Account Executive, Funded Startups - Expansion

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 Startups, Existing Business team is a consultative sales team that is responsible for the growth and retention of the largest and fastest-growing Startup customers at Stripe. As an Account Executive, you'll identify new opportunities for our clients to get the most out of Stripe by understanding our clients' needs, execute scaled sales strategies to close upsells and renewals with existing Stripe customers, and drive end-to-end campaigns to increase adoption of Stripe products. WHAT YOU'LL DO RESPONSIBILITIES * Own contract renewals and lead commercial negotiations to increase and retain existing customer revenue and Stripe market share * Develop and implement full sales cycle strategies for driving product adoption, net new product sales, and client retention at scale among existing Stripe customers * Solve complex client needs and work across product, sales, risk, and operations teams to improve our product * Own the full sales cycle from lead to close for startups and small and medium businesses * Generate your own leads through cold calling, blitzing, research, networking, and driving your territory * Make every potential Stripe user happy with every interaction, regardless of deal size * Identify and understand users' pain points to propose Stripe solutions * Make sure that internal teams are set up for users' success by coordinating with other Stripe teams 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 experience in a client-facing sales role * Ability to understand complex technical ecosystems and build great relationships with technical customers * Ability to drive and close upsell opportunities for additional Stripe products in long-term, consultative engagements * Problem-solving ability to manage complex pricing and cost considerations * Experience managing projects with input from cross-functional teams * A knack for working well with a wide range of stakeholders, both internally and externally * Ability and motivation to operate in an ambiguous and fast-paced environment * Superior verbal and written communication skills PREFERRED QUALIFICATIONS * Prior experience in a sales and customer-facing role at a high-growth technology company * Experience with Excel and SQL, or a willingness to learn

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 Commercial (Mid-Market) Grower team is a highly consultative group that manages relationships with and is responsible for the growth and retention of Stripe’s fastest growing users. WHAT YOU’LL DO As an Account Executive (Grower, Commercial), you’ll identify opportunities for our users to get the most out of Stripe by quickly understanding our users’ needs in order for them to grow with us. We’re looking for a well-rounded strategic operator who is capable of engaging in business-level and technical conversations at multiple levels of the organisation, including Founders, CTO, COO, and CFO in order to drive commercial outcomes. You are used to building value in competitive situations and enjoy working on products that require deep product understanding, combined with technical knowledge. This is a dynamic role, evolving rapidly. If you’re hungry, smart, persistent, adaptable and a great teammate, we want to hear from you! RESPONSIBILITIES * Own a named account list and develop account plans for winning and expanding business with funded startups * Develop outbound strategies to create and nurture opportunities. * Own the full sales cycle from prospecting to close, to go live for startup companies in region. * Own contract renewals and lead commercial negotiations to increase and retain existing customer revenue and Stripe market share. * Develop relationships with executive stakeholders at new and existing users. * Work with company leaders from multiple functions (e.g., Engineering, Product, and Finance) to lead complex product workshops and develop financial analyses. * Lead and contribute to team projects to develop and refine our sales process. * Engage with cross functional teams (Partners, Post Sales, Product and Engineering) to help drive and iterate Stripe’s strategy. 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 experience in a client-facing role, with either sales or renewal based KPIs within a rapidly growing organization. * Verbal and written communication skills in both English and Japanese * Ability to understand complex requirements and craft custom solutions * Strong analytical and quantitative capabilities including comfort with basic financial modeling * Superior verbal and written communication skills * Ability to operate in a highly ambiguous and fast-paced environment * Strong interest in technology PREFERRED QUALIFICATIONS * Ability to understand the Stripe API * Experience with Excel and SQL, or a willingness to learn

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 Account Executive, Existing Business team sits within Stripe's Existing Business Sales function. They are a highly consultative group that manages relationships, growth, and retention for Stripe’s largest and fastest-growing Funded Startup customers. As a manager on the team, you will oversee a group of Account Executives who have the opportunity to work with the entire suite of Stripe products. You will act as both a people manager and a strategic visionary for the team. WHAT YOU’LL DO As a Manager of the Account Executive, Existing Business (Startups) team at Stripe, you will help grow Stripe’s North American startup customers. You will build and lead a team of high-performing Account Executives, helping them develop their skills and deliver on ambitious targets while also working directly with customers. RESPONSIBILITIES * Recruit and build a team of Existing Business sellers * Work with senior leadership to develop the long-term vision and strategy for the team, and manage day-to-day operations with a focus on performance against key sales and growth metrics * Be accountable for increasing upsell/cross-sell revenue and driving positive renewal outcomes among high-potential Startups  * Play a personal and direct role in building and maintaining enduring customer relationships, up to C-level * Coach and guide the team in developing consultative and solution-based skills through all facets of the sales cycle for existing Stripe users * Inspire, motivate and enable personal- and career-development of team members * Work collaboratively and cross-functionally across the organization to help shape Stripe’s products and solutions to meet customer needs * Partner with our VC and marketing teams to evolve our brand with Startups and align our GTM efforts WHO YOU ARE We are looking for a proactive leader who has demonstrated success dealing with ambiguity, operating in a high-growth environment, managing high-performing teams, and solving problems with limited oversight. Ideal candidates will have experience scaling and managing a technology sales team, and possess first-class analytical, communication, and relationship-building skills.   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 relevant experience, with at least 2 years in people management * Experience leading sales or account management in an early stage, high-growth technology environment * Proven track record of high performance in a new business sales or existing customer upselling 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 start-ups and new technology businesses * Ability to understand and articulate technical concepts, and translate them into industry- or business-relevant terms PREFERRED QUALIFICATIONS * Prior experience at a growth stage Internet/software company * Prior experience in enterprise sales * Prior experience in the payments industry