Head of Sales Management

Who we are About 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. About the teamThe Global Sales Vendors team partners with third-party external sales organizations to drive Stripe's revenue growth and expand access to Stripe's financial infrastructure. We design and scale the sales motions, processes, and performance frameworks that enable our vendor salesforce to deliver consistent results and exceptional customer experiences.We work at the intersection of strategy and execution, partnering closely with Vendor Operations Managers, Sales Development leaders, and Growth Marketing teams to ensure our external salesforce reflects Stripe's standards and priorities across every customer touchpoint.What you’ll doAs a Sales Excellence Manager, you'll lead the transformation of how our third-party vendor sales teams go to market — redesigning sales motions from the ground up to incorporate agentic AI, automation, and LLM agents. You'll be the architect of a next-generation external salesforce, enabling vendor teams to deliver consistent results and outstanding customer experiences through modern, AI-powered processes.You'll operate at both a strategic and operational level, designing scalable sales motions, building the performance frameworks that give senior leadership clear visibility into program health, and partnering closely with Vendor Operations Managers and internal stakeholders to scale proven approaches across regions and vendor sites.ResponsibilitiesLead the transformation of vendor sales motions to incorporate agentic AI, leveraging automation and LLM agents to enhance seller productivity and customer engagementDesign, document, and optimize scalable sales motions for third-party vendor teams, ensuring alignment with company go-to-market strategy, standards, and customer experience principlesOwn program- and regional-level performance management, establishing a consistent rhythm of business, including pipeline reviews, forecast cadence, and executive reporting frameworksPartner with Vendor Operations Managers and senior sales leadership to surface cross-site trends, coach vendor leaders, and translate performance data into clear, executive-ready narratives and recommendationsServe as the bridge between internal sales leaders and vendor operations, delivering regular readouts, escalating regional and program risks early, and aligning goals and priorities across the organizationDrive adoption and change management for new sales motions and performance processes, piloting new approaches and scaling proven solutions across programs and regionsPartner with Sales Enablement to define future vendor team requirements, share systemic best practices, and sustain high-performance behaviors across all vendor sitesWho you areWe're looking for someone who meets the minimum requirements to be considered for the role. The preferred qualifications are a bonus, not a requirement.Minimum requirementsExperience in sales motion design and scalable process development for large or distributed sales teamsBackground in sales management or a sales excellence lead role, with a track record of coaching teams and driving consistent performance10+ years of experience in sales strategy, sales operations, or vendor management, with demonstrated success in a third-party or outsourced sales environmentDemonstrated ability to translate complex performance data into clear narratives and actionable recommendations for senior stakeholdersPreferred qualificationsExperience designing or implementing agentic AI-powered sales motions, including the use of LLM agents or automation to transform sales workflowsBackground in a high-growth technology or fintech environmentFamiliarity with customer experience metrics such as CSAT and quality assurance scoring