Head of Startups and SMB Sales, AMER

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

We believe startups are the future. The Startups and SMB Sales Team are highly consultative sales teams that are responsible for the growth of Stripe’s fastest growing Startup customers. Stripe helps these users launch faster, adapt as they grow, and automate workflows to do more with less. As the head of this team, you will be a critical part of the AMER go-to-market leadership team, leading strategy and execution resulting in accelerated revenue growth with Stripe’s users.

What you’ll do

Drive sales growth through successful leadership, organizational planning, customer service and outstanding execution of all startup programs.

Oversee the expansion of Stripe’s startups footprint.

Make hiring decisions, honing our ideal candidate profile and onboarding strategy.

Create structure and focus for GTM ideas and product sales campaigns that the product team is exploring. Drive execution and measurement. Analyze results and make recommendations for action in a timely manner.

Define key sales support mechanisms, processes, and programs to meet the rapid growth of the business and achieve revenue attainment and market development objectives.

Build a world‑class organization and write the playbook for the era of consumption‑based, API‑driven sales.

Maintain a product feedback loop to internal teams to ensure that we continue to build for the highest potential businesses.

Cultivate deep, trust‑based partnerships with some of the most consequential venture capitalists.

Responsibilities

Develop the long‑term vision and strategy for a growing team, and scale day‑to‑day operations.

Adopt and influence the company's sales methodology / process and drive best practices on selling and forecasting.

Develop best practices that enable the organization to more rapidly scale to deliver on revenue targets and support KPIs for growth.

Engage with the largest strategic opportunities, leading executive relationships and helping the team win new customers.

Develop contingency plans and manage challenges proactively, addressing customer concerns and competitive pressures

Effectively work cross‑functionally across the organization to shape Stripe's product roadmap to meet customer needs and advance strategic Stripe initiatives for startup founders

Build and develop a high‑performing team, foster a strong culture of energized and engaged Stripes, invest in the growth and development of your team.

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.

15+ years of people management experience, including second line management.

Experience leading sales organizations in a high‑growth technology environment.

Strong understanding of the startup ecosystem, founder empathy, and ability to build strong partnerships.

Existing relationships and network with key venture capital firms.

Experience building high caliber teams across multiple regions, including launching teams in new offices.

Ability to hire, train and coach a high‑performance sales team.

Demonstrated quantitative and analytical skills.

Office‑assigned Stripes in most of our locations are currently expected to spend at least 50% of the time in a given month in their local office or with users. This expectation may vary depending on role, team and location. For example, Stripes in our Bucharest, Romania site have an 80% in‑office expectation, and those in Stripe Delivery Center roles in Mexico City, Mexico and Bengaluru, India work 100% from the office. Also, some teams have greater in‑office attendance requirements, to appropriately support our users and workflows, which the hiring manager will discuss. This approach helps strike a balance between bringing people together for in‑person collaboration and learning from each other, while supporting flexibility when possible.

The annual US base salary range for this role is $457,000 - $685,400. 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.

At Stripe, we’re looking for people with passion, grit, and integrity. You’re encouraged to apply even if your experience doesn’t precisely match the job description. Your skills and passion will stand out—and set you apart—especially if your career has taken some extraordinary twists and turns. At Stripe, we welcome diverse perspectives and people who think rigorously and aren’t afraid to challenge assumptions. Join us.

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