Partner Development Manager, Terminal

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 Terminal Partnerships team sits within the Global Partnerships organization as part of our Expansion and Incubation Pillar. Stripe is building in-person payments products, such as Stripe Terminal, to enable Stripe users to extend their online presence into the physical world and help all merchants create a unified commerce experience. This enables businesses to unlock in-person payments experiences that are best suited for their business model—whether it’s creating a flagship retail experience, unifying their online and offline commerce, or enabling a consumer mobile device to accept payments. The Terminal Partnerships is responsible for developing and managing relationships that enable Stripe to launch and scale Terminal globally. Our team executes on high-impact, cross-functional initiatives that enable new product experiences and growth areas for Stripe Terminal through our partnerships. 

 

In 2024, we have considerably expanded our Terminal partnership ecosystem to bring flexibility and innovation to unified commerce with partners such as FreedomPay to better serve modernizing enterprises, a number of direct POS Connectors across retail and hospitality and 3P hardware composability in support of expanding Tap to Pay on Android.  This is only the beginning as we drive Stripe Terminal to new levels of usability and reach in 2025 and beyond. 

What you’ll do

Build high-impact partnerships to launch and scale Stripe’s in-person payments and commerce  products globally.

We are looking for a strategic, entrepreneurial business development leader with strong product instincts, experience negotiating and formalizing partnership agreements, and working with cross-functional teams. This person will be responsible for identifying new opportunities, managing ongoing initiatives, partnering cross-functional teams to evaluate and execute on product and business initiatives, and executing new partnering agreements to continue Teminal’s growth and ecosystem. 

 

Responsibilities

• Identify, develop and lead new partnerships  that empower our users to build point-of-sale experiences that will shape the future of in-person commerce e.g.,  new capabilities, products and/or commercial models.
• Structure and negotiate first-of-kind deals for initial go-to-market or product enablement partnerships with large B2B technology companies, in existing and new geographies.
• Collaborate closely with Product, Engineering, Technical Project Managers, Legal, Marketing and other cross-functional partnership teams to develop and execute our Terminal strategy.
• Understand our partners’ key priorities, challenges, and internal roadmaps; regularly communicate insights and recommendations to the Terminal team. 
• Develop strategic perspectives based on market and partner insights, actively contributing a POV to our product strategy.

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

• 7+ years of experience in product partnerships, business development, or corporate development, working closely with other technology or fintech companies on platform or new business development
• Technical acumen, an ability to understand Stripe’s product portfolio and strategy and use this understanding to define requirements with partners and evaluate new partnership opportunities
• Strong agency, can handle ambiguity in a fast-moving organization, and thrives on a high level of autonomy and responsibility
• Exceptionally strong communication skills, in both verbal and written form, and ability to influence stakeholders across a wide variety of functions

Preferred qualifications

• 2+ years of experience working with in-person payment devices/hardware, Payment Gateways or POS platforms and solutions
• Domain expertise in Payments, Enterprise, Commerce and/or Hardware
• Humility and leads by example, setting the right context and helping teammates do their best work
• A track record of developing high-impact partnerships with significant internal and external dependencies

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 $150,600 - $225,800. 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.

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