About the teamThe Capabilities team sits within the Global Partnerships organization and is a key part of Stripe's success. We develop and execute high-impact product partnership initiatives and strategies with card network partners, including Visa, Mastercard, and American Express.
Our work helps shape Stripe's product strategy and deliver capabilities for Stripe users, including agentic commerce and stablecoin pilots.
What you'll doAs a Partner Development Manager on the Capabilities team, you will define and execute high-impact product partnership strategies with Stripe's card network partners. You will use deep payments expertise to identify opportunities, shape joint strategies and commercial models, and lead cross-functional execution for new capabilities that support Stripe's long-term priorities.
You will partner closely with Product, Engineering, Legal, Finance, Risk, Compliance, Treasury, and senior external stakeholders. You will develop partner requirements, define deal strategy, lead complex negotiations, and drive alignment across multiple teams and partners.
Responsibilities- Define and execute product partnership strategies and joint initiatives with Stripe's most critical card network partners, including new offerings that benefit Stripe users.
- Identify, evaluate, and make the case for high-impact partnership opportunities, using industry expertise, partner context, and cross-functional input.
- Develop commercial models, partnership approaches, and distribution plans for new product capabilities and go-to-market motions.
- Independently lead complex, high-impact negotiations with card network partners, including commercial agreements that affect Stripe's payment acceptance costs and long-term strategic position.
- Create scalable deal structures and partnership frameworks that can be applied across partners, products, or markets.
- Influence internal product and go-to-market teams, as well as external partner stakeholders, to develop solutions that meet the needs of Stripe, its users, and the evolving payments landscape.
- Lead cross-functional workstreams across Product, Engineering, Legal, Finance, Risk, Compliance, and Treasury. Set direction, clarify trade-offs, and align stakeholders on the resources and commitments needed to execute.
- Resolve complex stakeholder friction with minimal direction, including competing product priorities, partner requirements, commercial considerations, and delivery timelines.
- Assess Stripe and partner readiness for major initiatives, surface risks and dependencies, and advocate for the decisions needed to move work forward.
- Ensure sound execution of day-to-day partnership operations and adherence to risk and compliance obligations.
- Represent Stripe at partner and industry events, and build trusted relationships with senior partner stakeholders.
Who you areWe're looking for someone who meets the minimum requirements for this role. If you meet these requirements, you are encouraged to apply.
Minimum requirements- 10+ years of experience in strategic partnerships, business development, corporate development, or a related field.
- 5+ years of experience in payments, card networks, or a related financial services domain.
- Experience working on card issuing products, issuer-facing capabilities, or product partnerships involving issuing.
- Thorough understanding of card network dynamics, business models, and the payments ecosystem.
- Broad and deep experience crafting and executing industry-wide partnership strategies, product strategies, or go-to-market models that deliver significant impact across multiple partnerships.
- Experience defining and leading complex partnership strategies that require alignment across product, commercial, operational, and technical stakeholders.
- Experience independently leading complex, high-impact commercial negotiations and managing trade-offs across economics, product capabilities, timelines, and strategic objectives.
- Experience working in product-centric environments with significant internal and external dependencies.
- Strong written and verbal communication skills, with the ability to influence senior stakeholders internally and externally across a wide range of functions, including C-suite leaders.
