Head of Sales - Large Enterprise, Growth

About the Role

The day-to-day life of a Sales Manager at Stripe involves a mix of strategic planning, team coaching, and direct engagement with prospective clients. You will be working closely with your team to develop and execute sales strategies, provide mentorship and training, and ensure that everyone has the tools and support they need to succeed. Additionally, you will be collaborating across various departments within Stripe to ensure that the company's solutions are aligned with client needs, driving a cycle of continuous improvement and innovation.

Stripe's mission to increase the GDP of the internet means that every role, including this one, contributes to making financial services accessible and efficient for businesses of all sizes. The Sales Manager role is central to this mission, requiring a deep understanding of the payments industry, the ability to navigate complex sales environments, and a passion for driving growth through innovative solutions.

What You Will Do

• Recruit, develop, and lead a high-performing team of sales professionals, focusing on scaling Stripe's GTM presence across the Americas.
• Train the team in advanced sales skills, including collaborative pipeline generation, consultative and solution-based selling, closing tactics, and serving as a trusted advisor to clients.
• Develop and execute the long-term vision and strategy for the team, aligning with Stripe's overall growth objectives.
• Manage day-to-day operations, ensuring the team has the resources and support needed to meet and exceed sales targets.
• Be accountable for operating net revenue and activation targets, driving Stripe's revenue growth in a profitable and sustainable manner.
• Work cross-functionally with various teams at Stripe to shape the company's solutions and ensure they meet the evolving needs of clients.
• Inspire, motivate, and enable the career growth of direct reports, fostering a culture of excellence and continuous learning.
• Develop and maintain relationships with key decision-makers at large enterprise clients, understanding their business needs and positioning Stripe's solutions to address them.
• Collaborate with product and engineering teams to provide feedback and insights from the market, helping to inform the development of new features and services.

What We Are Looking For

• Proven experience as a sales leader in the technology, SaaS, banking, or payments industry, with a minimum of 10 years of experience as an account executive or 5 years of front-line sales management experience.
• Experience working with large enterprise clients, with a deep understanding of their business needs and challenges.
• A track record of successfully scaling high-performance sales teams, with expertise in training, coaching, and development.
• Strong communication and interpersonal skills, with the ability to build relationships with strategic clients, industry thought leaders, and partners.
• Experience operating in high-growth, early-stage technology environments, with a demonstrated ability to navigate ambiguity and drive results.
• Passion for Stripe's mission and a keen interest in the payments and financial services industry.
• Ability to clearly communicate technical concepts and build strong relationships with highly technical customers.
• Experience with sales methodologies and frameworks, such as MEDDIIC, and the ability to adapt and apply these in complex sales environments.

Nice to Have

• Second-line management experience, with a proven ability to lead and manage team leaders.
• Experience in the payments or financial services sector, with a deep understanding of industry trends and regulatory environments.
• Familiarity with sales tools and technologies, including CRM systems, sales analytics platforms, and digital communication tools.
• A background in finance or a related field, with a solid understanding of financial principles and practices.

Benefits and Perks

• Competitive salary and equity package, reflecting Stripe's commitment to attracting and retaining top talent.
• Comprehensive health insurance, including medical, dental, and vision coverage, to support the well-being of you and your family.
• Generous PTO policy, allowing you to recharge and pursue your interests outside of work.
• Remote work stipend, supporting your ability to work effectively from anywhere.
• Access to cutting-edge technologies and tools, ensuring you have the best resources to excel in your role.
• Professional development opportunities, including training, mentorship, and education support, to help you grow in your career.

• Develop a deep understanding of Stripe's products and services, including its payments platform, to effectively communicate value to potential clients.
• Highlight your experience in sales team management, especially in high-growth environments, and be prepared to share specific examples of your achievements.
• Emphasize your ability to navigate complex sales ecosystems, including large enterprise clients, and discuss how you tailor your approach to meet the unique needs of each client.
• Prepare to discuss your strategy for driving revenue growth, including how you stay ahead of industry trends and adapt to changing market conditions.
• Showcase your passion for the payments industry and Stripe's mission, demonstrating how your skills and experience align with the company's goals and values.
• Be ready to address how you handle ambiguity and uncertainty in fast-paced sales environments, providing examples from your past experience.
• Consider preparing questions about Stripe's culture, growth plans, and the future of the payments industry, to show your engagement and interest in the role and the company.