Commercial Lead

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

Global Deal Management’s (GDM) Commercial Solutions team ensures operational and programmatic excellence across deal cycles, increase revenue through the development of transformative commercial constructs, and drive closure of Stripe’s sold portfolio. The team's reach is widespread across Stripe, not exclusive to one sales segment or geographical region; GDM drives change across go-to-market, positively impacting Stripe users, and cross-functional teams. GDM’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 sits within Global Deal Management’s Commercial Solutions team, responsible for developing, launching, and maintaining commercial constructs and programs to drive revenue for Stripe.

What you’ll do

Stripe’s Global Deal Management Commercial Solutions team is looking for a Commercial Lead to own the end-to-end programmatic development of the Saas Subscription Fee program. This program is large scope in nature, including owning the development and support of first-of-its-kind commercialization efforts, ongoing program support (pre to post-launch), custom deal support related to SaaS, ownership of related enablement and communications, as well as acting as a change agent across the business. 

You will be responsible for the end-to-end management of commercial programs, driving cross-organizational alignment through the delivery of related outputs. This role requires a background in program management and direct subscription-fee program and SaaS (product-launch)  experience, change management, a strong understanding of SaaS subscription pricing and private pricing frameworks (and/or pricing analysis), and experience scaling global, cross-organizational mechanisms. 

 

The candidate will have experience in program management ownership, custom pricing strategies, and a background in supporting selling motions. The candidate will have strong communication skills and executive presence to effectively communicate with Stripe senior leadership. You will love this job if you are a natural relationship and mechanism builder.

 

Responsibilities

 

• Independently lead large scale, cross-functional programs, e.g. SaaS program, that have Stripe-wide impact, oftentimes first-of-their-kind programs and initiatives.
• Manage and lead a high-priority SaaS program which requires considerable resources and high levels of complex functional and technical integration and knowledge
• Support the SaaS Subscription deal motion, partnering with Deal Leads, sellers, and internal stakeholders to solution custom commercial approaches  
• Work cross-functionally with sales teams, sales leaders, services/support teams, product teams, and cross-functional teams to develop, launch, and scale the SaaS program (continuously evolving the ways Stripe goes to market) to support commercialization efforts.
• Identify, surface, and action systemic, broad issues and gaps, proposing holistic solutions to address root cause.
• Navigate, and propose creative solutions, through complex programmatic problems at scale across Go-To-Market and Stripe. 
• Partner with cross-functional teams such as Legal, Finance, Accounting, Service Teams, Product Teams, etc to resolve and remove internal blockers.
• Provide coaching for other Commercial Solutions team members, identifying areas to upskill across the function.
• Act as liaison within Sales, Deal Management, and other stakeholders for custom SaaS elements.
• Facilitate meetings, working sessions, and exercises that assist the leadership team in optimizing effectiveness amongst themselves and across the organization in general.
• Advocate on behalf of a position and quickly gain cross-functional alignment on the position.
• Quickly build credibility and trust with internal stakeholders.
• Provide strong leadership, communication, and persuasion skills.
• Lead projects to solve existing commercialization issues.

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.

• 10+ years of experience in program management/commercial strategy/economics/deal management/pricing with experience owning program strategy or business operations.
• 5+ years of direct SaaS or any other subscription-led pricing model program management skills/knowledge/experience/deal management, and/or oversight.
• Experience driving cross-team mechanism development end to end (ideation, planning, execution, launch, post-launch support).
• Experience working in ambiguous, quickly scaling environments, comfortable with high-agency.
• Experience engaging with senior executives on high priority initiatives, as well as the ability to work effectively across internal and external organizations.
• Be able to articulate and understand business strategy at the C-Suite level to gain credibility and advise organizations on how best to achieve their business goals through the use of commercial programs.
• Strong written and verbal communication, presentation, negotiation, and project management skills.
• Establish credibility and maintain working relationships with internal stakeholders involved with commercial constructs  (Legal, Finance, Accounting, etc.)
• Experience presenting data and metrics to senior leadership to report on metrics 
• Strong ability to advocate for a position even in the face of pushback.
• Ability to travel up to 15% to attend cross-functional on-sites.

 

Preferred qualifications

• Payments industry experience
• MBA degree in Business, Technology, Finance, or Economics.
• Possess PgMP or PMP certification.

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 $150,960 - $226,440. 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.

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