Head of AMER Deal Management
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
Global Deal Management’s (GDMs) primary goal is to ensure operational excellence across deal cycles, increase revenue through the development of transformative commercial constructs, and drive closure of Stripe’s sold portfolio. The team's reach is widespread across Stripe, not exclusive to one sales segment or geographical region; GDM drives change across go-to-market, positively impacting Stripe users and cross-functional teams. GDM’s priorities are set through the direction of Stripe leadership and executive vision, partnership with sales and cross-functional organizations, as well as User feedback and market insights.
What you’ll do
Stripe’s Global Deal Management team is looking for a Deal Manager to support a team of Deal Leads and Analysts who focus on the closure of custom and standard commercial deals. This is a large scope, including owning the development and support of the team, approving custom commercial approaches, coaching sales and deal teams on the right way to approach a deal, all while working cross-functionally to scale the needed mechanisms to support the team. You will be responsible for a regional book of business, acting as a key resource for sales leadership across related pipelines. This role requires a background in driving pricing deals to closure, a strong understanding of commercial discount frameworks, and experience supporting a team through high-growth phases.
The candidate will have experience with SaaS products, private pricing strategies, and a background in supporting selling motions. The candidate will have strong communication skills and executive presence to effectively communicate with Stripe senior leadership. You will love this job if you are a natural relationship and mechanism builder.
Responsibilities
- Act as player and coach, directly managing a team of regional Deal Leads/Analysts who manage deal structuring, strategy, negotiations, and closure of Stripe’s sold portfolio.
- Work with sales, GTM leadership, services/support teams, and cross-functional teams to remove blockers throughout deal cycles, acting as a primary regional escalation point.
- Understand the business and technical requirements of our customers and partners, advising sales and deal teams on the best approach (balancing risk between custom terms and internal system limitations).
- Work cross-functionally to support the development of global mechanisms to drive efficient deal management.
- Work backwards from senior sales leadership to establish the right deal management motions including pipeline reviews, MBRs, 2X2s,
- Quickly build credibility and trust with internal customers.
- Provide strong leadership, communication, and persuasion skills.
- Support projects which scale the deal management space, including evolution of commercial frameworks, region-specific field enablement, and broad system/process changes to streamline deal cycles.
- Continued scaling of a regional deal team, partnering with senior leadership to plan appropriate staffing measures through planning periods.
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.
Minimum requirements
- BA/BS degree in Business, Technology, Finance, or Economics.
- 8+ years of experience in deal management/procurement/pricing strategy/financial consulting.
- 4+ years of experience with managing a team either directly or indirectly, including acting as an escalation point while coaching individuals on approach.
- Experience working in ambiguous, quickly scaling environments, comfortable with high-agency.
- Strong communication, presentation, negotiation, and project management skills.
- Experience working with SaaS products.
- Demonstrated business sense with ownership and ability to scale mechanisms.
Preferred qualifications
- Experience in Payments/Payments Processing.
- Experience building teams from the ground up, defining the functional space will setting the strategy and pace.
Hybrid work at Stripe
This role is available either in an office or a remote location (typically, 35+ miles or 56+ km from a Stripe office).
Office-assigned Stripes spend at least 50% of the time in a given month in their local office or with users. This hits a balance between bringing people together for in-person collaboration and learning from each other, while supporting flexibility about how to do this in a way that makes sense for individuals and their teams.
A remote location, in most cases, is defined as being 35 miles (56 kilometers) or more from one of our offices. While you would be welcome to come into the office for team/business meetings, on-sites, meet-ups, and events, our expectation is you would regularly work from home rather than a Stripe office. Stripe does not cover the cost of relocating to a remote location. We encourage you to apply for roles that match the location where you currently or plan to live.
Pay and benefits
The annual US base salary range for this role is $157,840 - $236,760. For sales roles, the range provided is the role’s On Target Earnings ("OTE") range, meaning that the range includes both the sales commissions/sales bonuses target and annual base salary for the role. This salary range may be inclusive of several career levels at Stripe and will be narrowed during the interview process based on a number of factors, including the candidate’s experience, qualifications, and location. Applicants interested in this role and who are not located in the US may request the annual salary range for their location during the interview process.
Additional benefits for this role may include: equity, company bonus or sales commissions/bonuses; 401(k) plan; medical, dental, and vision benefits; and wellness stipends.