Who we are

About Stripe

Stripe is a financial infrastructure platform for businesses. Millions of companiesfrom the worlds largest enterprises to the most ambitious startupsuse 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 everyones reach while doing the most important work of your career.

About the team

Global Business Services (GBS) primary goal is to ensure operational excellence across deal cycles increase revenue through the development of transformative commercial constructs and drive closure of Stripes sold portfolio. The teams reach is widespread across Stripe not exclusive to one sales segment or geographical region; GBS drives change across gotomarket positively impacting Stripe users and crossfunctional teams. GBSs priorities are set through the direction of Stripe leadership and executive vision partnership with sales and crossfunctional organizations as well as User feedback and market insights.

What youll do

Stripes Global Business Services team is looking for a Head of North America Deal Management to lead the growing AMER Deal Management team. This includes the management and support of the AMER Deal Leads and Analysts the establishment and scaling of deal governance and infrastructure across Stripes sold portfolio as well as the continued evolution of Stripes commercial frameworks (implementing new ways to best target Users commercial needs). This is a large and diverse scope including being accountable for all deliverables across the teams functional areas setting a 1224 month vision and growth trajectory plans for the organization working with senior leadership to set/align to GTM AMER strategy and acting as a change agent across Stripe. You will be responsible for the AMER book of business across all segments acting as a primary resource for sales and crossfunctional team senior leadership. This role requires a background in driving pricing deals to closure a strong understanding of commercial discount frameworks and complex sales motions experience developing a team through highgrowth phases and managing to the needs of the Enterprise.

The candidate will have experience with SaaS products private pricing strategies and a background in driving selling motions. The candidate will have exceptional communication skills and executive presence to effectively communicate with Stripe and User senior leadership. You will love this job if you are a natural relationship mechanism and team builder.

Responsibilities

• Manage and scale the AMER Deal Management team through a highgrowth phase focusing on meeting the needs of the Enterprise.
• Effectively set the pace and vision of the business across functional areas while balancing the needs of direct deal management of agreements).
• Work with sales GTM leadership services/support teams and crossfunctional teams to remove blockers throughout deal governance or program initiatives acting as a key escalation point for senior leadership.
• Understand the business and technical requirements of our customers partners and internal stakeholders advising sales the deal team and crossfunctional organizations on best commercial approach (balancing risk between custom terms and internal system limitations).
• Work crossfunctionally to drive the development of global mechanisms to drive efficient deal management.
• Quickly build credibility and trust with internal customers including senior leadership and Stripe CSuite.
• Provide strong leadership communication persuasion skills and coaching.
• Advocate and sponsor radical change of the deal management space including evolution of commercial frameworks driving regionspecific field enablement and implementing broad system/process changes to streamline deal cycles.
• Continued scaling of AMER Deal Management team partnering with senior leadership to plan appropriate staffing measures through planning periods across the functional areas.

Who you are

Were looking for someone who meets the minimum requirements to be considered for the role. If you meet these requirements you are encouraged to apply. The preferred qualifications are a bonus not a requirement.

Minimum requirements

• 15 years of experience in deal management/procurement/pricing strategy/financial consulting/legal
• 8 years of experience with managing and developing a team including defining respective roles/team scope organizational priorities and team strategy
• Experience managing and coaching line managers
• Experience working in ambiguous quickly scaling environments comfortable with highagency
• Strong communication presentation negotiation and project management skills each catered through an executive lens
• Deep understanding of the Payments domain or SaaS and can sell and communicate the vision for oneofakind use cases
• Ability to articulate business strategy at the CSuite level gaining credibility while advising organizations on how best to achieve business goals through the use of technology and services
• Experience scaling crossorganizational programs including: system deployments commercial construct launches and interteam process design (pre to postexecution)
• Experience leading various matrixed teams (pre sales teams sales teams legal ops etc) to successfully execute strategies to win large deals
• Demonstrated business sense with a high sense of ownership and ability to scale large scale mechanisms

Preferred qualifications

• Experience building teams from the ground up defining the functional space will setting the strategy and pace
• Conversant in all emerging trends in IT and Business and experience supporting complex transactions such as M&A IP Acquisition Revenue Share Models etc
• Has deep understanding of the Payments domain and can sell and communicate the vision for oneofakind use cases
• BA/BS degree in Business Technology Finance or Economics
• MBA degree in Business Technology Finance or Economics
• JD degree with experience in either Corporate or International Law.

Required Experience:

Director