Account Executive, Existing Business - Startups

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 Existing Business team is a highly consultative group that manages relationships with and is responsible for the growth and retention of Stripe’s fastest growing users.

What you’ll do

As an Account Executive (Existing Business), you’ll identify opportunities for our users to get the most out of Stripe by quickly understanding our users’ needs in order for them to grow with us. We’re looking for a well-rounded strategic operator who is capable of engaging in business-level and technical conversations at multiple levels of the organisation, including Founders, CTO, COO, and CFO in order to drive commercial outcomes. You are used to building value in competitive situations and enjoy working on products that require deep product understanding, combined with technical knowledge.

This is a dynamic role, evolving rapidly. If you’re hungry, smart, persistent, adaptable and a great teammate, we want to hear from you!

Responsibilities

• Own a named account list and develop account plans for winning and expanding business with funded startups
• Develop outbound strategies to create and nurture opportunities.
• Own the full sales cycle from prospecting to close, to go live for startup companies in region.
• Own contract renewals and lead commercial negotiations to increase and retain existing customer revenue and Stripe market share.
• Develop relationships with executive stakeholders at new and existing users.
• Work with company leaders from multiple functions (e.g., Engineering, Product, and Finance) to lead complex product workshops and develop financial analyses.
• Lead and contribute to team projects to develop and refine our sales process.
• Engage with cross functional teams (Partners, Post Sales, Product and Engineering) to help drive and iterate Stripe’s strategy.

Who you are

You are an adept salesperson, 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 businesses 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!

Requirements

• 2+ years of experience in a client-facing role, with either sales or renewal based KPIs within a rapidly growing organization.
• Ability to build strong rapport with clients, and demonstrable active listening, commercial acumen and consultative skills.
• Proven ability to lead complex negotiations involving bespoke commercial agreements
• Analytical ability to manage complex pricing and cost considerations.
• Impeccable prioritization skills in order to effectively manage and execute competing priorities.
• Motivation and flexibility to adapt in an environment where things change quickly.
• Superior verbal and written communication skills.
• Prior experience at a growth stage Internet / Software company.