Account Executive, Enterprise Platforms, Hunter

About the role

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.

Responsibilities

• 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.
• 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

• 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.

Qualifications

• Located in New York, New York, South San Francisco, or the Bay Area. We could also consider US-West Remote, or Austin, TX.

Skills

• Adaptability and ability to thrive in a fast-paced, dynamic environment.
• Excellent interpersonal and communication skills.
• Ability to build and maintain strong relationships with clients and colleagues.
• Strong analytical and problem-solving skills.
• Experience in or excitement in learning about financial technology infrastructure.

Benefits

• Annual US base salary range: $312,000 - $468,000.
• Equity.
• Company bonus or sales commissions/bonuses.
• 401(k) plan.
• Medical, dental, and vision benefits.
• Wellness stipends.

Pay

• The annual US base salary range for this role is $312,000 - $468,000. For sales roles, the range provided is the role’s On Target Earnings ("OTE") range, meaning that the range includes both the sales commissions/sales bonuses target and annual base salary for the role. This salary range may be inclusive of several career levels at Stripe and will be narrowed during the interview process based on a number of factors, including the candidate’s experience, qualifications, and location.

Schedule

• Office-assigned Stripes spend at least 50% of the time in a given month in their local office or with users. This hits a balance between bringing people together for in-person collaboration and learning from each other, while supporting flexibility about how to do this in a way that makes sense for individuals and their teams.
• A remote location is defined as being 35 miles (56 kilometers) or more from one of our offices. While you would be welcome to come into the office for team/business meetings, on-sites, meet-ups, and events, our expectation is you would regularly work from home rather than a Stripe office. Stripe does not cover the cost of relocating to a remote location. We encourage you to apply for roles that match the location where you currently live or plan to live.