Partner Development 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 The Worldwide Alliances and Channels team is responsible for developing and managing a global community of partners that helps ambitious businesses with industry-leading payments and financial infrastructure solutions and services. These partnerships provide Stripe with the opportunity to unlock our market opportunity, supporting us in accelerating user growth across all market segments from startup to enterprise companies. WHAT YOU'LL DO We are looking for a Partner Development Manager (PDM) to join the EMEA Alliances and Channels team. As a Partner Development Manager (PDM), you'll cultivate and develop Stripe's Consulting, Services, and Technology partnerships. This is both a partner relationship and a revenue-generating role working daily with the regional sales teams. This highly cross-functional role also includes executing Stripe's global partner programs, partner marketing, partner enablement, and partner co-selling initiatives across the region, driving partner participation and engagement. As the successful candidate, you'll have experience in Enterprise sales or partner management in the high-tech or payments industry, preferably with experience working with consulting (Systems Integrators, Services firms, Development Agencies) and technology (software companies, ISVs, cloud companies, infrastructure companies) partnerships. You'll have a demonstrated ability to think strategically and analytically about business, product, and technical challenges, with the ability to build and convey compelling value propositions, and work cross-organizationally. An understanding of the economics of the payments space and the ecommerce ecosystem would be a bonus. RESPONSIBILITIES 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 * 5+ years of managing partnerships or sales for high-tech or financial services organizations * Successful track record of developing and growing partnerships * Professional and technical knowledge, as well as an understanding of industry trends and the key players in the competitive landscape * Proven ability to consistently meet and exceed sales targets and quotas * Demonstrated ability to negotiate high-value deals with a C-level audience and positively influence the outcome * Highly organized self-starter with strong multitasking skills, who can take ownership, influence others, and be efficient in ambiguous situations * High professional fluency in German and English to support partners in the region * Bachelor's degree * Willingness to travel PREFERRED QUALIFICATIONS * Experience working in the financial services or payments industry

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 The Financial Partnerships team sits within the Global Partnerships organization and is a key component of our success. Our team is responsible for developing and managing relationships with the global and regional banks that enable the Stripe product strategy and deliver new capabilities to Stripe users. Our team executes on high-impact, cross-functional product partnership initiatives across existing products and early-stage "up the stack" financial products. These partnerships have a significant impact on Stripe and are essential for us to offer products used by millions of our users. WHAT YOU'LL DO We're looking for a Partner Development Manager to join the Financial Partnerships team. You'll be responsible for developing and executing the multi-year, global strategies for building our relationships across many of our most important banking partners. You'll focus on designing, scaling, and continuously improving mechanisms to deepen relationships with our partners, as well as highly impactful programs key to differentiating Stripe. As part of these efforts, you'll collaborate closely with cross-functional stakeholders (including Product, Engineering, Legal, Finance, Risk, etc.), and with the banking partners' executive teams. The successful candidate will have a demonstrated ability to manage and develop partners, think strategically and apply diagnostic thinking to business, product, and technical challenges, and earn trust with and influence others. A high-agency attitude, the ability to raise expectations in changing environments, and a drive to create impact through ownership are all important in this role. RESPONSIBILITIES * Develop the go-to-partner strategy and execute on our most ambitious company-bending, bank-network-driven projects that are global and cross-border in nature * Own the banking partner plans, the overall economics, day-to-day operational excellence, and be responsible for driving the partnerships to successful outcomes for Stripe * Leverage banking, treasury, and payments industry knowledge to craft thoughtful partnership and product strategies with transaction banks, lenders, capital markets, central banks, and schemes * Navigate, in partnership with Product, to execute deals supporting that strategy and help ensure a proper execution plan is in place * Leverage significant industry experience to educate and help internal teams compose our holistic bank-led strategy and to advance that strategy with banking partners 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 * 7+ years of financial services experience, including directly working at banking institutions in cash management, FIG, or payments, and experience in partner management or business development working with banking institutions in PSPs or fintechs enabling pay-in and pay-out, store value, and embedded lending * Advanced knowledge of the banking and clearing landscape across multiple geographies with specific focus on transaction banking, e-money, safeguarding, multi-currency, and cross-border payments * Demonstrated experience building proprietary global collection and payout networks * A proven track record of working in a product-centric environment with significant internal and external dependencies across product, engineering, legal, sales, risk, and compliance * Broad and deep experience executing industry-wide partnership strategies to build innovative product experiences and go-to-market models

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 The SaaS Platform Partnerships team is part of our Go-to-Market organization, and supports new and existing SaaS Platforms in developing and growing their embedded payments and finance businesses. We work closely with platforms as a channel partner to incubate growth tactics and scale them into benefits of our program, Stripe Partner Ecosystem. PDMs act as the R&D arm of this program — testing new growth approaches with a small number of platforms, measuring what works, and then codifying those tactics into structured resources that Stripe's broader account team can deliver at scale. In parallel, we work with product teams to embed the learnings directly into Stripe’s products. We are seen as trusted advisors and experts in SaaS Platforms. WHAT YOU’LL DO This role will be an early EMEA hire for the SaaS Platform Partnerships team, working closely with the GTM team. There are three key components of this role: (1) providing strategic advisory to strategic platforms, (2) developing and validating EMEA-specific growth tactics, and (3) scaling successful tactics into structured benefits available across the broader Stripe Partner Ecosystem and to SaaS Platforms on Stripe. You will be an expert on the SaaS Platform business model and be a strategic growth consultant for their business.  PDMs in this role are responsible for managing a small portfolio of strategic platform partners, providing bespoke, multi-quarter growth advisory to help platforms drive new customer acquisition, increase payments adoption, and expand embedded financial products to their existing customer base. Success is measured at both the platform level and the program level, with an emphasis on driving measurable partner outcomes and developing scalable tactics for the broader program. Responsibilities * Serve as a growth advisor for a portfolio of strategic EMEA platform partners - building tailored partnership plans, identifying expansion opportunities, and collaborating cross-functional Stripe resources (sales, product, marketing) to drive measurable growth. * Advise strategic platforms to drive growth of new customers and distribution of Stripe’s products with them as a channel partner.  * Identify growth tactics with strategic platform partners, which can scale to benefits of the Stripe Partner Ecosystem and broader platform base.  * Represent the program in the region which will include presenting at roundtables and advising platforms in executive customer meetings. * Collaborate closely with GTM teams within the region to drive awareness and adoption of the program. 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 * 8+ years of experience in strategic partnerships, management consulting, SaaS Platform or related field * Thorough understanding of strategic growth oriented partnerships * Experience identifying and scaling growth initiatives * Proven ability to navigate complex business requirements to provide strategic guidance * Experience working in product-centric environment with significant internal and external dependencies * Strong written and verbal communication skills with the ability to influence stakeholders internally and externally across a wide variety of functions, including at the C level * Have an operationally focused mindset, with an ability to navigate complex relationship management activities by setting a clear vision, while running tight processes PREFERRED QUALIFICATIONS * 5+ years of experience related to payments, marketplaces or SaaS platforms * Background in Technical or Product Partnerships * Background in Channel Partnerships, especially in SaaS products * Experience in a sales or go to market role preferably in the payments or SaaS platform space