Strategic Account Executive, AI Sales

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 AI GTM team is focused on one of Stripe's most strategic growth opportunities: enabling AI-native and AI-enabled businesses to scale on Stripe. We're in a unique position – partnering with the world's most ambitious AI companies (the likes of OpenAI, Anthropic, and NVIDIA) building on the frontier of artificial intelligence – across infrastructure, foundation models, agents, and applications – to grow globally with the help of Stripe's financial infrastructure. As part of Stripe's GTM organization, this team works closely with Product, Engineering, and Marketing to shape Stripe's AI GTM strategy and ensure that the world's leading AI companies – from early-stage innovators to the largest public players – choose to build with Stripe. What you'll do Work collaboratively with one of Stripe’s most strategic customers to realize their business goals. Our customers in the AI Industry move fast, you’ll work alongside your customer to develop and execute a multi-year partnership strategy that accelerates their ambitions with Stripe as a critical partner. This is a role that will require you to be an active participant in Stripe’s product strategy across the company, acting as a proxy for your customer within the walls of Stripe. You will interact with executives internally and externally to ensure your customer’s needs are well understood and prioritized. You will: Own full commercial sales cycles and partnership opportunities, from business case development, to deal structuring and negotiating, to close Develop a strategic account plan to expand Stripe’s commercial footprint within your customer’s business, driving growth through cross-sell, expansion, and new revenue streams Drive deal strategy and commercial negotiations for large, complex renewals Develop relationships with executive stakeholders within your customer’s business, deeply understanding problems they are trying to solve and helping them find durable solutions Be responsible for account mapping and coordinating meaningful conversations with the appropriate stakeholders, internally and externally, to expand the customer relationship Lead and contribute to team projects, further Stripe’s use of AI tools and agents, and help refine our sales processes and culture in Stripe’s GTM organization Who you are We're looking for someone who operates with vision and urgency at the highest levels of enterprise sales. You combine deep commercial creativity with the executive presence to negotiate landmark agreements, and the strategic judgment to know which problems matter most. You thrive in ambiguity, create clarity for others, and have a track record of building and closing the largest, most complex deals in your organization's history. Minimum requirements Demonstrated success closing transformational partnerships with bespoke commercial structures 13+ years of sales experience selling technical products to large enterprises, with a sustained track record of top performance and quota overachievement 4+ years leading complex sales cycles with Enterprise organizations required Track record of leading and orchestrating large cross-functional teams through complex deal cycles with competing priorities Proven ability to build and maintain executive relationships at the C-suite level and influence strategic decision-making Ability to understand complex technical architectures and craft creative solutions that span multiple products and commercial models Ability to develop and execute account plans spanning multiple business units across a complex organization and subsidiaries Superior verbal and written communication skills, with the ability to command a room of senior executives Ability to operate in a highly ambiguous and fast-paced environment Strong interest in technology and a deep understanding of the AI industry History of shaping org-wide sales practices, mentoring peers, and contributing to team strategy beyond individual quota attainment Preferred qualifications Experience selling into or partnering with frontier AI companies, hyperscalers, or developer-first platforms Understanding of AI monetization models (token-based pricing, usage-based billing, consumption entitlements, API rate structures) Prior experience at a high-growth technology company where you helped define the go-to-market approach for a new or nascent market segment Familiarity with Stripe's products and the broader fintech/payments ecosystem In-office expectations Office-assigned Stripes in most of our locations are currently expected to spend at least 50% of the time in a given month in their local office or with users. This expectation may vary depending on role, team and location. For example, Stripes in Stripe Delivery Center roles in Mexico City, Mexico, Bengaluru, India, and Dublin, Ireland work 100% from the office. Also, some teams have greater in-office attendance requirements, to appropriately support our users and workflows, which the hiring manager will discuss. This approach helps strike a balance between bringing people together for in-person collaboration and learning from each other, while supporting flexibility when possible. Pay and benefits The annual US base salary range for this role is $312,000 - $468,000. For sales roles, the range provided is the role’s On Target Earnings ("OTE") range, meaning that the range includes both the sales commissions/sales bonuses target and annual base salary for the role. This salary range may be inclusive of several career levels at Stripe and will be narrowed during the interview process based on a number of factors, including the candidate’s experience, qualifications, and location. Applicants interested in this role and who are not located in the US may request the annual salary range for their location during the interview process. Additional benefits for this role may include: equity, company bonus or sales commissions/bonuses; 401(k) plan; medical, dental, and vision benefits; and wellness stipends. We look forward to hearing from you. At Stripe, we're looking for people with passion, grit, and integrity. You're encouraged to apply even if your experience doesn't precisely match the job description. Your skills and passion will stand out—and set you apart—especially if your career has taken some extraordinary twists and turns. At Stripe, we welcome diverse perspectives and people who think rigorously and aren't afraid to challenge assumptions. Join us. Please find our California applicant personal information notice here. Company Stripe Team Sales Office location South San Francisco HQ Employment type Full time #J-18808-Ljbffr Monograph