Account Executive, SSMB Platform (Hunter)

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 Startup and SMB Account Executive team is a highly consultative sales team that is responsible for the acquisition and growth of Stripe’s largest and most promising Startup and SMB customers.

The Startup and SMB Platform 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. Platforms already using Stripe include Shopify, Lightspeed and Mindbody.

As a key member to the Stripe Platforms team, you’ll identify new opportunities for prospects to get the most out of Stripe’s platform. You will work across a large account set of emerging startup and SMB businesses to get them live on Stripe, quickly. You will also partner with our product team to feedback insights that help us identify new growth opportunities and ways Stripe can exceed expectations with hyper-growth business. This role is a scaled sales team based in Chicago.  

If you’re motivated, smart, persistent, a great teammate, and someone who is excited to eat, sleep, drink, and breathe platforms and startups; we want to hear from you! 

What you’ll do

As an Account Executive (New 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

• Identify high-potential prospective users from inbound leads and outbound prospecting
• Own the full sales cycle from lead to close for startups and SMB platform accounts
• 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 startup and SMB platform businesses 
• 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
• Solve complex client needs and work across product, sales, risk, and operations teams to improve our product
• Generate your own leads through cold calling, blitzing, research, networking, and driving your territory
• Make every potential Stripe user happy with every interaction, regardless of deal size
• Identify and understand users’ pain points to propose Stripe solutions
• Make sure that internal teams are set up for users’ success by coordinating with other Stripe teams
  
  

Who you are

We’re looking for a well-rounded strategic seller who can build strong relationships with Stripe’s clients and manage high velocity deal cycles.

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 an in-depth understanding of the startup founder and SMB owner buyer journey and can lead a complex 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.

Minimum requirements

• 3+ 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, understanding strategies and applying value proposition
• Great listening skills and ability to quickly become a trusted resource for decision-makers across technology and finance orgs within software companies
• An ability to understand complex technical problems and understand how Stripe’s solutions can address them
• A positive attitude and tireless work ethic when encountering blockers to success, whether external or internal
• Ability and motivation to operate in a highly ambiguous and fast-paced environment
• 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 space
• Experience in or excitement to learn about financial technology infrastructure
• Fastidious approach to CRM hygiene and experience utilizing thorough sales forecasting metrics on a weekly/quarterly basis and communicating them in a succinct manner
• Payments experience is preferred