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San Francisco, California, United States
Hybrid
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.
The Strategic Pursuits team is a new group within Stripe’s Enterprise Platform Sales organization, built to win Stripe’s most complex and high-impact opportunities. This team focuses on multi-year, transformative sales cycles with the world’s largest software platforms and enterprises—companies that have the potential to fundamentally shift Stripe’s presence in new industries and markets. Strategic Pursuits is responsible for identifying, shaping, and closing Stripe’s most significant platform partnerships. These are long, intricate engagements requiring deep collaboration across executive, product, and engineering teams and the ability to influence strategic priorities on both sides of the table. The team’s work often extends well beyond payments, helping partners co-develop entirely new business models and revenue streams powered by Stripe’s financial infrastructure stack, including Connect, Billing, Payments, and Banking as a Service.
As an Account Executive, Strategic Pursuits , you will lead the end-to-end pursuit of Stripe’s largest and most complex platform opportunities. You’ll act as both strategist and dealleader—identifying transformative prospects, crafting multi-year engagement plans, and orchestrating resources across Stripe to bring highly tailored solutions to market. This is a senior, cross-functional sales role that combines strategic vision, financial acumen, and strong technical understanding with world-class relationship management.Responsibilities
● Lead the pursuit of Stripe’s most complex and high-value enterprise platform opportunities, from initial identification through negotiation and close.
● Develop a multi-year strategic plan for each pursuit account, grounded in a deep understanding of the customer’s business model, technical architecture, and market opportunity.
● Build trusted relationships with executive stakeholders across business, finance, product, and engineering—both internally and within prospective client organizations.
● Collaborate closely with Product, Solutions Architecture, Deal Pricing, Engineering, Finance, and Legal to design bespoke commercial and technical solutions that extend beyond payments and unlock new growth for both Stripe and the customer.
● Lead cross-functional deal teams , driving alignment on strategy, scope, and resourcing to ensure the successful execution of pursuit plans.
● Serve as the executive point of contact for the customer, guiding complex discussions around value realization, integration design, and long-term partnership potential.
● Partner with Stripe leadership to shape go-to-market strategy in new industries and verticals informed by insights from these strategic opportunities.
● Represent the customer’s voice internally, influencing Stripe’s product roadmap and commercial strategy based on the needs of the largest, most sophisticated platforms.
You are a seasoned enterprise seller and strategic operator who thrives in high-stakes, ambiguous environments. You are comfortable leading large, cross-functional pursuits that require creativity, patience, and precision. You combine deep financial and technical understanding with exceptional executive presence and storytelling. You’re equally adept at designing commercial frameworks, navigating complex organizational dynamics, and inspiring teams toward shared outcomes.
● 10+ years of enterprise sales or business development experience, ideally within fintech, payments, or SaaS infrastructure.
● Proven success leading multi-year, multi-stakeholder enterprise sales cycles with contract values in the 7–8 figure range.● Demonstrated ability to orchestrate large internal deal teams , aligning across product, legal, and finance.
● Exceptional executive communication skills with experience presenting to and negotiating with C-level leaders (CTO, CFO, COO) .
● Strong technical acumen and comfort working on API-first and financial infrastructure solutions.
● Deep understanding of complex commercial structures, global payments, and monetization strategies for software platforms.
● Analytical mindset with experience conducting business case development , ROI analysis, and financial modeling.
● Comfortable operating in highly ambiguous, rapidly evolving environments and balancing strategic thinking with hands-on execution.
● Based in or willing to travel frequently San Francisco, CA. New York, NY (Hybrid) is also acceptable.
● Background in platform or ecosystem sales (e.g., SaaS, marketplaces, or embedded finance).
● Experience selling into or partnering with enterprise software, vertical SaaS, or global marketplace businesses.
● Track record of successfully influencing internal stakeholders and driving product alignment around key deals.
● Payments or financial technology experience strongly preferred.
