APAC Deal Pricing Strategist

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 deal 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. This role will have dual scope of Deal Pricing as well as Deal Strategy.

What you’ll do

You will be instrumental in providing thought leadership to regional sales teams and sales executives and continuing to develop our framework, approach and associated processes in order to achieve mutually beneficial deals with our sold users while mitigating risk to Stripe. In addition to providing key financial insights and recommendations to business partners and Stripe leadership, you will have a chance to stretch beyond the boundaries of deal pricing operations through business case development and commercial negotiations with all types of customers across the full suite of Stripe’s financial and payment products.

Responsibilities

Serve as a key financial and strategic thought partner to specific APAC Go-to-Market sales teams and their leadership in both pricing deals at scale and pricing strategic deals, establish compelling commercials or deal structures, and drive closure of customer issues.
Be responsible for defining and implementing our pricing and margin guidance and identifying levers for financial uplift.
Develop and refine new frameworks to evaluate a deal’s attractiveness to Stripe, ensuring alignment between these frameworks, the company’s long range plan and mutually agreeable outcomes with cross-functional business partners.
Maintain up to date pricing benchmarks and contribute to team analytical design and production efforts, using this data to enhance our pricing philosophy.
Shaping and influencing deal commercial frameworks, tooling roadmap and product monetisations approaches.
Support complex negotiations involving bespoke commercial and legal agreements, work with the cross-functional teams such as Product, Legal, Finance, Accounting, Service Teams, etc. to execute the deal

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

BA/BS degree in Business, Technology, Finance, or Economics.
Minimum 6+ years of experience in finance or deal pricing at a company, or experience within investment banking, or management consulting.
A proven ability to build collaborative working relationships with business partners through a combination of influencing and awareness.
The ability to deal effectively with ambiguity and thrive in an unstructured, fast-moving environment by driving business results without significant supervision.
Excellent financial modeling, project management skills and strong communication skills.
Experience working in Payments and/or SaaS.

Preferred qualifications

Experience presenting findings and recommendations to senior leadership, preferably to sales of go-to-market business partners.
Experience with SQL and Tableau or a willingness to learn

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. 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.

The annual salary range for this role in the primary location is A$148,000 - A$222,000. 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.

Office locations

Sydney

Team

Revenue Operations

Job type

Full time

Apply for this role

At Stripe, we're looking for people with passion, grit, and integrity. You're encouraged to apply even if your experience doesn't precisely match the job description. Your skills and passion will stand out—and set you apart—especially if your career has taken some extraordinary twists and turns. At Stripe, we welcome diverse perspectives and people who think rigorously and aren't afraid to challenge assumptions. Join us.

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