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 Alliances and Channels team drives growth by building and scaling go-to-market partnerships with world-class professional services firms—including global systems integrators and consultancies—alongside strategic technology leaders like AWS, Salesforce, and Adobe. Our mission is to provide users with a comprehensive ecosystem of technology and industry expertise while ensuring Stripe and our partners build high-growth, mutually beneficial businesses. We bridge the gap between Stripe’s platform and the specialized solutions our users need to scale globally.

What you’ll do

As the Embedded Solutions Lead, you will dedicate your efforts to embedding Stripe into the products and platforms of our top GSI partners. You will target two distinct opportunities: “Managed Stripe” (where GSIs offer Stripe-as-a-Service bundled with operations) and “Embedded Stripe” (where Stripe is part of the GSI’s proprietary IP or BPO stack). This position is focused on deepening our joint sales motion through joint solutions with our partners.

This new role represents a strategic expansion to unlock "sell-through" revenue by embedding Stripe into our partners' proprietary products, platforms, and managed services offerings. Our objective is to ensure GSIs view Stripe not just as a payment processor to implement, but as a core infrastructure component of their own technology stacks and "as-a-Service" offerings.

You will demonstrate an understanding of the Stripe Partner Ecosystem and the Stripe sales organization, and can recognize high impact opportunities, solutions, support deals for successful engagement with partners, and maintain high business hygiene.

Responsibilities

Own the GSI embedded strategy, driving the integration of Stripe into partner platforms and Managed Services offerings
Collaborate with Global PDM’s on building strategy, joint solution development, pipeline development and deal closure
Incubate and scale high-impact pilot programs with select GSIs to validate and refine the embedded model for global deployment
Unlock incremental revenue streams by positioning Stripe as a foundational component of GSI’s own BPO, Managed Services, and Products / Platforms
Orchestrate cross-functional teams across Platform Sales (AEs), Partner Development Managers (PDMs), and Product to effectively package Stripe for GSI product consumption
Evangelize the embedded model to GSI product leaders, articulating the commercial value of platform monetization through Stripe

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 experience is a bonus, not a requirement.

Minimum requirements

12+ years of experience in business development, strategic alliances, or platform sales, with a focus on global partnerships
Deep experience working with or for GSIs (Accenture, PwC, Infosys, etc.) with an understanding of their product and managed services structures.
Proven experience with "Embedded Finance," "OEM," or "SaaS Platform" business models
Understanding of the "Managed Services Provider" (MSP) landscape and how enterprises outsource functions like fraud and billing
Process oriented mindset with desire to solve individual challenges while building for scale
Excellent communication and presentation skills, with the ability to speak to different functional and technical leadership both internally and externally
Strong track record of exceeding revenue goals, specifically regarding partner-sourced or sell-through revenue
Ability to define and implement new business models (e.g., transforming a professional services relationship into a recurring revenue model through a platform partnership)

Preferred qualifications

Experience in a Product or Platform partnership role at a top-tier Enterprise Cloud Software firm or within a GSI’s product arm

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 our Bucharest, Romania site have an 80% in-office expectation, and those in Stripe Delivery Center roles in Mexico City, Mexico and Bengaluru, India 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.

The annual US base salary range for this role is $172,900 - $259,300. 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

Chicago, Atlanta, New York, South San Francisco HQ, or Seattle

Team

GTM Partnerships

Job type

Full time

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