Manager, Startups Account Executives - Existing Business

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 Account Executive, Existing Business sits within Stripe's Existing Business Sales function. They are a highly consultative group that manage relationships, growth, and retention of Stripe’s largest and fastest growing Funded Startup and SMB customers. As a manager on the team, you will oversee a group of Account Executives who have the opportunity to work with the entire suite of Stripe products. You will act as both a people manager and a strategic visionary for the team.

What you’ll do

As a Manager of the Account Executive, Existing Business (Startups) team at Stripe, you will help grow Stripe’s North American Startup customers. You will build and lead a team of high-performing Account Executives, helping them to develop their skills and deliver on ambitious targets, while also working directly with customers.

Responsibilities

• Recruit and build a team of Existing Business sellers
• Work with senior leadership to develop the long-term vision and strategy for the team, and manage day-to-day operations with a focus on performance against key sales and growth metrics
• Be accountable for increasing upsell/cross-sell revenue and driving positive renewal outcomes among high-potential Startups and SMBs
• Play a personal and direct role in building and maintaining enduring customer relationships, up to C-level
• Coach and guide the team in developing consultative and solution-based skills through all facets of the sales cycle for existing Stripe users
• Inspire, motivate and enable personal- and career-development of team members
• Work collaboratively and cross-functionally across the organization to help shape Stripe’s products and solutions to meet customer needs
• Partner with our VC and marketing teams to evolve our brand with Startups and align our GTM efforts

Who you are

We are looking for a proactive leader who has demonstrated success dealing with ambiguity, operating in a high-growth environment, managing high-performing teams and solving problems with limited oversight. Ideal candidates will have experience scaling and managing a technology sales team, and possess first-class analytical, communication and relationship-building skills.

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

• 8+ years of relevant experience, with at least 2 years in people management
• Experience leading sales or account management in an early stage, high-growth technology environment
• Proven track record of high performance in a new business sales or existing customer upselling role
• Ability to hire, train and coach a high-performance sales team
• Ability to build relationships with strategic clients and industry thought leaders
• Demonstrated passion for start-ups and new technology businesses
• Ability to understand and articulate technical concepts, and translate them into industry- or business-relevant terms
• Enterprise AEs must be in their current role for a minimum of 24 months.
• Product Sales AEs must be in their current role for a minimum of 24 months.
• Velocity AEs must be in their current role for a minimum of 18 months.

Preferred qualifications

• • Prior experience at a growth stage Internet/software company
  • Prior experience in enterprise sales
  • Prior experience in the payments industry