Program Manager, Go To Market

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 You’ll join Stripe’s Sales Strategy and Operations team, a high-impact group that helps our GTM organization execute with speed, focus, and rigor. We translate strategy into scalable operating motions across the Americas Sales org and Global Product Sales organizations, including repeatable plays, durable cadences, and clear operational performance management. A core part of our remit is supporting Stripe’s Alliances and Channels organization, particularly platform partners and SIs/consultancies. We partner closely with Sales leadership, Marketing, Product, Enablement, RevOps, and Finance to remove friction, improve visibility, and drive consistent execution that accelerates growth. What you’ll do As the Go-to-Market Program Manager, you’ll design and drive programs that help Stripe’s Sales and Partner, and Channel teams execute with clarity and consistency. You’ll own end-to-end delivery for critical GTM initiatives—translating strategy into scalable plays, field-ready rollouts, and durable operating cadences. You’ll work closely with Sales leadership, Partner teams, Marketing, Product, Sales Enablement, RevOps, and Finance to remove friction from the selling motion, improve pipeline discipline and forecasting rigor, and accelerate partner-influenced growth. In this role, you will create clarity while navigating ambiguity, and you’ll solve complex problems while operating in a high-growth environment. Responsibilities Strategy and execution: Be accountable for building and driving large-scale GTM programs end-to-end—aligning stakeholders, defining the plan and operating model, and ensuring measurable outcomes. Drive the “full-stack” of change management (stakeholder engagement, champions, communications, and enablement) so programs land successfully with Sales and Partners. Pipeline hygiene and forecasting cadence: Support operating rhythms that improve pipeline quality, stage discipline, and forecast consistency. Partner with Sales Operations and Sales leadership to drive adoption, surface risk, and ensure leaders have reliable visibility into performance drivers. Global Initiatives: Provide central project management support on high-priority global initiatives (i.e. “Big Rocks” workstreams) to drive decision-making, action, visibility, accountability, and impact. Partner/Channel GTM: Support partner-inclusive motions that embed partners into the selling process (from opportunity identification through close and expansion). Coordinate partner readiness (offers, positioning, assets, and co-selling rhythms) and enable the “operating handshake” across teams to reduce friction and increase speed. Executive reporting and business reviews: Build concise exec-ready readouts that connect program activity to outcomes (pipeline created, conversion, win rate, cycle time, partner influence) and drive decisions in WBR/MBR/QBR forums. Program Scalability and Foundation: Develop a roadmap for the foundational requirements to operate the program efficiently and at scale. Drive scalability through process refinement and automation, collaborating closely with critical cross-functional teams to build the needed tools, dashboards, and automation. Stakeholder alignment and communication: Set goals and targets for programs, run key forums/updates, and keep executives and cross-functional partners informed on progress, risks, and decisions. Build strong collaborative relationships across Stripe. Who you are 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. 4+ years of experience in program management, GTM strategy/operations, business operations, management consulting, or a related discipline. A strong track record of delivering complex, cross-functional programs in a changing, ambiguous environment end-to-end (from problem definition through rollout and adoption). Deep problem solving and analysis experience (solving business problems—commercial, operational, financial) in a Sales-oriented environment. You must have the ability to diagnose, simplify, and structure problems and solutions while having command of “the details”. Excellent analytical, presentation, and communication experience, influencing across all levels from front lines to C-Suite. You set a high-bar in terms of communication effectiveness. The ability to seamlessly transition from strategy, high level to very detailed, and a willingness to “roll up your sleeves”. You work well under pressure, with a high degree of adaptability and flexibility in a fast-paced, rapidly changing environment. Ability to influence cross functional stakeholders to align and execute on common objectives. Preferred qualifications Experience operating with incomplete data and reprioritizing as business needs change. Prior experience supporting enterprise GTM motions (Sales-led and/or partner-led) and partnering with senior stakeholders through executive-facing cadences (QBRs, exec briefings, account/territory planning). Background in GTM programs that improve field execution—such as sales plays, partner co-sell motions, enablement rollouts, pipeline discipline, or launch/readiness programs across Sales, Marketing, and Product. Experience partnering with Data Science or building dashboards/automation for program observability. Familiarity with pipeline and forecasting operating rhythms (e.g., weekly forecast, MBR/QBR inputs) and improving pipeline hygiene at scale. Experience partnering closely with Sales Strategy and Operations on process and tooling improvements (e.g., dashboards, workflow automation, data quality initiatives). Comfort with SQL or analytics tools to interrogate program and user data. Prior payments or fintech experience. 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. The annual US base salary range for this role is $155,800 - $233,600. 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. 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. #J-18808-Ljbffr Stripe