Account Executive (New Business)

About the Role As an Account Executive (New Business) at Stripe, you’ll build partnerships with top software platforms to help them leverage Stripe’s online commerce infrastructure as a competitive advantage. You’ll own the end-to-end sales process with upper-middle-market and enterprise companies in the East territory, shaping our platform partnership strategy as you scale engagement with strategic platforms.

What You'll Do

• 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 touchpoints
• 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

What We're Looking For

• You're 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're used to building value in competitive situations and enjoy working on products that require deep product understanding, combined with technical knowledge
• You have a problem-solving focus 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
• Located in New York, New York, South San Francisco, or the Bay Area; or US-West Remote, or Austin, TX
• 10+ years of sales experience, preferably selling a technical product, with a track record of top performance
• Extensive experience directly selling a technology product or service, preferably at an API-first company, with a record of top performance
• A proven track record of moving sales processes forward from inception to close by leading complex, multi-party sales in a highly consultative manner
• Listening skills and ability to become a trusted resource for decision-makers across technology and finance organizations within software companies
• An ability to understand complex technical problems and how Stripe solutions address them
• A positive attitude and tireless work ethic when encountering blockers
• Strong presentation skills
• Proven ability to lead complex negotiations involving bespoke commercial agreements
• Superior verbal and written communication skills
• Ability to operate in a highly ambiguous and fast-paced environment
• Strong interest in technology and a deep understanding of the industry
• Experience in or excitement in learning about financial technology infrastructure
• Fastidious approach to CRM hygiene and experience using thorough sales forecasting metrics on a weekly and quarterly basis and communicating them in a succinct manner