What you'll doAs an Account Executive (New Business), you'll create partnerships between Stripe and the most innovative and fastest-growing software platforms in the world by helping them understand how the Stripe online commerce infrastructure can make payments a competitive advantage for their businesses.
Responsibilities- Directly manage and nurture a named account list and develop account plans for winning and expanding business with upper-middle-market and enterprise companies
- Build and maintain key relationships with C-level executives, while orchestrating the right executive touchpoints
- 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 at new and existing clients
- 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
Who you areYou're 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 upper-middle-market and enterprise companies. You have an in-depth understanding of the buyer journey and can lead a complex, multi-party sale in a highly consultative manner. You're used to building value in competitive situations and enjoy working on products that require deep product understanding, combined with technical knowledge. You have a problem-solving focus 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.
Minimum requirements- Locations: New York, NY; San Francisco, CA; Seattle, WA; Chicago, IL
- 10+ years of sales experience, preferably selling a 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
- 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 a value proposition
- Listening skills and ability to become a trusted resource for decision-makers across technology and finance organizations within software companies
- An ability to understand complex technical problems and how Stripe solutions address them
- A positive attitude and tireless work ethic when encountering blockers to success, whether external or internal
- Strong presentation skills
- Proven ability to lead complex negotiations involving bespoke commercial agreements
- Superior verbal and written communication skills
- Ability to operate in a highly ambiguous and fast-paced environment
- Strong interest in technology and a deep understanding of the industry
- Experience in or excitement in learning about financial technology infrastructure
- Fastidious approach to CRM hygiene and experience using thorough sales forecasting metrics on a weekly and quarterly basis and communicating them in a succinct manner
