Account Executive, Enterprise AUNZ

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.

As an Account Executive on the Enterprise team at Stripe, you will drive Stripe's future growth engine by building new relationships with prospective companies, turning them into happy Stripe users. You will manage and elevate relationships with a named account list within a key vertical while identifying new growth opportunities and ways Stripe can exceed expectations. This role will be dedicated to accounts focused in Australia & New Zealand.

As an Enterprise Account Executive, you'll own the full sales cycle, from prospecting and closing to managing existing relationships and identifying new opportunities to expand Stripe's footprint within existing accounts. Specifically, we're looking for someone who can execute on long-term sales strategies, engage with internal and external stakeholders, align on technical and business requirements with product teams, build value in competitive situations, lead commercial negotiations, and close deals.

• Own a named account list and develop account plans for winning business with large digital native and enterprise companies
• Develop outbound strategies to create and nurture opportunities
• Own the full sales cycle from prospecting to close, to go live
• Own and lead commercial negotiations to increase and retain customer revenue and Stripe market share
• Develop relationships with executive stakeholders at prospective users
• Work with company leaders from multiple functions (e.g., Engineering, Product, and Finance) to lead complex product workshops and develop financial analyses
• Lead and contribute to team projects to develop and refine our sales process
• Engage with cross functional teams (Partners, Post Sales, Product and Engineering) to help drive and iterate Stripe's strategy

You are an adept salesperson, capable of selling value into prospective customers, engaging in business-level and technical conversations at multiple levels of the organization, including the CTO, COO, and CFO. You have experience working with upper middle market and/or enterprise companies. You have an in-depth understanding of the buyer journey and can lead a complex, multi-party sale in a highly consultative manner. You are used to building value in competitive situations and enjoy working on products that require deep product understanding, combined with technical knowledge. You are naturally analytical and enjoy digging into business models and helping businesses quantify their investment decisions. You get excited about prospecting, and are capable of independently leading a sales cycle from start to finish. Finally, you enjoy building – you like to actively participate in the development of our sales process, the articulation of our value proposition, and the creation of key tools and assets.
If you're motivated, smart, persistent, resilient and a great teammate, we want to hear from you

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.

• 8+ years of sales experience, preferably at a technology company, with a track record of top performance
• Used to driving high activity with a goal of building and executing a healthy pipeline of qualified deals to close
• Ability to understand complex business problems companies face today, and craft solutions across multiple products
• Ability to develop and execute account plans spanning multiple business units across complex organizations
• Strong presentation skills, particularly for in-person meetings with multiple stakeholders
• Proven ability to lead complex negotiations involving bespoke commercial agreements
• Superior verbal and written communication skills
• Ability to operate in a highly ambiguous and fast-paced environment
• Strong interest in technology

• Prior experience at a growth stage internet/ software company
• Experience in fintech/ payments is a plus