Account Executive, Startup Platforms

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 Velocity Sales team works with B2B Software Platforms to help them facilitate payments for their customers using our Stripe Connect product. Software Platforms, also known as B2B Indirect, are software platform businesses who serve other businesses. You will work with the next wave of startup platforms already using Stripe. As a key member of the Stripe Platforms team, you will manage and elevate relationships with a named account list while identifying new growth opportunities and ways Stripe can exceed expectations. What you'll do As an Account Executive (Existing Business), you will create partnerships between Stripe and the most innovative and fastest-growing software platforms in the world by helping them to understand how Stripe's online commerce infrastructure can make payments a competitive advantage for their businesses. Responsibilities - Directly manage and cultivate a named account list while crafting comprehensive account plans aimed at winning and expanding business with upper middle market and enterprise companies. - Build and sustain key relationships with C-level executives, ensuring the orchestration of appropriate executive touchpoints. - Contribute to the development of our platform partnership strategy by establishing repeatable processes and scalable engagement models. - Develop outbound strategies to create and nurture new business opportunities. - Own the complete sales cycle, from lead generation to closing sales with upper middle market and enterprise clients. - Coordinate and support the implementation of sold platforms and facilitate their effective utilization of Stripe products. - Foster relationships with executive stakeholders at both new and existing clients. - Collaborate with leaders across various functions (such as Engineering, Product, and Finance) to conduct complex product workshops and financial analyses. - Lead and contribute to team initiatives aimed at developing and refining our sales process. - Engage with Product and Engineering teams to shape and drive product strategy. Who you are We're 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. You are 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 are used to building value in competitive situations and enjoy working on products that require deep product understanding combined with technical knowledge. You are naturally analytical 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. If you're motivated, smart, persistent, and a great teammate, we want to hear from you! Minimum Requirements - At least 3 years of sales or prospecting experience, ideally within a technology company, with a consistent record of top performance. - Proven ability to manage a named account list and develop account plans for upper middle market and enterprise companies. - Experience building and maintaining relationships with C-level executives (CTO, COO, CFO). - Demonstrated ability to own and close a full sales cycle, from prospecting through to contract. - Strong analytical skills with experience helping customers model and quantify business investment decisions. - Ability to collaborate cross-functionally with Engineering, Product, and Finance to lead complex product workshops and financial analyses. - Excellent verbal and written communication skills.