Manager, Sales Development

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
As a Sales Development Manager at Stripe, you will architect the next phase of our growth strategy by leading an elite team of SDRs in Sydney. In this pivotal role, you'll collaborate with Stripe's Sales teams to design and execute pipeline strategies that drive sustainable revenue growth for the AUNZ team.

We're seeking a visionary sales leader who combines tactical excellence with strategic depth. The ideal candidate possesses exceptional coaching abilities and a proven record of scaling high-performing technology sales or sales development teams, particularly in rapid-growth environments. Your expertise in transforming data-driven insights into actionable strategies, coupled with your ability to navigate complex business landscapes with minimal guidance, will be crucial to our continued success. Strong communication skills and an analytical mindset are essential for developing and optimising our sales processes.

At Stripe, our sales development approach is rooted in empirical analysis and innovative thinking. You'll be instrumental in evolving our value proposition, engineering cutting-edge sales processes, and establishing industry-leading performance frameworks. This role presents a rare opportunity to shape the future of financial technology sales while working with some of the industry's brightest minds. If you're an accomplished leader who thrives on building and scaling high-impact teams in a dynamic, technology-driven environment, we're eager to connect with you.

What you'll do

Responsibilities

• Build the team - Recruit, train and develop a rapidly growing team of SDRs.
• Contribute to both the long-term vision and strategy for the team and manage day-to-day operations.
• Lead and execute the pipeline strategy for AUNZ, Partnering with sales leadership and marketing teams and regional head of sales development.
• Create, own and execute a pipeline strategy for the market you'll support. This role will operate with a degree of autonomy and will require strong strategic thinking ability.
• Own and drive execution of Stripe's new business pipeline goals by understanding and analyzing top of the funnel metrics, pipeline quality, and revenue influenced across different segments.
• Coach, mentor and guide the team in developing consultative and solution-based sales skills including: campaign strategy, outbound execution, and nurturing interest in opportunities.
• Shape deep partnerships with Marketing, Sales, Sales Operations, Enablement, and Product Marketing teams to successfully collaborate on campaigns and events.
• Optimize your business for efficiency, accelerating ramp time to productivity, and ensure your team has a crisp understanding of Stripe domain knowledge.
• Effectively work cross-functionally across the organization to shape Stripe's solutions to meet client needs, working with partners based in different locations and time zones.
• Inspire, motivate and enable individual development to promote career growth of direct reports.

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

• 2+ years of people management experience or Senior Account Executive experience with a proven track record of coaching, mentoring, and developing SDRs/BDRs ^
• Experience in building teams with a strong network across the countries you'll support.
• A proven understanding of the AUNZ market. Ability to lead a team that will support pipeline growth for Australia / New Zealand across all segments.
• Experience leading inbound/ outbound sales and operations in an early stage, high-growth technology environment.
• Proven track record of high performance in a pipeline generating or closing role.
• Ability to create and execute a pipeline strategy for the country you'll be leading.
• Ability to hire, train and coach a high-performance sales team.
• Ability to build relationships with strategic clients and industry thought leaders.
• Demonstrated passion for start-ups and new technology businesses.
• Ability to clearly communicate technical concepts and build great relationships with highly technical customers.

Preferred Qualifications

• Prior experience at a growth stage Internet/software company.
• Strategic ability to define and execute a GTM strategy with clear examples of success.
• Prior experience in the payments industry.
• Previous experience working as an SDR & AE.
• Understanding of the AUNZ region.

In-office expectations

Office-assigned Stripes in most of our locations are currently expected to spend at least 50% of the time in a given month in their local office or with users. This expectation may vary depending on role, team and location. For example, Stripes in our Bucharest, Romania site have an 80% in-office expectation, and those in Stripe Delivery Center roles in Mexico City, Mexico and Bengaluru, India work 100% from the office. Also, some teams have greater in-office attendance requirements, to appropriately support our users and workflows, which the hiring manager will discuss. This approach helps strike a balance between bringing people together for in-person collaboration and learning from each other, while supporting flexibility when possible.

Pay and benefits

The annual salary range for this role in the primary location is A$247,500 - A$477,600. 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.