Sales Development Strategy and Operations Manager

Stripe

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 As a Sales Development Manager at Stripe, you'll drive Stripe's future growth engine by leading a team of inbound and outbound SDRs. You'll work with Stripe's Sales teams to build Stripe's sales pipeline. As a Sales Development Manager, you'll lead and coach a group of high-performing SDRs, helping them deliver on ambitious targets, as well as work directly with the team. We're looking for a self-starter who has demonstrated success dealing with ambiguity, operating in a high-growth environment, and solving problems with limited oversight. Ideal candidates will have management experience scaling a technology Sales Development team and superior communication skills. We take a data-driven, problem-solving approach to Sales Development, and look for someone who enjoys building—who will actively participate in the development of sales processes, the articulation of Stripe's value proposition, and the creation of key tools and assets to measure success. Stripe is not a typical company, and this is not a typical sales development function. If you're hungry, smart, persistent, and a great teammate, we want to hear from you. WHAT YOU'LL DO RESPONSIBILITIES * Recruit, train, and lead a rapidly growing team of SDRs * Contribute to both the long-term vision and strategy for the team and manage day-to-day operations * Own and drive execution of Stripe's new business pipeline goals by understanding and analyzing top-of-the-funnel metrics, pipeline quality, and revenue influenced across different segments * Coach, mentor, and guide the team in developing consultative and solution-based sales skills including campaign strategy, outbound execution, and nurturing interest in opportunities * Shape deep partnerships with Marketing, Sales, Sales Operations, Enablement, and Product Marketing teams to successfully collaborate on campaigns and events * Optimize your business for efficiency, accelerate ramp time to productivity, and ensure your team has a crisp understanding of Stripe domain knowledge * Effectively work cross-functionally across the organization to shape Stripe's solutions to meet client needs * Inspire, motivate, and enable individual development to promote career growth of direct reports 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 * 2+ years of people management experience * Experience leading inbound and outbound sales and operations in an early-stage, high-growth technology environment * Proven track record of high performance in a pipeline-generating or closing role * Ability to hire, train, and coach a high-performance sales team * Ability to build relationships with strategic clients and industry thought leaders * Demonstrated passion for startups and new technology businesses * Ability to clearly communicate technical concepts and build great relationships with highly technical customers * Demonstrated experience in leading and managing comprehensive program management initiatives to ensure successful project execution and alignment with organizational objectives * Experience working with AI inactive data, understanding its implications, and developing strategies for effective management and utilization PREFERRED QUALIFICATIONS * Prior experience at a growth-stage internet or software company * Fluency in any other European language is a plus 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.

Airbnb

Airbnb was born in 2007 when two hosts welcomed three guests to their San Francisco home, and has since grown to over 5 million hosts who have welcomed over 2 billion guest arrivals in almost every country across the globe. Every day, hosts offer unique stays and experiences that make it possible for guests to connect with communities in a more authentic way. The Community You Will Join: The Homes team plays a key role in shaping the Airbnb stays experience . As a multidisciplinary team, we partner with Hosts to conceptualize and develop high-quality, repeatable, and commercially viable offerings that align with our brand values.  Airbnb is seeking an Acquisition Manager, with a primary focus on the DACH countries, particularly Germany, to actively grow our network of Hosts and Partners. You will be at the forefront of expanding Airbnb's professional supply base in one of Europe's most important travel markets. This role will be part of the Homes EMEA team and report to the Field Operations Manager. The Difference You will Make: As an Acquisition Manager, you will be responsible for sourcing, pipeline building, supply acquisition and onboarding  of high quality professional inventory across Germany, Austria and Switzerland. You will play a central role in building Airbnb’s strong market presence in DACH  and collaborate with other teams as the local in-market expert. As someone who knows the Airbnb mission and values inside out, you will drive all phases of supply acquisition - from strategy development and active prospecting through to onboarding and market success. You will help develop and iterate scalable, localized supply acquisition strategies in your territory aiming to secure our long-term success. A Typical Day:  * Prospect and onboard new, high quality professional hosts in your assigned territory, continuously building and managing a strong pipeline * Create and deploy scaled strategies to effectively acquire Professional Hosts in your region * Represent Airbnb in external meetings with Professional Hosts, showing up as a credible and knowledgeable market expert * Analyze data and utilize data-driven recommendations to identify and act on strategic opportunities in your region to drive sales growth * Develop deep knowledge of your assigned geographic markets across DACH * Build and manage partner relationships within your assigned territory * Maintain a baseline understanding of the technical integration of various software partners so that you can provide the right support to your clients * Educate clients on all significant product changes and cascade feedback on product and policy to relevant internal stakeholders * Respond to and deliver exceptional service to your professional hosts in a timely and efficient manner * Work cross-functionally with product, communications, public policy and customer support teams to ensure our long-term market success Your Expertise: * 6+ years of experience in  sales  * 2+ years of hospitality/travel industry experience (nice to have) * Strong time management and prioritization skills * Strong B2B sales/new business development experience * Ability to work at both strategic and tactical levels, with a proven track record to execute in ambiguous environments * Excellent communication skills and ability to communicate effectively with clients * Experience building and strengthening relationships with external partners * Comfortable performing data analysis and making decisions based on the results * Available to travel to assigned markets * Ability to work within tight deadlines, adjust to changes in priorities, and balance short-term needs with long-term strategic initiatives * Hospitality/travel industry experience in the region is a plus * Highly proficient in using CRM software - Salesforce experience is a plus * Charismatic self-starter who is resourceful and self-sufficient * Fluency in German and English Our Commitment To Inclusion & Belonging: Airbnb is committed to working with the broadest talent pool possible. We believe diverse ideas foster innovation and engagement, and allow us to attract creatively-led people, and to develop the best products, services and solutions. All qualified individuals are encouraged to apply. How We'll Take Care of You: Our job titles may span more than one career level. The actual base pay is dependent upon many factors, such as: training, transferable skills, work experience, business needs and market demands. The base pay range shown below is annualized, is subject to change and may be modified in the future. This role may also be eligible for bonus, equity, benefits, and Employee Travel Credits. Germany Annual Pay Range €71.000—€84.000 EUR

