GTM Operations Process Architect

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 Go-to-Market (GTM) Planning Strategy and Operations team works at the intersection of corporate planning, GTM Strategy, Product, GTM and Regional Strategy and Operations with responsibility for ensuring that we land the Stripe annual rhythm in a smooth and timely manner. This entails three main pillars: Building and landing foundations (tooling, process, and strategic changes) for next cycleEnsuring budgets, territories, targets, comp plans, reporting, and enablement are delivered to GTM in a timely mannerEffectively managing in-year Account, Territory, Quota, and Adjustments Within this organization, the Central Policy and Operations team owns the processes, systems, and automation that power territory management, account placement, segmentation, and business adjustments at scale—processing over 10,000 account movements per month and operating critical workflows that serve the entire GTM organization at scale. What you’ll do We're seeking an experienced systems practitioner to own the end-to-end processes, Mechanization and Automation pillar for Central Operations end-to-end. In this role, you'll be the person who wakes up every day focused on ensuring our support tooling has a clear roadmap, our processes are documented and AI-enabled, and our operational systems are built to scale without adding headcount. You'll take ownership of how we design, build, and evolve the systems that underpin Stripe's territory, segmentation, quota, and adjustment infrastructure. This means moving beyond maintaining what exists today—you'll architect what comes next. You'll drive the transition from legacy tooling toward Stripe-native solutions, reduce contractor dependency through intelligent automation, and ensure every process is auditable, documented, and delegatable. This is a role for someone who understands the difference between automating a broken process and redesigning it before automation—and has the experience to know which one to do when. Additionally, being able to work cross-functionally at 500-foot collaboration and working at 20,000 feet as needed. Responsibilities Own the process and tooling roadmap for Central Policy and Operations independently, setting short-to-medium-term strategic direction and aligning investment to areas of greatest needDrive cross-functional initiatives across GTM, Finance Systems, and Data Engineering to align territory, quota, and adjustment data for AI enablementArchitect the path to transition off external tools toward Stripe-native tooling—building the business case, influencing resource allocation, and measuring ROIDesign and implement automation for Account Team assignments, User Segmentation updates, and Manager and Approval workflows in Salesforce to reduce manual intervention and contractor dependencyBuild audit frameworks, compliance metrics, and governance processes for scaled systems (Territory Assignments, Quota, Workflows, Adjustment Approvals)Establish documentation, process architecture, and AI-ready task design that enables leadership visibility, vendor onboarding, and repeatable delegationAnticipate system integration risks and resolve them before they become escalations—including cross-system data movement between Salesforce, territory engines, and reporting infrastructure 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 10 or more years of experience in business operations, systems development, technical program management, or a related discipline with demonstrated progression in scope and complexityProven track record of owning and delivering end-to-end systems or tooling programs in a cross-functional environment—from business case through implementation and ongoing optimizationStrong SQL proficiency and experience with data architecture, pipeline design, or systems integration workExperience leading process redesign and automation initiatives that delivered measurable operational efficiency or cost reductionDemonstrated ability to influence senior stakeholders, build investment cases, and drive decisions across functions without direct authorityEffective communicator who can translate complex technical concepts for non-technical audiences and leadership, and translate business requirements into system specifications Preferred Qualifications Experience with Anaplan, Salesforce, Approval Workflows, or Process design and administration, configuration, or development (flows, automation, data management)Familiarity with territory management, sales operations planning cycles, or GTM systems at scaleBackground in designing processes for AI enablement—structured documentation, task decomposition, and governance frameworksExperience managing vendor relationships or coordinating with external implementation partners In-office expectations Office-assigned Stripes in most of our locations are currently expected to spend at least 50% of the time in a given month in their local office or with users. This expectation may vary depending on role, team and location. For example, Stripes in Stripe Delivery Center roles in Mexico City, Mexico, Bengaluru, India, and Dublin, Ireland work 100% from the office. Also, some teams have greater in-office attendance requirements, to appropriately support our users and workflows, which the hiring manager will discuss. This approach helps strike a balance between bringing people together for in-person collaboration and learning from each other, while supporting flexibility when possible. Pay and benefits The annual US base salary range for this role is $172,200 - $258,200. 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. Applicants interested in this role and who are not located in the US may request the annual salary range for their location during the interview process. 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. We look forward to hearing from you. At Stripe, we're looking for people with passion, grit, and integrity. You're encouraged to apply even if your experience doesn't precisely match the job description. Your skills and passion will stand out—and set you apart—especially if your career has taken some extraordinary twists and turns. At Stripe, we welcome diverse perspectives and people who think rigorously and aren't afraid to challenge assumptions. Join us. Apply now