Strategy and Operations Lead, Deal Pricing

About the role

Drive strategy execution. Translate high-level annual goals into actionable quarterly OKRs, ensuring clear ownership and measurable progress.
Manage the operating cadence. Facilitate the team’s operating rhythm (MBRs, QBRs, and leadership syncs) to drive accountability, surface risks, and unblock cross-functional dependencies.
Collaborate with our tooling and analytics team to track functional performance, using data to inform pricing strategy, operational pivots, and executive decision-making.
Optimize cross-functional SLAs. Act as the primary bridge between Sales velocity and risk-mitigation functions (Deal Strategy, Finance, Treasury). Define and enforce SLAs for deal pricing approvals to ensure global consistency.
Resolve bottlenecks. Proactively identify process friction, working with partner ops teams to redesign playbooks and clarify decision-making boundaries.
Codify the "Deal pricing playbook." Build and maintain a single source of truth for deal pricing frameworks, guidelines, and Standard Operating Procedures (SOPs), ensuring documentation is version-controlled and highly discoverable.
Scale sales self-service. Partner with Sales Enablement to translate complex commercial policies into self-serve guides and playbooks, empowering Sales to execute simple deals independently.
Systems roadmap. Act as a lead for our CRM and CPQ evolution, transforming manual, spreadsheet-based pricing into automated, scalable workflows.
Deploy AI for efficiency. Proactively identify and implement AI and LLM solutions to accelerate operations—including automating documentation, summarizing legacy contract terms, and extracting data from unstructured sales communications.

Responsibilities

• Drive strategy execution. Translate high-level annual goals into actionable quarterly OKRs, ensuring clear ownership and measurable progress.
• Manage the operating cadence. Facilitate the team’s operating rhythm (MBRs, QBRs, and leadership syncs) to drive accountability, surface risks, and unblock cross-functional dependencies.
• Collaborate with our tooling and analytics team to track functional performance, using data to inform pricing strategy, operational pivots, and executive decision-making.
• Optimize cross-functional SLAs. Act as the primary bridge between Sales velocity and risk-mitigation functions (Deal Strategy, Finance, Treasury).
• Define and enforce SLAs for deal pricing approvals to ensure global consistency.
• Proactively identify and resolve process friction, working with partner ops teams to redesign playbooks and clarify decision-making boundaries.
• Codify the "Deal pricing playbook." Build and maintain a single source of truth for deal pricing frameworks, guidelines, and Standard Operating Procedures (SOPs), ensuring documentation is version-controlled and highly discoverable.
• Partner with Sales Enablement to translate complex commercial policies into self-serve guides and playbooks, empowering Sales to execute simple deals independently.
• Act as a lead for our CRM and CPQ evolution, transforming manual, spreadsheet-based pricing into automated, scalable workflows.
• Proactively identify and implement AI and LLM solutions to accelerate operations—including automating documentation, summarizing legacy contract terms, and extracting data from unstructured sales communications.

Requirements

• 6–8+ years of experience in Business Operations (BizOps), Sales and Revenue Operations, Management Consulting, or a Chief of Staff role supporting a high-growth GTM team.
• Practical experience using generative AI tools (e.g., LLMs, advanced prompting techniques, AI-driven search/synthesis tools) to accelerate your work.
• You can navigate data structures and AI orchestration tools to build prototypes or initial solutions independently.
• Proven experience translating high-level corporate strategy into operational execution frameworks (OKRs, KPIs).
• Outstanding written communication skills. You must be able to write clear, structured, and highly professional playbooks and memos (critical for Stripe’s document-centric culture).
• A track record of mapping complex, cross-functional processes, identifying root causes of friction, and redesigning workflows to improve cycle times.
• A strong understanding of GTM tech stacks (Salesforce, CPQ, workflow automation) and how to write clear business requirement documents (BRDs) for technical teams.

Qualifications

• Experience in Fintech, Payments, or consumption-based (API) SaaS models.
• Direct experience building simple automation flows to optimize personal or team productivity.

Skills

• Generative AI tools (LLMs, advanced prompting techniques, AI-driven search/synthesis tools)
• Data structures and AI orchestration tools
• Business operations (BizOps), Sales and Revenue Operations, Management Consulting, or a Chief of Staff role supporting a high-growth GTM team
• Strategic planning and operating rhythm
• Commercial governance and friction management
• Knowledge infrastructure and sales enablement
• Systems roadmap
• Process and AI architecture
• AI and LLM solutions

Benefits

• Equity
• Company bonus or sales commissions/bonuses
• 401(k) plan
• Medical, dental, and vision benefits
• Wellness stipends

Pay and benefits

The annual US base salary range for this role is $132,000 - $198,000. 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. 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.

Schedule

This role is available either in an office or a remote location (35+ miles or 56+ km from a Stripe office). In-office expectations: 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.

Location

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.

Equal Opportunity Employer

Stripe is proud to be an equal opportunity employer. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, gender identity, age, status as a protected veteran, status as a qualified individual with a disability, or any other characteristic protected by applicable law.