Account Executive, Platforms (Existing Business)

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

The Platform Sales team works with B2B Software Platforms to help them facilitate payments for their customers using our Stripe Connect product. Software Platforms are software businesses that are building out payments and financial services as a product. Platforms already using Stripe include Shopify, Xero, me&u and Ignition.

What you'll do

As an Account Executive on the Platforms team (Existing Business), you will use your sales and product expertise to help drive growth to existing Stripe customers by helping them to understand how Stripe's online commerce infrastructure can make payments a competitive advantage for their businesses. These are some of the most innovative and fastest-growing software platforms in the world

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 touch points as well
• 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 are

You're a skilled salesperson and relationship manager who can hold business and technical conversations with leaders (CTO, COO, CFO). You've worked with upper-middle-market and enterprise accounts, understand the buyer journey, and can lead complex, multi-stakeholder, consultative sales. You excel in competitive situations that require deep product and technical knowledge, are analytical able to model business outcomes and quantify ROI and enjoy prospecting and owning deals end-to-end. You also like building sales processes, sharpening our value proposition, and creating key tools and assets.

Minimum requirements

• 5+ years of sales experience, preferably selling a technical product,
• Extensive experience directly selling a technology product or service, preferably at an API-first company.
• 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
• An ability to understand complex technical problems and understand how Stripe's solutions can address them
• Proven ability to lead complex negotiations involving bespoke commercial agreements
• Ability to operate in a highly ambiguous and fast-paced environment
• Experience in or excitement in learning about financial technology infrastructure
• Fastidious approach to CRM hygiene and experience utilising thorough sales forecasting metrics on a weekly/quarterly basis and communicating them in a succinct manner

Preferred Qualifications

• Payments experience is preferred