Deal Strategist

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 GBS's primary goal is to ensure operational excellence across deal cycles, increase revenue through the development of transformative commercial constructs, and drive closure of Stripe's deal portfolio. The team's reach is widespread across Stripe, not exclusive to one sales segment or geographical region; GBS drives change across go-to-market, positively impacting Stripe users and cross-functional teams. GBS's priorities are set through the direction of Stripe leadership and executive vision, partnership with sales and cross-functional organizations, as well as user feedback and market insights. WHAT YOU'LL DO Stripe's Global Business Services (GBS) team is looking for a Deal Strategist to focus on the closure of custom and standard commercial deals. You will be responsible for deal lifecycle management and supporting cross-organizational alignment. This role requires a background in driving custom deals to closure, a strong understanding of pricing frameworks, and experience supporting sales through negotiations. The candidate will have experience with SaaS products, pricing strategies, and supporting selling motions, along with strong communication skills. You will love this job if you are a natural relationship builder and process architect. RESPONSIBILITIES * Manage end-to-end customer deals—drafting, editing, and reviewing agreements—while supporting the sales cycle to ensure deal terms align with business goals, reflect strategic priorities, and close as forecasted. * Act as the primary point of contact between Sales, Legal, and other cross-functional stakeholders for deal-related questions, approvals, and escalations. * Work directly with sales teams, sales leaders, services/support teams, and customers to advise on deal structures, establish compelling commercials, and drive resolution of customer issues. * Advise sales teams on the best approach by understanding customer and partner requirements, while balancing custom terms with internal system constraints. * Remove internal blockers and drive alignment across cross-functional teams including Product, Legal, Finance, and Accounting. * Support complex negotiations involving bespoke commercial and legal agreements. * Support the pricing and structuring of multi-threaded product use cases in all segments and industries, especially in highly competitive sales cycles. * Quickly build credibility and trust with internal stakeholders. * Demonstrate strong communication and persuasion skills when working with cross-functional partners and senior leaders. 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. MINIMUM REQUIREMENTS * BA/BS degree in Business, Technology, Finance, or Economics * 6+ years of experience in deal strategy, procurement, pricing strategy, financial consulting, or legal * Experience working in ambiguous, fast-scaling environments and comfortable operating with high agency * Strong communication, presentation, negotiation, and project management skills * Experience working in Payments and/or SaaS

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 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 or complex 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 and there's constant collaboration with Deal Pricing colleagues across all regions. WHAT YOU'LL DO You'll be instrumental in providing thought leadership to regional sales teams and senior executives and continuing to develop our framework, approach, and associated processes in order to achieve mutually beneficial deals with our sold users while mitigating risk to Stripe. In addition to providing key financial insights and recommendations to business partners and Stripe leadership, you'll have a chance to stretch beyond the boundaries of finance through business case development and commercial negotiations with all types of customers across the full suite of Stripe's financial and payment products. RESPONSIBILITIES * Serve as a key financial and strategic thought partner to specific EMEA Go-to-Market sales teams and their leadership in both pricing deals at scale and pricing strategic deals. * Manage pricing approvals and escalations. * Implement our pricing and margin guidance and identify levers for commercial uplift. * Help refine frameworks and processes to evaluate deals and manage pricing activities. * Maintain up-to-date pricing benchmarks and contribute to team analytical design and production efforts, using this data to enhance our pricing philosophy. 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 * 3+ years of experience in finance or deal pricing at a company, or experience within investment banking or management consulting * A proven ability to build collaborative working relationships with business partners through a combination of influencing and awareness * The ability to deal effectively with ambiguity and thrive in an unstructured, fast-moving environment by driving business results without significant supervision * Excellent financial modeling, verbal, and written communication skills * Experience using LLMs and AI agents to conduct research, analyses, and automate work PREFERRED QUALIFICATIONS * Experience in the payments or technology sector * Experience with CPQ solutions * Experience presenting findings and recommendations to senior leadership, preferably to sales or go-to-market business partners

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 Global Payments Performance Team identifies payment optimization opportunities for Stripe’s merchants. We serve a critical role both in demonstrating thought leadership on challenging payment topics, and also partnering with our high-potential merchants to set them up for long term success. We want a partnership with Stripe to be a competitive advantage for our customers, large and small, by providing them with best-in-class technology in concert with insightful and specific advice on how to harness this technology to achieve their business goals. WHAT YOU’LL DO The Global Payments Performance team will be responsible for leading data-driven discussions with existing and prospective merchants on optimization strategies across a variety of areas including, card network costs, acceptance, fraud, and cross-border flows to start. You will be instrumental in building our optimisation narratives/tools and delivering on our merchant engagement model. You will also collaborate with Sales, deploying your knowledge to differentiate Stripe to win deals, and partner with our Customer Success organization to ensure that merchants are successful working with Stripe. RESPONSIBILITIES * Lead discussions with existing and prospective merchants, and provide the Sales team with tools and training to lead discussions with merchants and prospects. * Serve as both an internal and merchant-facing expert on payment optimisation strategies. * Gather and build on Stripe’s wide-ranging payments expertise to create optimisation narratives/tools supported by rigorous analysis. * Use existing tools to deploy sophisticated optimization playbooks and analyses across Stripe’s customer portfolio. * Synthesise and relay customer feedback and our findings to inform Stripe’s product roadmap. * Provide feedback on our tools and playbooks to help continuously improve our self serve offerings WHO YOU ARE MINIMUM REQUIREMENTS * 10+ years of experience in payments or operations at a leading technology company, or consultancy in the payments industry.  * Deep expertise in card network costs is required at the acquirer level * Deep expertise in interchange and scheme fees at the merchant level  * Understanding of e-commerce payments, cards based payments processing and optimization strategies * Understanding of card network rules and regulations, local payment methods, and the regulatory environment (PSD2/PSD3) * A proven ability to build collaborative working relationships with cross-functional teams. * The ability to deal effectively with ambiguity and thrive in an unstructured, fast-moving environment. * A proven ability to be a self-starter capable of driving business results without significant supervision. * Experience presenting directly to merchants * Serve as a subject matter expert providing both internal and customer-facing advisory in the payments domain. * Develop optimization playbooks and stay updated on industry best practices and Stripe innovations * Excellent verbal and written communication skills. * Strong data processing, organizational and analytical skills. PREFERRED QUALIFICATIONS * Experience with SQL, dashboard building, modeling, or reporting * Experience presenting to senior business leaders