Enterprise Services Manager

6 days ago

Sydney, New South Wales, Australia Stripe Full time

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's Professional Services Sales team works with our most strategic users; You will help customers accelerate their growth and adoption on Stripe. This role is responsible for leading strategic conversations during pre-sales that will transform the payments and financial infrastructure for leading enterprises, ultimately driving revenue growth through our professional service offerings.

What you'll do

As an Enterprise Services Seller, you will sell large Professional Services engagements to strategic clients and drive Stripe's future growth engine by building relationships with prospective users and turning them into happy Stripe users.

Responsibilities
  • Own the entire Professional Services sales cycle for enterprise companies.
  • Partner with Account Executives on named account lists to develop account plans aimed at winning and expanding Professional Services business with enterprise clients.
  • Drive the success of Professional Services by managing and forecasting bookings.
  • Craft custom proposals that align with clients' business outcomes, utilizing services across Professional Services and partner offerings.
  • Advise senior leadership in customer organizations on building business cases for digital transformation.
  • Lead pre-sales workshops with customers, focusing on strategy, vision, discovery, and assessment.
  • Shape Professional Services deals, and build and negotiate contracts/Statements of Work.
  • Engage with Product and Engineering teams to influence product strategy for large clients.
  • Collaborate effectively with GTM partners to integrate complementary strategies and drive mutual growth objectives.
  • Prepare the delivery team with user insights to ensure that the delivery aligns with the desired business outcomes.
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.

  • 5+ years of professional services sales experience, preferably at a technology company or a consulting firm, with a track record of top performance.
  • Proven experience in pre-sales and sales of sizable service engagements, as well as in contract and Statement of Work (SOW) development.
  • Demonstrated ability to lead large transformational engagements using disruptive technologies.
  • Thrives on the urgency and importance of working with our largest customers, achieving set objectives while balancing competing priorities.
  • Ability to understand complex business requirements and develop tailored solutions.
  • Demonstrated ability to navigate ambiguity to produce strategic insights and identify opportunities.
Preferred qualifications
  • Knowledge of the sales cycles associated with a SaaS product or technology platform for strategic enterprise customers.
  • An in-depth understanding of the buyer journey and the ability to lead complex, multi-party sales in a highly consultative manner.
  • Experience working with upper middle market and enterprise companies.
  • A proven track record of driving cross-functional alignment among a broad set of stakeholders, including engineering, sales, support, product, marketing, data science, and senior leadership, to achieve growth targets.
  • Experience in building and scaling a go-to-market (GTM) growth discipline, including the development of strategy, processes, and operating models.
  • Proven ability to create a strong growth culture within a team.
  • Background in a growth-stage internet/software company and/or the payments industry.
  • Familiarity with APIs and their role in digital solutions.

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.

The annual salary range for this role in the primary location is A$314,500 - A$471,700. 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.

At Stripe, we're looking for people with passion, grit, and integrity. You're encouraged to apply even if your experience doesn't precisely match the job description. Your skills and passion will stand out—and set you apart—especially if your career has taken some extraordinary twists and turns. At Stripe, we welcome diverse perspectives and people who think rigorously and aren't afraid to challenge assumptions. Join us.

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