Account Executive - Commercial & 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.

About the team

India is home to a large and rapidly evolving base of digital businesses. SaaS companies, e-commerce businesses, platforms, marketplaces, and AI-first companies are scaling quickly, serving increasingly sophisticated customers, and expanding beyond India.

Stripe’s Commercial & SMB team partners with high-potential businesses at an important stage of their growth. Some are already using Stripe and can benefit from a deeper partnership. Others are evaluating how to modernize their payments and financial infrastructure. Our role is to understand their ambitions, help them make well-informed decisions, and bring together the right capabilities across Stripe.

This is a full-cycle sales role with meaningful ownership. You will create pipeline, win new users, expand existing relationships, and help shape Stripe’s commercial strategy in India. You will join a focused, entrepreneurial team in Bengaluru while working closely with colleagues across Stripe’s global Product, Solutions Architecture, Customer Success, Risk, Legal, Finance, and Operations organizations.

 

What you’ll do

You will own a portfolio of high-potential commercial and small-to-medium businesses across India. You will operate with a dual mandate: acquire new users and grow existing relationships through greater adoption, new use cases, and long-term strategic value.

Responsibilities

• Build and execute a territory plan focused on high-potential Indian SaaS companies, digital-native businesses, e-commerce companies, platforms, marketplaces, and global-first businesses
• Generate your own pipeline through thoughtful outbound engagement, referrals, ecosystem relationships, events, partnerships, and rigorous account research
• Lead the complete sales cycle, from prospecting and discovery through solution design, commercial negotiation, contracting, and launch
• Develop trusted relationships with founders and senior stakeholders across finance, product, engineering, operations, and procurement
• Understand each user’s business model, growth priorities, technical architecture, and current financial infrastructure
• Translate complex customer needs into clear solutions and business cases, connecting Stripe’s capabilities to measurable outcomes
• Identify opportunities for new product adoption, deeper integrations, improved payment performance, new business models, and international expansion
• Lead compelling product and solution conversations in partnership with Solutions Architecture and other specialists
• Navigate multi-stakeholder decisions involving commercial, technical, operational, risk, and regulatory considerations
• Negotiate pricing and commercial terms with sound judgment, balancing user value, competitive context, and Stripe’s long-term objectives
• Manage pipeline and forecasting with rigor, using data to prioritize accounts and maintain a clear view of risks, dependencies, and next steps
• Partner with Customer Success and cross-functional teams to ensure a strong transition from sale to implementation and long-term adoption
• Bring structured market and user feedback to Stripe’s Product, Marketing, and leadership teams
• Represent Stripe in India’s technology and business ecosystem, building relationships with founders, investors, accelerators, partners, and industry communities

What success looks like

In this role, success means:

• Creating a healthy, self-generated pipeline in priority segments
• Winning high-quality new users and expanding existing relationships
• Increasing adoption of relevant Stripe products and use cases
• Building senior relationships that position Stripe as a long-term strategic partner
• Running disciplined sales cycles with clear qualification, strong business cases, accurate forecasting, and effective close plans
• Helping Stripe develop a sharper understanding of India’s commercial and SMB opportunity

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

• 7+ years of experience in full-cycle, consultative B2B technology sales, including meaningful experience in the Indian market
• A demonstrated track record of generating pipeline and closing new-business or expansion opportunities
• Experience selling to founders or senior stakeholders across finance, product, technology, or operations
• Strong discovery, qualification, and solution-selling skills
• Ability to understand technical products and translate complex requirements into clear customer and business value
• Strong commercial judgment, including experience building business cases and leading pricing and contract negotiations
• Analytical discipline and comfort using data to prioritize a territory, assess opportunities, and forecast accurately
• Ability to manage multiple sales cycles at different stages without compromising quality or customer trust
• Experience coordinating complex work across multiple internal teams
• Ability to operate with ownership, resilience, and sound judgment in an ambiguous, fast-moving environment
• Strong written and verbal communication skills in English

Preferred Qualifications

• Experience in payments, fintech, SaaS, cloud, developer tools, e-commerce, or financial infrastructure
• Experience selling to digital-native businesses, SaaS companies, platforms, marketplaces, or companies expanding internationally
• Existing relationships within India’s founder, technology, venture capital, or business ecosystem
• Familiarity with APIs, online payments, subscription business models, fraud prevention, platforms, or cross-border commerce
• Experience selling multiple products or solutions into the same customer relationship
• Experience working in a global organization with geographically distributed teams
• Experience with spreadsheets, CRM analytics, SQL, or a demonstrated willingness to learn

Why this role matters

Commercial and SMB businesses represent an important part of India’s digital economy and Stripe’s long-term opportunity in the market. In this role, you will help ambitious businesses strengthen their financial infrastructure, launch new products, and expand internationally. You will also help build the sales motion, relationships, and market understanding that will shape Stripe’s growth in India for years to come.