Technical Account 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 Technical Account Managers work cross-functionally to support the largest and most complex Stripe users. Through trusted relationships, we offer customized, strategic consultations and proactively identify opportunity areas to help businesses deliver more value to their customers, optimize technical operations on their teams, and accelerate their global growth with Stripe. WHAT YOU'LL DO RESPONSIBILITIES * Provide a Gold Standard Experience to your assigned accounts' key stakeholders * Work with the wider Operations team to provide current state, resources, and knowledge to enable Gold Standard Experience across teams interacting directly with the user via support channels, external documentation, or product and feature feedback or development * Foster long-term user relationships that grow loyalty to Stripe and Stripe products * Work cross-functionally both internally and within your user's organizations to provide and implement operational solutions on subjects not limited to fraud, disputes, declines, product adoption, and global expansion * Work closely with Customer Success and other user-facing teams as part of a larger effort to support users on Stripe * Lead user-facing meetings both in person and through video chat * Collaborate on the continued design of this support offering * Create user-facing content for long-term solutions 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 * Minimum 3 years of experience in enterprise-level client-facing work * Strong product sense and a drive to solve difficult, user-related problems * Strong written and verbal communication skills in English * Ability to lead complex integration conversations in a highly consultative and proactive manner * Familiarity with APIs and ability to explain API concepts to the largest and most technical Stripe customers * Familiarity with SQL and the ability to build basic queries and modify more complex ones * Strong technical troubleshooting skills and comfort interfacing with technical teams * A professional, confident, and collaborative personality as an adept client relationship manager, capable of engaging in business-level and technical conversations at multiple levels of the organization PREFERRED QUALIFICATIONS * An operations-savvy mindset, with the ability to identify and eliminate process friction while continuing to build scalable processes * Experience in small-to-medium-scale project management * Strong organizational skills and self-starting mindset * Experience with tools like Postman, Xcode, Python, Webhooks, and ETL * Experience in the payments industry

Adyen

This is Adyen Adyen provides payments, data, and financial products in a single solution for customers like Meta, Uber, H&M, and Microsoft - making us the financial technology platform of choice. At Adyen, everything we do is engineered for ambition.  For our teams, we create an environment with opportunities for our people to succeed, backed by the culture and support to ensure they are enabled to truly own their careers. We are motivated individuals who tackle unique technical challenges at scale and solve them as a team. Together, we deliver innovative and ethical solutions that help businesses achieve their ambitions faster. Payments Partnerships Manager We are looking for a commercially savvy Payments Partnerships Manager to join our Payments Partnerships team in Sydney, Australia. You'll be responsible for growing and enhancing our card products and local payment methods, while acting as the go-to expert on the Australian payments ecosystem. You will work with product managers, business analysts, and developers to build and lead new projects across our Australian, regional, and global partners. We are looking for someone who is flexible, thoughtful, and eager to tackle the problem in front of them while able to drive commercial strategy. In addition you will be responsible for driving adoption of our payment methods across merchant segments. This role requires a series of skills including: knowledge of a variety of partnerships and stakeholder engagement models, strategic thinking, initiative management, creativity, negotiations and an overall desire to be an accelerator for our business.  What you’ll do * Drive all aspects of the payment partnerships including prioritisation of key focus areas, structuring/negotiation of new initiatives, and ongoing partner management * Proactively manage our partners based in Australia, such as structuring QBRs, securing incentives and assist in troubleshooting issues with dev and ops teams  * Elevate Adyen’s influence & positioning through industry engagements, facilitating joint product development, co-marketing, and other opportunities * Develop and execute programs to further Adyen’s strategic goals and overall positioning in key markets and segments * Provide your expertise in discussing global payment trends, rules, and regulations with internal stakeholders * Participate in Quarterly Business Reviews (QBRs) with our top merchants to provide insights as needed * Work closely with product managers in the development of new products * Manage escalations from local and global teams, and ensure resolution with the right teams at the payment partner Who you are * At least 7 years of experience managing accounts or partnerships in the cards payments sector * Deep knowledge of the payments landscape, with the critical thinking skills to comprehend and interpret emerging trends. * You'll be the primary point of contact for our payment partners across Australia and New Zealand, leading Quarterly Business Reviews (QBRs) and representing Adyen in strategic partner discussions * Exceptional people skills and the ability to develop strong working relationships at all levels of management, both internally and externally * Make critical recommendations on decisions and dilemmas based on data, concisely translate that into actions and results, socialize them internally to get alignment and then execute them * The role itself has a commercial focus - you’re comfortable scoping and structurally planning a new implementation, jumping into meetings with an engineer, a marketer, and an account manager * You are able to work seamlessly with a global, multicultural team * You have a proven record of high-performance managing complex initiatives to achieve outstanding results. A strong understanding of the importance of data, providing actionable insights and tracking the success of those initiatives Our Diversity, Equity and Inclusion commitments  Our unique approach is a product of our diverse perspectives. This diversity of backgrounds and cultures is essential in helping us maintain our momentum. Our business and technical challenges are unique, and we need as many different voices as possible to join us in solving them - voices like yours. No matter who you are or where you’re from, we welcome you to be your true self at Adyen.  Studies show that women and members of underrepresented communities apply for jobs only if they meet 100% of the qualifications. Does this sound like you? If so, Adyen encourages you to reconsider and apply. We look forward to your application! What’s next? Ensuring a smooth and enjoyable candidate experience is critical for us. We aim to get back to you regarding your application within 5 business days. Our interview process tends to take about 4 weeks to complete, but may fluctuate depending on the role. Learn more about our hiring process here. Don’t be afraid to let us know if you need more flexibility. This role is based out of our Sydney office. We are an office-first company and value in-person collaboration; we do not offer remote-only roles.

