities.
• Own the full sales cycle from lead to close for upper middle market and enterprise companies.
• Develop relationships with executive stakeholders at new and existing clients.
• Work with company leaders from multiple functions (e.g., Engineering, Product, and Finance) to lead complex product workshops and financial analyses.
• Lead and contribute to team projects to develop and refine our sales process.
• Engage with Product and Engineering teams to help drive product strategy.

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 and Bengaluru, India 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 $163,600 - $245,400. 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.