Airbnb

Airbnb was born in 2007 when two hosts welcomed three guests to their San Francisco home, and has since grown to over 5 million hosts who have welcomed over 2 billion guest arrivals in almost every country across the globe. Every day, hosts offer unique stays and experiences that make it possible for guests to connect with communities in a more authentic way. The Community You Will Join: The Homes team plays a key role in shaping the Airbnb stays experience. As a multidisciplinary team, we partner with Hosts to conceptualize and develop high-quality, repeatable, and commercially viable offerings that align with our brand values. Airbnb is seeking a Market Manager, with a primary focus on France, to support and grow our network of Hosts and Partners. This role will be part of the Homes EMEA team and report to the Field Operations Manager. The Difference You will Make: As an Acquisition Manager, you will be responsible for supply acquisition and onboarding of high quality inventory. You will build Airbnb's strong market presence in France and collaborate with other teams as the local in-market expert. As someone who knows the Airbnb mission and values inside out, you will drive all phases of supply acquisition and market success from acquisition strategy development to strategic partner relationship management. You will help develop and iterate scalable, localized supply acquisition strategies in your territory aiming to secure our long-term success. A typical day: * Prospect and onboard new, high quality hosts in your assigned territory, continuously building and managing a strong pipeline * Create and deploy scaled strategies to effectively acquire Professional Hosts in your region * Represent Airbnb in external meetings with Professional Hosts, showing up as a credible and knowledgeable market expert * Analyze data and utilize data-driven recommendations to identify and act on strategic opportunities in your region to drive sales growth * Develop deep knowledge of your assigned geographic markets  * Build and manage partner relationships within your assigned territory * Maintain a baseline understanding of the technical integration of various software partners so that you can provide the right support to your clients * Educate clients on all significant product changes and cascade feedback on product and policy to relevant internal stakeholders * Respond to and deliver exceptional service to your hosts in a timely and efficient manner * Work cross-functionally with product, communications, public policy and customer support teams to ensure our long-term market success Your Expertise: * 6+ years of experience in sales * 2+ years of hospitality/travel industry experience (nice to have) * Strong time management and prioritization skills * Strong B2B sales/new business development experience * Ability to work at both strategic and tactical levels, with a proven track record to execute in ambiguous environments * Excellent communication skills and ability to communicate effectively with clients * Experience building and strengthening relationships with external partners * Comfortable performing data analysis and making decisions based on the results * Available to travel to assigned markets * Ability to work within tight deadlines, adjust to changes in priorities, and balance short-term needs with long-term strategic initiatives * Hospitality/travel industry experience in the region is a plus * Highly proficient in using CRM software - Salesforce experience is a plus * Charismatic self-starter who is resourceful and self-sufficient * Fluency in French and English Our Commitment To Inclusion & Belonging: Airbnb is committed to working with the broadest talent pool possible. We believe diverse ideas foster innovation and engagement, and allow us to attract creatively-led people, and to develop the best products, services and solutions. All qualified individuals are encouraged to apply. How We'll Take Care of You: Our job titles may span more than one career level. The actual base pay is dependent upon many factors, such as: training, transferable skills, work experience, business needs and market demands. The base pay range shown below is annualized, is subject to change and may be modified in the future. This role may also be eligible for bonus, equity, benefits, and Employee Travel Credits. France Annual Pay Range €61.000—€72.000 EUR