Deal Lead - 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

Global Deal Management’s (GDMs) primary goal is to ensure operational excellence across deal cycles, increase revenue through the development of transformative commercial constructs, and drive closure of Stripe’s sold portfolio. The team's reach is widespread across Stripe, not exclusive to one sales segment or geographical region; GDM drives change across go-to-market, positively impacting Stripe users and cross-functional teams. GDM’s priorities are set through the direction of Stripe leadership and executive vision, partnership with sales and cross-functional organizations, as well as User feedback and market insights.

What you’ll do

Stripe’s Global Deal Management team is looking for a Senior Deal Lead to focus on the closure of Strategic’s segment portfolio. This includes owning deal lifecycles for large, transformational, and custom opportunities. You will be responsible for mechanism development, deal lifecycle management, and aligning cross-functional organizations. This role requires a background in driving custom pricing deals to closure, a strong understanding of private pricing frameworks, and experience working directly with customers to win opportunities. This is a senior role, requiring broad knowledge of designing, implementing, and operating complex services which are tailored to IT enterprise architectures (TCO, resilience, security, scalability and disaster recovery standards).

The candidate will have experience with SaaS products, custom pricing strategies, and a background in driving selling motions (including negotiations, objection handling, and commercial construct design). The candidate will have experience in building solutions through sales and business strategies, driving a proposition forward to enable down select and eventual contract award. The candidate will have strong communication skills and executive presence to effectively communicate with Stripe and Customer leadership. You will love this job if you are a natural relationship and mechanism builder.

Responsibilities

• Work directly with customers, sales teams, sales leaders, and services/support teams to advise on deal structures, establish compelling commercials, and drive closure of customer issues.
• Understand the business and technical requirements of our customers and partners, advising sales teams on the best approach (balancing risk between custom terms and internal system limitations).
• Qualify, shape, and efficiently close opportunities, leading to successful outcomes, speedy activation, and excellent User experiences.
• Remove internal blockers between cross-functional teams such as Product, Legal, Finance, Accounting, Service Teams, etc.
• Drive the deal cycle while coaching Strategics segment sellers to ensure the deal terms align with Stripe goals, strategic vision is met, and closes as forecasted.
• Support complex negotiations involving bespoke commercial and legal agreements.
• Price and structure multithreaded product use cases in all segments and industries especially in highly competitive sales.
• Quickly build credibility and trust with internal customers.
• Be able to articulate business strategy at the C-Suite level, gaining credibility while advising organizations on how best to achieve business goals through the use of technology and services.
• Travel up to 30% depending on need (including international).

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

• BA/BS degree in Business, Technology, Finance, or Economics.
• 15+ years of experience in sales/account management/deal management/pricing strategy/financial consulting.
• Experience working in ambiguous, quickly scaling environments, comfortable with high-agency.
• Strong communication, presentation, negotiation, and project management skills.
• Demonstrated business sense with ownership and ability to scale mechanisms.
• Experienced in shaping proposals to deliver a winning proposition to leave Stripe best placed to be selected.
• Has deep understanding of the Payment’s domain or Saas and can sell and communicate the vision for one-of-a-kind use cases.

Preferred qualifications

• MBA degree in Business, Technology, Finance, or Economics.
• Expert in objection handling through negotiation cycles.
• Conversant in all emerging trends in IT and Business and experience supporting complex transactions such as M&A, IP Acquisition, Revenue Share Models, etc.
• Has deep understanding of the Payment’s domain and can sell and communicate the vision for one-of-a-kind use cases.
• Experience leading various matrixed teams (Solution Architects, Commercial team, Sales teams, Partners, Commercial Legal, Operations etc) to successfully execute strategies to win large deals.

Last updated: 12 days ago