Account Executive, Strategic Platform Partnerships

Stripe • San Francisco, CA

11d • Onsite

About The Position

The Strategic Pursuits team is a new group within Stripe’s Enterprise Platform Sales organization, built to win Stripe’s most complex and high-impact opportunities. This team focuses on multi-year, transformative sales cycles with the world’s largest software platforms and enterprises—companies that have the potential to fundamentally shift Stripe’s presence in new industries and markets. Strategic Pursuits is responsible for identifying, shaping, and closing Stripe’s most significant platform partnerships. These are long, intricate engagements requiring deep collaboration across executive, product, and engineering teams and the ability to influence strategic priorities on both sides of the table. The team’s work often extends well beyond payments, helping partners co-develop entirely new business models and revenue streams powered by Stripe’s financial infrastructure stack, including Connect, Billing, Payments, and Banking as a Service.

Requirements

• 10+ years of enterprise sales or business development experience, ideally within fintech, payments, or SaaS infrastructure.
• Proven success leading multi-year, multi-stakeholder enterprise sales cycles with contract values in the 7–8 figure range.
• Demonstrated ability to orchestrate large internal deal teams, aligning across product, legal, and finance.
• Exceptional executive communication skills with experience presenting to and negotiating with C-level leaders (CTO, CFO, COO).
• Strong technical acumen and comfort working on API-first and financial infrastructure solutions.
• Deep understanding of complex commercial structures, global payments, and monetization strategies for software platforms.
• Analytical mindset with experience conducting business case development, ROI analysis, and financial modeling.
• Comfortable operating in highly ambiguous, rapidly evolving environments and balancing strategic thinking with hands-on execution.
• Based in or willing to travel frequently San Francisco, CA.

Nice To Haves

• Background in platform or ecosystem sales (e.g., SaaS, marketplaces, or embedded finance).
• Experience selling into or partnering with enterprise software, vertical SaaS, or global marketplace businesses.
• Track record of successfully influencing internal stakeholders and driving product alignment around key deals.
• Payments or financial technology experience strongly preferred.

Responsibilities

• Lead the pursuit of Stripe’s most complex and high-value enterprise platform opportunities, from initial identification through negotiation and close.
• Develop a multi-year strategic plan for each pursuit account, grounded in a deep understanding of the customer’s business model, technical architecture, and market opportunity.
• Build trusted relationships with executive stakeholders across business, finance, product, and engineering—both internally and within prospective client organizations.
• Collaborate closely with Product, Solutions Architecture, Deal Pricing, Engineering, Finance, and Legal to design bespoke commercial and technical solutions that extend beyond payments and unlock new growth for both Stripe and the customer.
• Lead cross-functional deal teams, driving alignment on strategy, scope, and resourcing to ensure the successful execution of pursuit plans.
• Serve as the executive point of contact for the customer, guiding complex discussions around value realization, integration design, and long-term partnership potential.
• Partner with Stripe leadership to shape go-to-market strategy in new industries and verticals informed by insights from these strategic opportunities.
• Represent the customer’s voice internally, influencing Stripe’s product roadmap and commercial strategy based on the needs of the largest, most sophisticated platforms.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed