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Partner Development Manager, GTM Strategy & Enablement

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

The Global Payments Partnerships team develops and manages relationships with payment methods and ecosystem partners that enable Stripe’s product strategy and delivers new capabilities to Stripe users. Our team executes on high-impact, cross-functional initiatives across new products, geographic expansion, user advocacy, and policy. These partnerships have a significant impact on Stripe and the products used by millions of our users.

What you’ll do

We are seeking a seasoned Go-to-Market specialist to spearhead the distribution efforts of our most strategic Payment Methods partners (third-party products) on Stripe. This role demands a strategic thinker with a proven track record in developing and executing comprehensive go-to-market strategies. The ideal candidate will possess strong leadership skills, a deep understanding of market dynamics (BNPLs, Digital Wallets, and other non-card payment methods), and a knack for building fruitful relationships and partnerships to drive product distribution, adoption and revenue growth.

In this role, you’ll be responsible for owning the full distribution strategy of some of our most strategic non-card payment method partners, securing internal buy-in across teams, and establishing scalable levels of support for our payment method partners to increase volume and margin on Stripe. This is an exciting opportunity to make a significant impact and contribute to the growth and success of Stripe's largest and most strategic global payment method partners. The role will require close coordination with Global Sales, Marketing, and Product teams, as well as cross-functional stakeholders including Legal, Finance etc., and with external partner executives.

Responsibilities

  • Manage distribution of Stripe’s most strategic global payment method partnerships, alongside our global Partner Development Managers 
  • Develop and implement robust go-to-market strategies aligned with organizational objectives and market trends. Gather inputs from and coordinate with internal cross-functional stakeholders (including sales, marketing, risk, compliance, product, engineering, treasury as needed) to drive execution of your strategy. Identify key target segments, value propositions, and competitive differentiators to maximize product penetration. 
  • Drive the strategy, analysis, and execution approach for distributing our payment method partners via Stripe. This will include deeply understanding our various integrations, user verticals, and user types, to create a full GTM plan by partner.
  • Establish key performance indicators (KPIs) and metrics to measure the effectiveness of go-to-market initiatives. Continuously monitor performance, analyze results, and iterate on strategies to optimize outcomes and drive revenue growth.
  • Work closely with our AEPs (Product Sales team) to drive enablement and co-selling. Provide guidance and support to equip them with the knowledge and tools needed to effectively sell third-party products. 
  • Identify partner stakeholders who will champion Stripe. Educate them about Stripe’s value proposition, and build alignment between Stripe and our partner’s executive teams.
  • Actively engage in monitoring win/losses and monitor competitor activity.
  • Serve as the primary point of contact for internal and external stakeholders regarding go-to-market initiatives. Provide regular updates, reports, and insights to senior leadership, fostering transparency and alignment.

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

  • 8+ years of experience in go-to-market growth, strategic partnerships, business development, corporate development or related field
  • 3+ years of experience related to payments and/or ecommerce
  • Thorough understanding of payment method dynamics and business models
  • Preferred broad and deep experience executing industry-wide go-to-market strategies, including distribution of third-party partners and increasing engagement and share of wallet 
  • Exhibits an operationally focused mindset, with an ability to lead through complex relationship management activities by setting a clear vision, and running tight processes
  • Ability to manage multiple stakeholders with varying priorities and drive creative solutions and commitment to a shared goal
  • Experience working in a product centric environments with significant internal and external dependencies
  • Strong written and verbal communication skills with the ability to influence stakeholders internally and externally across a wide variety of functions
  • Strong agency, can handle ambiguity in a fast-moving organization, and thrives on a high level of autonomy and responsibility

 

Hybrid work at Stripe

This role is available either in an office or a remote location (typically, 35+ miles or 56+ km from a Stripe office).

Office-assigned Stripes spend at least 50% of the time in a given month in their local office or with users. This hits a balance between bringing people together for in-person collaboration and learning from each other, while supporting flexibility about how to do this in a way that makes sense for individuals and their teams.

A remote location, in most cases, is defined as being 35 miles (56 kilometers) or more from one of our offices. While you would be welcome to come into the office for team/business meetings, on-sites, meet-ups, and events, our expectation is you would regularly work from home rather than a Stripe office. Stripe does not cover the cost of relocating to a remote location. We encourage you to apply for roles that match the location where you currently or plan to live.

Pay and benefits

The annual US base salary range for this role is $187,800 - $281,800. 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 location. Applicants interested in this role and who are not located in the US may request the annual salary range for their location during the interview process.

Additional benefits for this role may include: equity, company bonus or sales commissions/bonuses; 401(k) plan; medical, dental, and vision benefits; and wellness stipends.

Office locations

South San Francisco HQ, or New York

Remote locations

Remote in United States

Team

Global Partnerships

Job type

Full time

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We look forward to hearing from you

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.