Head of Sales Strategy & Operations, Billing
Stripe
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
Stripe Billing is the next multi-billion dollar product for Stripe and we know that it needs to be sold as a front door product with Billing Product AEs empowered to own and drive sales opportunities. The goal of this change and investment in the Billing Sales team as a standalone sales function is to inflect the growth of Stripe and differentially grow revenue.
On GTM Operations, we are trusted business partners and our goal is to help users understand Stripe products and integrate them with ease so they can concentrate on what's most important to them: their business. We're known for our product expertise, rigorous thinking, and user-first approach to problem solving. Within Stripe, Sales proudly serves as a critical source of user feedback and market intelligence, with direct influence on Stripe’s product roadmap and growth strategy.
The Sales Strategy & Operations team is responsible for overall productivity and effectiveness of the sales organization, partnering closely with the sales team and teams across Stripe to drive initiatives. We are looking for a self-starter to join our team who has demonstrated success dealing with ambiguity, operating in a fast-growing environment, and solving problems with limited oversight. We are looking for someone who will drive a scalable global operations framework to ensure we are meeting the needs of the organization by way of building strategic frameworks, closely partnering with cross-functional teams, and making data-driven decisions.
What you’ll do
- Be a strategic business partner to the Billing business providing perspective and help the the business unit achieving its business objectives
- Drive strategic planning initiatives for the Billing business in the context of the yearly planning cycle
- Manage and support Global Billing forecasting, pipeline analysis, annual planning, and sales cadence
- Collaborate effectively with internal stakeholders, cross-functional teams, and external vendors to solve problems, implement new reporting and planning solutions, create operational efficiencies, and deliver successfully against high organizational standards
- Be a strong leader, and draw upon solid analytical, critical thinking, and problem solving skills to effectively manage the Billing business sales cadence
- Have experience developing dashboards and operational metrics in a constantly evolving sales organization and defining systems and processes to support the rapid growth of Stripe
Responsibilities
- Revenue metrics development, cadence management, organizational process design, productivity measurements, operational activity reporting, and global alignment of metrics
- Reporting: Ensure accurate reporting across the organization, including existing and future headcount, revenue, pipeline, and other metrics as required
- Analytics: Execute vision to develop and manage a worldwide dashboard, encompassing key metrics to be reviewed with senior leaders of Stripe
- ROI: Provide a ROI metric assessment of all projects completed by this organization, providing feedback on each major initiative completed
- Assist key stakeholders in assessing headcount current and future needs
- Lead efforts to standardize and/or evaluate ad-hoc processes around organizational cadence
- Drive efficiencies which lead to tangible ROI on projects completed
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.
Minimum requirements
- 20+ years experience with 10+ relevant experience in Sales/GTM Strategy and Operations supporting a mid-to-large scale multi-geographical sales organization
- Demonstrated ability to define, refine, and implement sales processes, procedures, and policies
- Ability to conduct sophisticated and creative analysis of complex data and translate the results into actionable insights, deliverables, messages, and proposals
- Experience using Salesforce.com, Tableau, Anaplan, and DWH, including data integrations and implementations
- Experience leading the development of segmentation models and GTM strategies
- Proven success leading and managing Annual Planning (territories, quota, headcount)
- Experience developing and implementing metrics to effectively measure and monitor sales performance and productivity improvements
- Deep experience in prioritization of deliverable and tasks
- Strong problem solving and collaboration skills, a motivated self-starter that is proactive and action-oriented
- Sound business judgment, a proven ability to influence others, strong analytical skills, and a proven track record of taking ownership, leading data-driven analyses, and influencing results
- Experience rapidly growing an organization and attracting, hiring, and maintaining top talent
- Strong written and verbal communication skills, with a track record of presenting to senior leaders
Preferred qualifications
- Experience working within a high-growth technology company
- Experience with consumption-based businesses is a strong plus
- Multi-segment experience to lead operations teams supporting high velocity transaction teams like SMB and larger, more complex transactions in Enterprise
- Strong SQL skills (required), and knowledge of other programming languages (R, Python a plus)
- Regression analysis or machine learning models
- The ability to operate successfully in a lean, fast-paced organization, and to create a vision and organization that can scale quickly
The annual US base salary range for this role is $230,200 - $345,200. 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.
Office locations
South San Francisco HQ, or New York
Team
Revenue Operations
Job type
Full time