Account Executive, Existing Business

Account Executive, Existing Business - Startups 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 The Existing Business team is a highly consultative group that manages relationships with and is responsible for the growth and retention of Stripe’s fastest growing users. 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 their needs in order to help them grow with us. We’re looking for a well‑rounded strategic operator who can engage in business‑level and technical conversations at multiple levels of the organisation, including Founders, CTO, COO, and CFO, to drive commercial outcomes. You’re experienced at building value in competitive situations and enjoy working on products that require deep product understanding combined with technical knowledge. Responsibilities Own a named account list and develop account plans for winning and expanding business with funded startups. Develop outbound strategies to create and nurture opportunities. Own the full sales cycle from prospecting to close, to go live for startup 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 organisation, including 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 enjoy 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. Requirements 2+ years of experience in a client‑facing role, with either sales or renewal based KPIs within a rapidly growing organisation. 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 prioritisation 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. 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. Some teams have greater in‑office attendance requirements to appropriately support our users and workflows; the hiring manager will discuss specifics. Pay and Benefits The annual salary range for this role in the primary location is A$220,800 – A$331,200. 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. #J-18808-Ljbffr