Account Executive, Enterprise AUNZ

Who we areAbout StripeStripe 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 TeamAs 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.What you’ll doAs 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.ResponsibilitiesOwn a named account list and develop account plans for winning business with large digital native and enterprise companiesDevelop outbound strategies to create and nurture opportunitiesOwn the full sales cycle from prospecting to close, to go liveOwn and lead commercial negotiations to increase and retain customer revenue and Stripe market shareDevelop relationships with executive stakeholders at prospective usersWork with company leaders from multiple functions (e.g., Engineering, Product, and Finance) to lead complex product workshops and develop financial analysesLead and contribute to team projects to develop and refine our sales processEngage with cross functional teams (Partners, Post Sales, Product and Engineering) to help drive and iterate Stripe’s strategyWho you areYou 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.Minimum Requirements8+ years of sales experience, preferably at a technology company, with a track record of top performanceUsed to driving high activity with a goal of building and executing a healthy pipeline of qualified deals to closeAbility to understand complex business problems companies face today, and craft solutions across multiple productsAbility to develop and execute account plans spanning multiple business units across complex organizationsStrong presentation skills, particularly for in-person meetings with multiple stakeholdersProven ability to lead complex negotiations involving bespoke commercial agreementsSuperior verbal and written communication skillsAbility to operate in a highly ambiguous and fast-paced environmentStrong interest in technologyPreferred RequirementsPrior experience at a growth stage internet/ software companyExperience in fintech/ payments is a plusIn-office expectationsOffice-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. Also, some teams have greater in-office attendance requirements, to appropriately support our users and workflows, which the hiring manager will discuss. This approach helps strike a balance between bringing people together for in-person collaboration and learning from each other, while supporting flexibility when possible.Pay and benefitsThe annual salary range for this role in the primary location is A$306,500 - A$459,700. 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.