Deal Lead
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
Global Deal Management’s (GDMs) primary goal is to ensure operational excellence across deal cycles, increase revenue through the development of transformative commercial constructs, and drive closure of Stripe’s sold portfolio. The team's reach is widespread across Stripe, not exclusive to one sales segment or geographical region; GDM drives change across go-to-market, positively impacting Stripe users and cross-functional teams. GDM’s priorities are set through the direction of Stripe leadership and executive vision, partnership with sales and cross-functional organizations, as well as User feedback and market insights.
What you’ll do
Stripe’s Global Deal Management team is looking for a Deal Lead to focus on the closure of custom and standard commercial deals. This includes owning deal lifecycles for large, transformational, and strategic opportunities. You will be responsible for mechanism development, deal lifecycle management, and driving cross-organizational alignment. This role requires a background in driving custom pricing deals to closure, a strong understanding of private pricing frameworks, and experience working directly with customers to win opportunities.
The candidate will have experience with SaaS products, private pricing strategies, and a background in supporting selling motions. The candidate will have strong communication skills and executive presence to effectively communicate with Stripe leadership. You will love this job if you are a natural relationship and mechanism builder.
Responsibilities
- Work directly with customers, sales teams, sales leaders, and services/support teams to advise on deal structures, establish compelling commercials, and drive closure of customer issues.
- Understand the business and technical requirements of our customers and partners, advising sales teams on the best approach (balancing risk between custom terms and internal system limitations).
- Work cross-functionally to develop global mechanisms for global deal management (sales intake, approval matrixes, systems of record, contracting mechanisms, billing enablement, new commercial constructs).
- Remove internal blockers between cross-functional teams such as Product, Legal, Finance, Accounting, Service Teams, etc.
- Drive and own the sales cycle while coaching Enterprise segment sellers to ensure the deal terms align with Stripe goals, strategic vision is met, and closes as forecasted.
- Support complex negotiations involving bespoke commercial and legal agreements.
- Price and structure multithreaded product use cases in all segments and industries especially in highly competitive sales.
- Quickly build credibility and trust with internal customers.
- Provide strong leadership, communication, and persuasion skills including XFN and senior leaders.
- Travel up to 20% depending on need (including international).
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
- BA/BS degree in Business, Technology, Finance, or Economics.
- 8+ years of experience in deal management/procurement/pricing strategy/financial consulting/legal.
- Experience working in ambiguous, quickly scaling environments, comfortable with high-agency.
- Strong communication, presentation, negotiation, and project management skills.
- Experience working in Payments and/or SaaS.
- Demonstrated business sense with ownership and ability to scale mechanisms.
Preferred qualifications
- MBA degree in Business, Technology, Finance, or Economics.
- JD degree with experience in either Corporate or International Law
- Expert in objection handling through negotiation cycles.
The annual salary range for this role in the primary location is S$140,160 - S$210,240. This range may change if you are hired in another location. 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 specific location. Applicants interested in this role and who are not located in the primary location may request the annual salary range for their location during the interview process.
Specific benefits and details about what compensation is included in the salary range listed above will vary depending on the applicant’s location and can be discussed in more detail during the interview process. Benefits/additional compensation for this role may include: equity, company bonus or sales commissions/bonuses; retirement plans; health benefits; and wellness stipends.