Account Executive, Stripe
Startup & SMB Platform, Grower
$164.9-247.4k
OTE
More information about location
A financial infrastructure platform for businesses
Be an early applicant
A financial infrastructure platform for businesses
1001+ employees
Be an early applicant
$164.9-247.4k
OTE
More information about location
1001+ employees
Company mission
To increase the GDP of the internet
Role
Who you are
- You are an adept salesperson and relationship manager capable of engaging in business-level and technical conversations at multiple levels of the organization, including the CTO, COO, and CFO
- You have experience working with startup founders and/or SMB owners; and deeply understand their buying needs and journey, positioning you to thrive in complex, multi-party sales in a highly consultative manner
- You are used to building value in competitive situations and enjoy working on products that require deep product understanding, combined with technical knowledge
- You are naturally analytical and enjoy digging into business models and helping customers quantify their investment decisions
- You get excited about prospecting, and are capable of independently leading a sales cycle from start to finish
- Finally, you enjoy building – you like to actively participate in the development of our sales process, the articulation of our value proposition, and the creation of key tools and assets
- If you’re smart, persistent, and a great teammate, we want to hear from you
- 3+ years of sales or prospecting experience, preferably at a technology company selling a highly 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
- An ability to understand complex technical problems and understand how Stripe’s solutions can address them
- 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 value proposition
- Great listening skills and ability to quickly become a trusted resource for decision-makers across technology and finance orgs within software companies
- A positive attitude and tireless work ethic when encountering blockers to success, whether external or internal
- Bias for action always looking for ways to quickly unblock users; you anticipate questions and have an ability to respond quickly, making feel that they are always your top priority
- Ability to understand complex technical ecosystems and build great relationships with technical customers
- Analytical ability to manage multiple complex sales cycles at a high velocity
- A knack for working well with a wide range of stakeholders, both internally and externally
- Ability and motivation to operate in a highly ambiguous and fast-paced environment
- Superior verbal and written communication skills
- Experience in or excitement in learning about financial technology infrastructure
- Fastidious approach to CRM hygiene and experience utilizing thorough sales forecasting metrics on a weekly/quarterly basis and communicating them in a succinct manner
What the job involves
- As an Account Executive (Existing Business), you will create partnerships between Stripe and the most innovative and fastest-growing software platforms in the world by helping them to understand how Stripe’s online commerce infrastructure can make payments a competitive advantage for their businesses
- Own contract renewals and lead commercial negotiations to increase and retain existing customer revenue and Stripe market share
- Directly manage and nurture a named account list and develop account plans for winning and expanding business with startup and SMB users
- Build and maintain key relationships with C-level executives, to help founders enable embedded payments as a competitive advantage fo their business
- 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 with key users in your account set
- 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
- Generate your own leads through cold calling, blitzing, research, networking, and driving your territory
- Make every potential Stripe user happy with every interaction, regardless of deal size
- Identify and understand users’ pain points to propose Stripe solutions
- Make sure that internal teams are set up for users’ success by coordinating with other Stripe teams
- About the team The Startup and SMB Account Executive team is a highly consultative sales team that is responsible for the acquisition and growth of Stripe’s largest and most promising Startup and SMB customers
- The Startup and SMB 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 who serve other businesses
- Platforms already using Stripe include Shopify, Lightspeed and Mindbody
- As a key member to the Stripe Platforms team, you will manage and elevate relationships with a named account list while identifying new growth opportunities and ways Stripe can exceed expectations
Our take
Stripe, nowadays a FinTech giant, spent the first few years since its founding building up its payments business, which primarily consisted of providing an API to eCommerce businesses so that they could easily integrate a payments option in their apps or websites, where before there was none.
More recently, Stripe has started to accelerate its growth with a significantly larger range of financial services including cash advances and credit cards. They also plan to build incorporation services, fraud protection, and more, diversifying its revenue away from payments and differentiating itself from its competitors.
To further expand its position, the company is looking to triple its presence in Ireland, and extend its services to countries with vast customer potential, including Brazil and India. Its latest venture, coming atop significant new funds, is to partner with OpenAI, the company behind ChatGPT - a win-win collaboration that will monetize OpenAI’s flagship products and at the same time enhance Stripe with GPT-4, as it moves forwards with intentions to "build the payments foundation for tomorrow's AI economy."
Freddie
Company Specialist at Welcome to the Jungle
Insights
Few candidates hear
back within 2 weeks
-5% employee growth in 12 months
Company
Funding (last 2 of 13 rounds)
Mar 2023
$6.5bn
GROWTH EQUITY VC
Mar 2021
$600m
SERIES H
Total funding: $8.7bn
Company benefits
- Unlimited paid time off policy
- Work from home opportunities
- Comprehensive mental, physical and medical health plans
- Fertility benefits and parental leave
Company values
- Built for builders - The best reason to work at Stripe is that you will have colleagues who support and challenge you to do the best work of your career. We combine a big-picture mindset with obsessive attention to the details, down to the last pixel, API parameter, and word.
- An environment of growth - We care about results more than CVs. We value managers who remain experts while developing talent and designing successful orgs. You can also have a big impact and advance far without managing anyone. We want you to take what you’ve been hired to do, and show us how it’s done – you might create something we never would have imagined. We have had account managers start a publishing arm, interns who have run business units, and hackathon participants who have built company-defining products.
- Fast-paced, detail oriented - We balance innovation with scrupulous attention to every bit and byte involved in the movement of money – because we can’t do our job well unless we do both. When we started, we emailed every API error to everyone at the company. Now, we have more than 250 million API requests a day – and we still care about each one.
- Voraciously curious - We wish there was a book that described what we need to do next (we’d even publish it), but since there isn’t, we all have to write it together. You will need to find answers to questions you’ve never been asked before. Sometimes, you will be the first person ever to contemplate a particular problem. We want people who devour books for fun and approach new challenges with eager curiosity.
Company HQ
SoMa, San Francisco, CA
Articles
Leadership
Patrick Collison
(Content Strategist)Studied maths at MIT before founding Stripe. Also on the board of the Long Now Foundation.
John Collison
(President)Studied at Harvard but dropped out to found Stripe.
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