Partner Development Manager, Ecosystem Partnerships

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

Stripe’s Ecosystem Partnerships team builds the partner ecosystem that helps users discover, adopt, and get more value from Stripe. We work with a broad range of technology, platform, and ecosystem partners, and collaborate closely with Partner Engineering, Product Marketing, Product, Engineering, and go-to-market teams to bring Stripe’s products to market through partners.

What you’ll do

As a Partner Development Manager, you will own the day-to-day management and growth of a broad portfolio of ecosystem partners. You will contribute to the design and implementation of scalable partner programs and own the engagement, enablement, and operating rhythms that help partners succeed across your portfolio.

You will independently identify and drive growth opportunities, connecting partner goals with Stripe’s product and business priorities. You will lead initiatives that help partners adopt new Stripe platform building blocks, product capabilities, and integrations, define the cross-functional workstreams needed to deliver them, and measure their impact.

This is a hands-on role for someone who combines partner and domain expertise with strong execution. You will lead partner planning and commercial discussions, translate market and partner insights into actionable recommendations, and bring the right stakeholders together to deliver measurable results at scale.

Responsibilities

  • Own day-to-day partnerships and distribution activities across a broad portfolio of ecosystem partners, using scalable programs, tiers, communications, and engagement models to expand partner impact; contribute to program design, criteria, partner lifecycle activities, and improvements informed by partner goals and performance
  • Lead partner roadmap, goal, success-metric, and delivery discussions; work with PE&O and RPS to develop account plans, run business reviews, track partner health, map executive relationships, build partner advocacy, and address operational, risk, and compliance matters through the appropriate operating model
  • Independently identify and pursue partner expansions, product enhancements, and distribution opportunities; engage the appropriate partners and internal stakeholders, define workstreams, and drive delivery within your partner, product, or program scope
  • Drive adoption of new Stripe platform building blocks and product capabilities through enablement, education, and launches; work with Partner Engineering on integration needs, recurring friction, shared delivery plans, and blockers, and with Product Marketing on messaging and campaigns; jointly set and analyze pipeline, activation, and adoption metrics
  • Align Product, Engineering, go-to-market teams, Operations, PE&O, RPS, and other stakeholders on responsibilities, milestones, and feedback channels; incorporate their input into planning, identify cross-functional gaps, communicate material developments, and seek manager support when alignment or escalation requires it
  • Serve as the primary negotiation lead for your partners, independently closing deals and renewals within established Stripe strategies and frameworks; balance timelines, economics, and product capabilities, improve deal execution, and escalate material deviations or blockers
  • Build and share deep partner, product, and market expertise; assess how partner changes affect Stripe’s users, products, financial outcomes, and operations, recommend responses, improve team practices, support colleagues’ development, and contribute to recruiting and an inclusive team culture

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 partnerships, business development, account management, or a comparable cross-functional role, with demonstrated ownership of external relationships and measurable business outcomes; experience managing a broad portfolio through scalable programs, engagement models, partner lifecycle activities, or enablement, and contributing to program improvements
  • 3+ years demonstrated ability to independently identify and evaluate growth opportunities, define workstreams, and drive initiatives through delivery; sound operational judgment in managing multiple workstreams, identifying risks and blockers, and seeking support when decisions extend beyond your scope
  • Experience leading partner planning, roadmap and success-metric discussions, and business reviews, with the analytical skills to assess partner health, pipeline, activation, adoption, or other relevant measures; ability to build deep partner and domain expertise and translate market or partner changes into actionable recommendations
  • Experience serving as a primary negotiation lead and closing commercial agreements within established strategies and frameworks, balancing economics, timelines, and product capabilities, and escalating material trade-offs appropriately
  • Strong cross-functional collaboration and written and verbal communication skills, including aligning stakeholders on responsibilities and commitments, articulating product value, building partner advocacy, synthesizing complex feedback, and communicating material developments; interest in Stripe’s products, users, and ecosystem

Preferred qualifications

  • Experience with ecosystem, platform, technology, payments, financial services, or software-as-a-service partnerships
  • Experience driving adoption of new product capabilities, integrations, or platform building blocks through partner enablement, education, or go-to-market programs
  • Experience working closely with partner-facing engineering, product, or product marketing teams on partner launches, integration improvements, or distribution initiatives
  • Experience improving partner program criteria, engagement models, commercial processes, or operating rhythms based on performance data and partner feedback
  • Familiarity with partner operations and risk and compliance considerations in a regulated or complex environment

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 Stripe Delivery Center roles in Mexico City, Mexico, Bengaluru, India, and Dublin, Ireland 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 benefits

The annual salary range for this role in the primary location is CA$156,900 - CA$235,300. 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.

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.

Apply now