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Manager, AMER RFA Enterprise (Billing)

Stripe

Stripe

Chicago, IL, USA
Posted on Tuesday, June 18, 2024

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

Product Sales is a team of deep functional and technical specialists who both lead and advise on deals for the most strategically important products in Stripe’s portfolio. Revenue and Finance Automation (RFA) Product Sales is tasked with attacking a $100B market opportunity for back office finance automation across billing, tax, revenue reporting, and data.

What you’ll do

As the manager of the North American Billing Enterprise segment at Stripe, you will use your sales and product expertise to help drive growth through both existing and new to Stripe customers, specifically in our Enterprise segments. You will lead a team of Product Account Executives, as well as collaborate with the core sales, marketing, product marketing, and product teams to develop deep product and industry knowledge and drive strategic deals. You will be instrumental in leading in depth product discussions with existing and prospective customers – and building and executing against our go to market strategy.

Responsibilities

  • Partnering with senior management to establish strategic plans and objectives to drive growth of a >$100M ARR business line
  • Translating business segment strategy into functional plans and guiding execution to KPIs
  • Leading multiple, complex teams that are part of a broader functional area and whose work impacts multiple functions across Stripe
  • Manage and lead a team of 8+ Account Executives across the AMER region focused on the Enterprise segments (DNB, ENT, Platform)
  • Be accountable for driving revenue, increasing attach rates, and new client acquisition at high rates of growth.
  • Coach and guide the team in developing consultative and solution-based sales skills through all facets of the sales cycle.
  • Create best practices, and improve the business and customer engagement model.
  • Reputation for building strategic relationships with executives & Fortune 500 companies and across the AMER region including core markets like NA, CA, and LATAM
  • Deeply understand the sales process and competitors for Stripe, including software, hardware and payments.
  • Lead with clarity and context with a compelling plan in line with Stripe’s direction.
  • Serve as both an internal and customer-facing expert on Stripe, especially for your specialized products.
  • Engage with Product, Marketing and User Operations teams to help amplify our growth trajectory.

Who you are

You are an adept sales leader, capable of engaging in business-level and technical conversations at multiple levels of the organization, including CEO, CFO, and CTO. You are used to building clear plans to grow a region through a high functioning sales team, with strategic thought leadership and strong management. You see value in competitive situations and enjoy working on products that require deep product understanding, combined with technical knowledge. You’re as comfortable working with clients as with internal stakeholders (including executives). You’re excited to become an expert and to share your knowledge. You’re an organized self-starter, an excellent communicator who is highly analytical and has a track record for improving the processes and organizations around you.

Minimum requirements

  • 15+ years of experience in hyper-growth SaaS environments (billing, accounting or ERP space)
  • 5+ years sales leadership experience, launching and growing high functioning sales new teams / products.
  • Industry experience in finance, revenue management, financial services or similar software services
  • 7+ years in Enterprise Sales with a track record of top performance with top Fortune 500 companies
  • Proven ability to be a self-starter, capable of driving business results without significant supervision.
  • Ability to understand complex technical requirements and craft solutions across multiple stakeholders
  • An enthusiastic “roll up your sleeves” mentality.
  • Excellent verbal and written communication skills.
  • Strong presentation skills, particularly for in-person meetings with multiple stakeholders
  • Proven ability to lead complex negotiations involving bespoke commercial agreements with large enterprises

Preferred qualifications

  • New business acumen, ability to lead and manage new business pitches & upsell conversations of Stripe for existing and prospective customers.
  • Proven ability to sell complex solutions involving both hardware and software
  • Prior experience at a growth stage Internet/software company

This role is available either in an office or a remote location (typically, 35+ miles or 56+ km from a Stripe office).

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.

A remote location, in most cases, 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. Stripe does not cover the cost of relocating to a remote location. We encourage you to apply for roles that match the location where you currently or plan to live.

The annual US base salary range for this role is $329,600 - $494,300. 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.

Office locations

Chicago

Remote locations

Remote in United States

Team

Sales

Job type

Full time