Strategic Pursuits Specialist

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.

The Strategic Pursuits Team at Stripe is at the forefront of driving transformative and sustainable business success for our largest and most strategic users. This involves leading collaborative cross-functional account planning, proactive pipeline development, creative deal strategy, commercial structuring, and orchestrating engagement strategies to maximize market potential. Through this work, we seek to elevate and differentiate by delivering exceptional value to our users while fostering lasting partnerships.

• Strategic Advisory: Act as a trusted advisor to cross-functional pursuit teams, guiding them in the development of comprehensive commercial strategies throughout the entire deal lifecycle, from early-stage discussions to negotiations and closure.
• Innovative Thought Leadership: Create and implement creative and innovative strategies aimed at growing deeper relationships with Stripe’s most strategic users.
• Cross-Functional Collaboration: Collaborate closely with key internal stakeholders—including Sales, Deal Pricing, Finance, and Legal—to streamline strategic deal cycles and maximize successful business outcomes.
• Internal Liaison: Facilitate connections between account teams and appropriate strategic resources and capabilities to ensure effective execution of deals.
• Commercial Orchestration: Provide coaching and advice to help teams strategize the most suitable commercial and pricing approaches, including conducting pricing scenario analysis and linking these analyses to the overall value proposition.
• Customer Lifecycle Advocate: Ensure a smooth transition of closed deals to post-sales teams, leading to profitable engagements that align with customer expectations regarding scope, timelines, and deliverables.
• Operational Excellence: Identify best practices and continuous improvement opportunities aimed at streamlining operations and driving operational excellence throughout the organization. Establish repeatable mechanisms and frameworks for strategic pursuits that empower account teams to build a robust pipeline of large deals.
• Post-Pursuit Analysis: Lead post-pursuit analysis and reviews to leverage successful strategies and address areas for improvement, ensuring lessons learned are integrated into future pursuits.

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.

• 15+ years of experience in software sales and/or management consulting
• Bachelor’s degree in Business, Finance, Marketing, or a related field
• Proven track record in developing and implementing commercial strategies for strategic deals - specifically, pursuit, capture and closure of large, enterprise solutions.
• Strong analytical and presentation skills, with the ability to articulate complex concepts to cross-functional internal and external audiences.
• Experience navigating complex organizations and engaging senior stakeholders and multiple other levels of the business to bring the best of Stripe to each pursuit.
• Demonstrated experience in leading large strategic initiatives.
• Commercial/pricing/deal strategy experience and knowledge of different commercial structures.
• Ability to manage multiple priorities in a fast-paced environment while maintaining attention to detail.
• Excellent leadership skills with a demonstrated problem-solving and decision-making ability

• Experience in corporate strategy or business development, particularly in facilitating complex transactions.
• Experience in payments, fintech, or closely related industry