Contentful

ABOUT THE OPPORTUNITY Building on the growth already achieved by our Emerging Markets sales team, we’re seizing the opportunity to grow our Account Executive team throughout APAC, in the MidMarket space.  $100M-$1B annual revenue As a Mid-Market Account Executive in this critical market, you will be the point of contact for prospects. Your role is to identify and develop new sales opportunities while ensuring customers meet their business objectives with Contentful As an MM AE, you’ll drive Contentful’s growth by leading the end-to-end sales process from prospecting to close, driving new revenue opportunities within your customer base, and leading a value-based sales process by speaking the language of Professional developers, marketers, and business leaders. WHAT TO EXPECT? * Position, negotiate, and close new logo ($50-$500K ACV) in the APAC territory * Meet quarterly and annual sales goals by developing an account strategy and pipeline, managing internal and client processes, maintaining sales reports, developing market and competitor knowledge, delivering presentations to customers, and creating sales proposals * Prospect and develop new business opportunities with prospective customers. As part of our Value-based Sales  motion, it is critical for you to be successful in conducting deep Account and Industry research, identifying key players, and qualifying net new targets, to drive new business opportunities, while  growing value-added relationships with key decision makers by becoming a trusted advisor * Manage RFI/RFQ requests with Contentful’s internal and customer teams * Seek to understand the digital experience challenges of prospects while aligning the ROI of Contentful with those challenges to ensure a value-based selling approach * Work closely with Sales Engineers and Solution Architects to uncover technical challenges and opportunities, as well as within the broader sales ecosystem (including, but not limited to, Business Development Representatives, Account Managers, and Customer Success) to drive new business. * Develop innovative proposals, position complex pricing structures, and negotiate contracts and deal-closing requirements quickly and efficiently * Your compensation plan includes Monthly and Annual accelerators for overachievement against your booking goals. WHAT YOU NEED TO BE SUCCESSFUL? * 4+ years of B2B SaaS sales experience - a minimum of 2 years in a closing role, with individual quota carrying experience and a history of exceeding quota * 3+ years of experience successfully selling to Mid Market  level,  multi-product, or technical platform solutions * Working knowledge of selling and positioning a technical SaaS and/or PaaS platform to prospects and customers * Experience growing and expanding existing customer accounts in a SaaS and/or PaaS environment * Demonstrated ability to sell transactions of $100k+ to organizations with $100M to $1B in annual revenue, with experience engaging VP and C-Level executives * You embody a true “hunter” mentality - you have experience generating net new pipeline and closing new business * History of selling complex technical solutions to customers who span distinct divisions (e.g., marketing, IT, sales leadership) * Experience with Value Selling and MEDDPICC qualification process * Martech experience preferred * History of working closely with Partnerships to drive business * Ability to understand the Contentful API and discuss outcomes with multi-threaded relationships across C-level stakeholders highly technical individuals * Excellent oral and written communication and presentation skills * Willingness to travel (up to 25%) * College degree preferred WHAT'S IN IT FOR YOU?  * Join an ambitious tech company reshaping the way people build digital experiences * Full-time employees receive Stock Options for the opportunity to share ownership and the success of our company * We value Work-Life balance and You Time! A generous amount of paid time off, including vacation days, education days, and volunteer days * Access to our Employee Assistance Program (EAP) for information, support, discussion, and counseling for life’s challenges * Use your personal education budget to improve your skills and grow in your career. Join a free German class or one of our many internal learning initiatives! * Use your physical fitness budget to get away from your desk and support your physical wellness * Enjoy a full range of virtual events, including workshops, guest speakers, and fun team activities, supporting learning and networking exchange beyond the usual work duties  * A monthly phone/internet stipend and phone upgrade reimbursement after 2 years * Plus, Contentful socks! And other amazing swag as part of company events. Oh yeah! WHO ARE WE? Contentful is a leading digital experience platform that helps modern businesses meet the growing demand for engaging, personalized content at scale. By blending composability with native AI capabilities, Contentful enables dynamic personalization, automated content delivery, and real-time experimentation, powering next-generation digital experiences across brands, regions, and channels for more than 4,200 organizations worldwide. More than 700 people from more than 70 nations contribute their energy and creativity to Contentful, working from hubs in Berlin, Denver, San Francisco, London, New York, and distributed worldwide. EVERYONE IS WELCOME HERE! “Everyone is welcome here” is a celebrated component of our culture. At Contentful, we strive to create an inclusive environment that empowers our employees. We believe that our products and services benefit from our diverse backgrounds and experiences, and we are proud to be an equal opportunity employer. All qualified applications will receive consideration for employment without regard to race, color, national origin, religion, sexual orientation, gender, gender identity, age, physical [dis]ability, or length of time spent unemployed. We invite you to apply and join us! If you need reasonable accommodations at any point during the application or interview process, please let your recruiting coordinator know. Please be aware of scammers who may fraudulently allege to be from Contentful. These types of fraud can be carried out through copycat websites, fake email addresses claiming to be from our company, or social media. We do not ask for your personal information, such as bank account numbers, identification numbers, etc, through social media or chat-based apps, nor do we request or send money for the purchase of business equipment. If you suspect fraud, please report it to your local authorities, as well as reach out to us at security-esk@contentful.com with any information you may have. By clicking “Apply for this job,” I acknowledge that I have read the “Contentful’s Candidate Privacy Notice” and hereby consent to the collection, processing, use, and storage of my personal information as described therein.