Account Executive, Enterprise Platforms, Hunter (San Francisco)

Who we areAbout StripeStripe 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 teamThe 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 that serve other businesses. Platforms already using Stripe include Shopify, Lightspeed, and Mindbody.As a key member of the Stripe Platforms team, you'll manage and elevate relationships with a named account list while identifying new growth opportunities and ways Stripe can exceed expectations. This role will be dedicated to accounts tied to the East territory. Location requirements are listed below.If you're motivated, smart, persistent, and a great teammate, we want to hear from you.What you'll doAs an Account Executive (New Business), you'll create partnerships between Stripe and the most innovative and fastest-growing software platforms in the world by helping them understand how the Stripe online commerce infrastructure can make payments a competitive advantage for their businesses.ResponsibilitiesDirectly manage and nurture a named account list and develop account plans for winning and expanding business with upper-middle-market and enterprise companiesBuild and maintain key relationships with C-level executives, while orchestrating the right executive touchpointsContribute to shaping our platform partnership strategy and building repeatable processes and scaled engagement modelsDevelop outbound strategies to create and nurture opportunitiesOwn the full sales cycle from lead to close for upper-middle-market and enterprise companiesDevelop relationships with executive stakeholders at new and existing clientsWork with company leaders from multiple functions (e.g., Engineering, Product, and Finance) to lead complex product workshops and financial analysesLead and contribute to team projects to develop and refine our sales processEngage with Product and Engineering teams to help drive product strategyWho you areYou'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.If you're motivated, smart, persistent, and a great teammate, we want to hear from you.Minimum requirementsLocations: New York, NY; San Francisco, CA; Seattle, WA; Chicago, IL10+ years of sales experience, preferably selling a technical product, with a track record of top performanceExtensive experience directly selling a technology product or service, preferably at an API-first company, with a record of top performanceA 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 a value propositionListening skills and ability to become a trusted resource for decision-makers across technology and finance organizations within software companiesAn ability to understand complex technical problems and how Stripe solutions address themA positive attitude and tireless work ethic when encountering blockers to success, whether external or internalStrong presentation skillsProven ability to lead complex negotiations involving bespoke commercial agreementsSuperior verbal and written communication skillsAbility to operate in a highly ambiguous and fast-paced environmentStrong interest in technology and a deep understanding of the industryExperience in or excitement in learning about financial technology infrastructureFastidious approach to CRM hygiene and experience using thorough sales forecasting metrics on a weekly and quarterly basis and communicating them in a succinct manner