Head of Deal Management

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

Global Business Services (GBS) primary goal is to ensure operational excellence across deal cycles, increase revenue through the development of transformative commercial constructs, and drive closure of Stripe’s sold portfolio. The team’s reach is widespread across Stripe, not exclusive to one sales segment or geographical region; GBS drives change across go-to-market, positively impacting Stripe users and cross-functional teams. GBS’s priorities are set through the direction of Stripe leadership and executive vision, partnership with sales and cross-functional organizations, as well as User feedback and market insights.

What you’ll do

Stripe’s Global Business Services team is looking for a Head of North America Deal Management to lead the growing AMER Deal Management team. This includes the management and support of the AMER Deal Leads and Analysts, the establishment and scaling of deal governance and infrastructure across Stripe’s sold portfolio, as well as the continued evolution of Stripe’s commercial frameworks (implementing new ways to best target Users’ commercial needs). This is a large and diverse scope, including being accountable for all deliverables across the team’s functional areas, setting a 12-24 month vision and growth trajectory plans for the organization, working with senior leadership to set/align to GTM AMER strategy, and acting as a change agent across Stripe. You will be responsible for the AMER book of business across all segments, acting as a primary resource for sales and cross-functional team senior leadership. This role requires a background in driving pricing deals to closure, a strong understanding of commercial discount frameworks and complex sales motions, experience developing a team through high-growth phases, and managing to the needs of the Enterprise.  

The candidate will have experience with SaaS products, private pricing strategies, and a background in driving selling motions. The candidate will have exceptional communication skills and executive presence to effectively communicate with Stripe and User senior leadership. You will love this job if you are a natural relationship, mechanism, and team builder.

Responsibilities

• Manage and scale the AMER Deal Management team through a high-growth phase, focusing on meeting the needs of the Enterprise. 
• Effectively set the pace and vision of the business across functional areas while balancing the needs of direct deal management (execution of agreements). 
• Work with sales, GTM leadership, services/support teams, and cross-functional teams to remove blockers throughout deal, governance, or program initiatives, acting as a key escalation point for senior leadership.
• Understand the business and technical requirements of our customers, partners, and internal stakeholders, advising sales, the deal team, and cross-functional organizations on best commercial approach (balancing risk between custom terms and internal system limitations).
• Work cross-functionally to drive the development of global mechanisms to drive efficient deal management.
• Quickly build credibility and trust with internal customers, including senior leadership and Stripe C-Suite.
• Provide strong leadership, communication, persuasion skills, and coaching.
• Advocate and sponsor radical change of the deal management space, including evolution of commercial frameworks, driving region-specific field enablement, and implementing broad system/process changes to streamline deal cycles.
• Continued scaling of AMER Deal Management team, partnering with senior leadership to plan appropriate staffing measures through planning periods across the functional areas. 

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

• 15+ years of experience in deal management/procurement/pricing strategy/financial consulting/legal
• 8+ years of experience with managing and developing a team, including defining respective roles/team scope, organizational priorities, and team strategy
• Experience managing and coaching line managers
• Experience working in ambiguous, quickly scaling environments, comfortable with high-agency
• Strong communication, presentation, negotiation, and project management skills, each catered through an executive lens
• Deep understanding of the Payment’s domain or SaaS and can sell and communicate the vision for one-of-a-kind use cases
• Ability to articulate business strategy at the C-Suite level, gaining credibility while advising organizations on how best to achieve business goals through the use of technology and services
• Experience scaling cross-organizational programs including: system deployments, commercial construct launches, and inter-team process design (pre- to post-execution)
• Experience leading various matrixed teams (pre sales teams, sales teams, legal, ops, etc) to successfully execute strategies to win large deals
• Demonstrated business sense with a high sense of ownership and ability to scale large scale mechanisms

Preferred qualifications

• Experience building teams from the ground up, defining the functional space will setting the strategy and pace
• Conversant in all emerging trends in IT and Business and experience supporting complex transactions such as M&A, IP Acquisition, Revenue Share Models, etc
• Has deep understanding of the Payment’s domain and can sell and communicate the vision for one-of-a-kind use cases
• BA/BS degree in Business, Technology, Finance, or Economics
• MBA degree in Business, Technology, Finance, or Economics
• JD degree with experience in either Corporate or International Law.
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