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About the Role

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.

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

Requirements

• 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
• Experience working with upper-middle-market and enterprise companies
• In-depth understanding of the buyer journey and ability to lead a complex, multi-party sale in a highly consultative manner
• Experience building value in competitive situations
• Enjoy working on products that require deep product understanding, combined with technical knowledge
• Problem-solving focus and enjoyment in digging into business models and helping customers quantify their investment decisions
• Excitement about prospecting and capability of independently leading a sales cycle from start to finish
• Enjoyment in building and actively participating in the development of our sales process, the articulation of our value proposition, and the creation of key tools and assets
• 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
• 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
• Ability to understand complex technical problems and how Stripe solutions address them
• 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

Skills

• Sales
• Relationship Management
• Business-level conversations
• Technical conversations
• Consultative selling
• Value building
• Product understanding
• Technical knowledge
• Problem-solving
• Prospecting
• Sales process development
• Value proposition articulation
• Tool and asset creation
• Presentation skills
• Negotiation
• Verbal communication
• Written communication
• CRM hygiene
• Sales forecasting

Location

• New York, New York
• South San Francisco
• Bay Area
• US-West Remote
• Austin, TX

Work Type

• Full-time

Experience Level

• 10+ years of sales experience

About the Company

• 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.