Partner Development Manager, Stripe

• We are looking for a strategic, entrepreneurial business development manager with strong product instincts, experience negotiating and formalizing partnership agreements, building partner programs and working with cross-functional teams
• 7+ years of experience in product partnerships, business development, partner management or corporate development, working closely with other technology or fintech companies on platform or new business development
• Domain expertise in Payments, Enterprise software, Commerce and/or Hardware
• Technical acumen, an ability to understand Stripe’s product portfolio and strategy and use this understanding to define requirements with partners and evaluate new partnership opportunities
• Strong agency, can handle ambiguity in a fast-moving organization, and thrives on a high level of autonomy and responsibility
• Exceptionally strong communication skills, in both verbal and written form, and ability to influence stakeholders across a wide variety of functions
• Experience managing partnerships with significant cross functional engagement models
• Humility and leads by example, setting the right context and helping teammates do their best work

Desirable

• The Terminal Partnerships team sits within the Global Partnerships Expansion and Incubation Pillar; sourcing, developing and managing relationships and programs that enable and expand Stripe’s in-person payment products
• Stripe’s in-person payment products provide Stripe users tools to extend their online presence into the physical world and help all merchants create a unified commerce experience
• With Stripe Terminal, users can unlock the in-person payment experiences best suited for their business model—whether it’s creating a flagship retail experience, unifying online and offline commerce or enabling a consumer mobile device to accept payments
• The Terminal Partnerships team is responsible for developing and managing relationships; executing on high-impact, cross-functional initiatives to launch new product experiences and drive growth for Stripe Terminal globally through with partners
• In 2024, we expanded our Terminal partnership ecosystem considerably; bringing flexibility and innovation to unified commerce through partnerships with market leading POS solutions, platforms such as FreedomPay and 3P hardware in support of expanding Tap to Pay on Android
• Through these partnerships, we are able to better serve modernizing enterprises and platforms across the Retail, Hospitality and F&B industries. This is only the beginning as we drive Stripe Terminal to new levels of usability and reach in 2025 and beyond
• We are looking for a Partner Development Manager who will be responsible for identifying new opportunities, driving recommendations for partnerships that create product differentiation, managing new and existing partner relationships and optimizing partnerships for growth
• This role will collaborate closely with cross-functional teams including Product, Legal, Engineering, Finance, GTM and other teams to evaluate product and business initiatives and execute new partner agreements to accelerate Teminal’s growth and ecosystem expansion
• Identify, develop and lead new partnerships that empower our users to build or launch point-of-sale experiences that will shape the future of in-person commerce e.g., new capabilities, software or hardware products and/or commercial models
• Structure and negotiate first-of-kind deals for initial product enablement or go-to-market partnerships with large B2B technology companies, in existing and new geographies
• Collaborate closely with Product, Engineering, Technical Project Managers, Legal, Marketing and other cross-functional partnership teams to develop and execute our Terminal strategy
• Understand our partners’ key priorities, challenges, and internal roadmaps; regularly communicate insights and recommendations to the Terminal team
• Develop strategic perspectives based on market and partner insights, actively contributing a POV to our product strategy
• Work with partners to define, deliver and manage KPIs, joint roadmaps and success metrics to deliver impact and scale partnerships
• Manage QBRs, account plans, account mapping and cross functional engagement