Account Executive, Platforms (New Business)

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. WHAT YOU’LL DO RESPONSIBILITIES * Directly manage and nurture a named account list and develop account plans for winning and expanding business with upper middle market and enterprise companies * Build and maintain key relationships with C-level executives, while orchestrating the right executive touch points as well * Contribute to shaping our platform partnership strategy and building repeatable processes and scaled engagement models * Develop outbound strategies to create and nurture opportunities * Own the full sales cycle from lead to close for upper middle market and enterprise companies * Work with company leaders from multiple functions (e.g., Engineering, Product, and Finance) to lead complex product workshops and financial analyses * Lead and contribute to team projects to develop and refine our sales process * Engage with Product and Engineering teams to help drive product 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 Bachelor's degree or foreign equivalent in Business, Economics, Management, or related field followed by 5 years of experience in selling technology products or services for an API-first company. Position also requires the following: * 5 years of experience selling a technical product tied to a direct sales quota * 5 years of experience driving sales cycles from inception to close by leading multi-stakeholder consultative sales processes, defining clear strategies and implementation timelines, and ensuring seamless post-sale execution of the deal * 5 years of experience engaging and building relationships with C-suite stakeholders, driving adoption of solutions aligned to their business goals through structured planning and measurable value delivery * 3 years of experience selling API-driven fintech products while managing regulatory and compliance requirements across multiple jurisdictions and with multiple enterprise clients * 3 years of experience managing negotiations involving bespoke commercial agreements, and experience translating intricate technical requirements into strategic, cross-functional solutions * 3 years of experience working in the payments industry and the payments ecosystem, including emerging technologies, trends, and market positioning Salary: $182,208 - $236,580/yr. This salary range represents the base salary range for the role and any sales commissions/sales bonuses targets, if applicable, would be in addition to the base salary. 40 hrs/week Hybrid: 50% remote work permitted. 10 – 20% domestic and international travel required involving in-person meetings with users, company on-sites, industry conferences. Multiple Positions Available.  Additional benefits for this role may include: equity, company bonus or sales commissions/bonuses; 401(k) plan; medical, dental, and vision benefits; and wellness stipends.NY21 #LI-DNI

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. WHAT YOU’LL DO As an Account Executive, Existing Business, you’ll be managing existing relationships and identifying new opportunities to expand Stripe’s footprint within existing accounts. Specifically, we’re looking for someone who can execute on long-term sales strategies, engage with internal and external stakeholders, align on technical and business requirements with product teams, build value in competitive situations, lead commercial negotiations, and close deals. RESPONSIBILITIES * Work with existing Stripe customers to develop and execute long-term sales strategies to expand Stripe’s revenue * Own the full sales cycle, from business case development, to deal structuring and negotiating, to close * Develop account plans and cross sell into your list of strategic customers, driving growth through expansion and new revenue streams  * Drive deal strategy and commercial negotiations for large, complex renewals * Develop relationships with executive stakeholders within your book of business, deeply understanding problems they are solving and helping drive to solutions * Be responsible for account mapping and coordinating effective meetings with the appropriate external stakeholders expanding the customer relationship * Lead and contribute to team projects to develop and refine our sales process and help shape the Stripe sales culture 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 * 8+ years of sales experience, preferably selling a technical product, with a track record of top performance * 5+ years leading complex sales cycles with Enterprise organizations required * Ability to understand technical requirements and craft solutions across multiple products * Ability to develop and execute account plans spanning multiple business units across complex organizations * A knack for working well with a wide range of people, both internally and externally * Strong presentation skills, particularly for in-person meetings with multiple stakeholders * Proven ability to lead complex negotiations involving bespoke commercial agreements * Superior verbal and written communication skills * Ability to operate in a highly ambiguous and fast-paced environment * Strong interest in technology and a deep understanding of the space In office locations include: San Francisco & New York

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 Platform Sales team works with B2B software platforms to help them facilitate payments for their customers using our Stripe Connect product. Software platforms, also known as B2B Indirect, are software platform businesses that serve other businesses. Platforms already using Stripe include Shopify, Lightspeed, and Mindbody. As a key member of the Stripe Platforms team, you'll manage and elevate relationships with a named account list while identifying new growth opportunities and ways Stripe can exceed expectations. This role will be dedicated to accounts tied to the East territory. Location requirements are listed below. If you're motivated, smart, persistent, and a great teammate, we want to hear from you. WHAT YOU'LL DO As an Account Executive (New Business), you'll create partnerships between Stripe and the most innovative and fastest-growing software platforms in the world by helping them understand how the Stripe online commerce infrastructure can make payments a competitive advantage for their businesses. RESPONSIBILITIES * Directly manage and nurture a named account list and develop account plans for winning and expanding business with upper-middle-market and enterprise companies * Build and maintain key relationships with C-level executives, while orchestrating the right executive touchpoints * Contribute to shaping our platform partnership strategy and building repeatable processes and scaled engagement models * Develop outbound strategies to create and nurture opportunities * Own the full sales cycle from lead to close for upper-middle-market and enterprise companies * Develop relationships with executive stakeholders at new and existing clients * Work with company leaders from multiple functions (e.g., Engineering, Product, and Finance) to lead complex product workshops and financial analyses * Lead and contribute to team projects to develop and refine our sales process * Engage with Product and Engineering teams to help drive product strategy WHO YOU ARE You're an adept salesperson and relationship manager capable of engaging in business-level and technical conversations at multiple levels of the organization, including the CTO, COO, and CFO. You have experience working with upper-middle-market and enterprise companies. You have an in-depth understanding of the buyer journey and can lead a complex, multi-party sale in a highly consultative manner. You're used to building value in competitive situations and enjoy working on products that require deep product understanding, combined with technical knowledge. You have a problem-solving focus and enjoy digging into business models and helping customers quantify their investment decisions. You get excited about prospecting, and are capable of independently leading a sales cycle from start to finish. Finally, you enjoy building—you like to actively participate in the development of our sales process, the articulation of our value proposition, and the creation of key tools and assets. If you're motivated, smart, persistent, and a great teammate, we want to hear from you. MINIMUM REQUIREMENTS * Located in New York, New York, South San Francisco, or the Bay Area. We could also consider US-West Remote, or Austin, TX. * 10+ years of sales experience, preferably selling a technical product, with a track record of top performance * Extensive experience directly selling a technology product or service, preferably at an API-first company, with a record of top performance * A proven track record of moving sales processes forward from inception to close by leading complex, multi-party sales in a highly consultative manner, understanding strategies and applying a value proposition * Listening skills and ability to become a trusted resource for decision-makers across technology and finance organizations within software companies * An ability to understand complex technical problems and how Stripe solutions address them * A positive attitude and tireless work ethic when encountering blockers to success, whether external or internal * Strong presentation skills * Proven ability to lead complex negotiations involving bespoke commercial agreements * Superior verbal and written communication skills * Ability to operate in a highly ambiguous and fast-paced environment * Strong interest in technology and a deep understanding of the industry * Experience in or excitement in learning about financial technology infrastructure * Fastidious approach to CRM hygiene and experience using thorough sales forecasting metrics on a weekly and quarterly basis and communicating them in a succinct manner