Account Executive, Existing Business

3 weeks ago

Sydney, Australia Stripe Full time

Account Executive, Existing Business - Startups & SMB

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.

What you'll do

As an Account Executive (Existing Business), you’ll identify opportunities for our users to get the most out of Stripe by quickly understanding our users’ needs in order for them to grow with us.

Responsibilities

Own a named account list and develop account plans for winning and expanding business with startup and SMB companies
Develop outbound strategies to create and nurture opportunities
Own the full sales cycle from prospecting to close, to go live for startup and SMB companies in region
Own contract renewals and lead commercial negotiations to increase and retain existing customer revenue and Stripe market share
Develop relationships with executive stakeholders at new and existing 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

Who you are

You are an adept salesperson, capable of 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 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, and a great teammate, we want to hear from you

Minimum requirements

3+ years of experience in a client-facing role, with either sales or renewal based KPIs within a rapidly growing organization
Ability to build strong rapport with clients, and demonstrable active listening, commercial acumen and consultative skills
Proven ability to lead complex negotiations involving bespoke commercial agreements
Analytical ability to manage complex pricing and cost considerations
Impeccable prioritization skills in order to effectively manage and execute competing priorities
Motivation and flexibility to adapt in an environment where things change quickly
Superior verbal and written communication skills
Prior experience at a growth stage Internet / Software company

Position Details

Job Type: Full time
Location: 1 Sussex Street, Barangaroo, Sydney NSW 2000, Australia
Open date: 11 April 2024
End date: 8 May 2024

Hybrid work at Stripe

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.

Pay and benefits

The annual salary range for this role in the primary location is A$192,000 - A$288,000. 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.

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