Head of Business Practice
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 Business Services (GBS) 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; GBS drives change across go-to-market, positively impacting Stripe users and cross-functional teams. GBS’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 Business Services team is looking for a Head of Business Practices to lead the Business Practices team. This includes the management and support of the Business Practices Program Managers, the establishment and scaling of deal governance and infrastructure across Stripe’s sold portfolio, as well as the continued evolution of Stripe’s policies and quote-to-cash processes. This is a large and diverse scope, including being accountable for all deliverables across the team's functional areas, setting a 12-24 month vision and growth trajectory plans for the organization, working with senior leadership to set/align to Stripe’s deal process evolution and strategies, and acting as a change agent across Stripe. You will be responsible for setting the deal policies and processes, managing Business Practice assets such as the Deal Approval Matrix and supporting resources, and ensuring operational excellence of the deal supporting processes. This role requires a background in deal related policy and process management, a strong understanding of commercial frameworks and complex sales motions, experience developing a team through high-growth phases, and managing to the needs of the Enterprise.
The candidate will have experience with SaaS products, private pricing & contracting strategies, and a background in evolving selling motions. The candidate will have exceptional communication skills and executive presence to effectively communicate with Stripe and User senior leadership. You will love this job if you are a natural relationship, mechanism, and team builder.
Responsibilities
- Lead and scale the Business Practices team, focusing on building and evolving Enterprise-ready deal policies and processes.
- Set a strategic vision while balancing process maturity, control requirements, and stakeholder needs.
- Collaborate with key internal teams—including Accounting, Commercial Legal, Engineering, Billing, Deal Strategy, and Deal Pricing—to drive policy and process initiatives, serving as the policy publisher and process owner for the Go-To-Market (GTM) organization.
- Work cross-functionally to create policies and drive the development of global mechanisms for efficient deal making processes.
- Quickly build credibility and trust with internal customers, including senior leadership and Stripe C-Suite.
- Provide strong leadership, communication, policy management and program management skills, and coaching.
- Advocate and sponsor radical change of the business practices space, including evolution of deal policies & practice management, expand contract and approval standardization, driving policy and process enablement, and implementing broad system/process changes to streamline deal cycles.
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
- 10+ years of experience in deal management/procurement/pricing strategy/financial consulting/legal
- 5+ years of experience with managing and developing a team, including defining respective roles/team scope, organizational priorities, and team strategy
- Experience managing a team of experienced business practices program managers
- Experience working in ambiguous, quickly scaling environments, comfortable with high-agency
- Strong communication, presentation, negotiation, and project management skills, each catered through an executive lens
- Deep understanding of the Payment or SaaS domains, with a track record of standardizing and scaling policies to enhance quote-to-cash processes.
- Ability to articulate business strategy at the C-Suite level, gaining credibility while advising organizations on how best to achieve business goals through the use of technology and services
- Experience scaling cross-organizational programs including: policy development and process implementation, system deployments, commercial construct launches, and inter-team process design (pre- to post-execution)
- Demonstrated business sense with a high sense of ownership and ability to scale large scale mechanisms
Preferred qualifications
- Experience building teams from the ground up, defining the functional space will setting the strategy and pace
- Conversant in all emerging trends in IT and Business and experience supporting complex transactions such as M&A, IP Acquisition, Revenue Share Models, etc
- Has deep understanding of the Payments or SaaS domain and experience scaling a business practices or commercial governance function
- BA/BS degree in Business, Technology, Finance, or Economics
- MBA degree in Business, Technology, Finance, or Economics
- JD degree with experience in either Corporate or International Law.
This role is available either in an office or a remote location (typically, 35+ miles or 56+ km from a Stripe office).
Office-assigned Stripes spend at least 50% of the time in a given month in their local office or with users. This hits a balance between bringing people together for in-person collaboration and learning from each other, while supporting flexibility about how to do this in a way that makes sense for individuals and their teams.
A remote location, in most cases, is defined as being 35 miles (56 kilometers) or more from one of our offices. While you would be welcome to come into the office for team/business meetings, on-sites, meet-ups, and events, our expectation is you would regularly work from home rather than a Stripe office. Stripe does not cover the cost of relocating to a remote location. We encourage you to apply for roles that match the location where you currently or plan to live.
The annual US base salary range for this role is $146,300 - $219,300. 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
Chicago, New York, South San Francisco HQ, or Seattle
Remote locations
Remote in United States
Team
Revenue Operations
Job type
Full time