Partner Development Manager, SaaS Platforms

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 Platform Partnerships team is part of our Global Partnerships organization, and supports new and existing SaaS and platform products for Stripe. This includes defining new and managing existing partnership opportunities, strategies, programs and segments for our SaaS products (some examples include: Stripe Tax, Stripe Billing, Stripe Revenue Recognition) and expanding our ecosystem through platforms such as Stripe Apps and Stripe Connect.

What you’ll do

This role will be responsible for driving strategies and partnerships for new and existing products, with a focus on growing the SaaS platform ecosystem via new partner motions requiring both partner recruitment and ongoing relationship management. As part of these efforts, you will collaborate closely with cross-functional stakeholders (e.g. product, eng, GTM) across the company and with external platform partners as you develop and execute new partnership models (and related strategies) and manage the existing partner programs to deliver partnerships at scale. You will drive mission critical initiatives to expand the SaaS Platform ecosystem via these new partner offerings, drive adoption of new Stripe capabilities and services, and increase attach of Stripe’s products by merchants.

Responsibilities

• Design new partner models for Stripe’s critical SaaS platforms partners, focusing on driving the partner’s business and launching new offerings to benefit SaaS platforms and their customers
• Leverage industry knowledge to craft thoughtful partnership and program strategies, and execute deals and initiatives that accelerate Stripe’s SaaS platform strategy at scale
• Negotiate/execute new, first of kind partner models with SaaS platform partners and manage ongoing partner programs to expand the SaaS platform business
• Identify and recruit partner stakeholders who will champion Stripe, educate them on Stripe’s partner proposition, and build alignment between Stripe and our partner’s executive teams
• Gather inputs from and coordinate with internal cross-functional stakeholders (including risk, support, GTM, product, engineering) to create and execute partner strategies. Manage multiple stakeholders with varying priorities and drive creative solutions for partners at scale
• Ensure best-in-class, methodical partner and deal management rooted in milestone management, KPIs and alignment on opportunities of mutual interest

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 strategic partnerships, business development, corporate development or related field
• Thorough understanding of product partnership dynamics and business models
• Broad and deep experience executing industry-wide partnership strategies to build innovative product experiences and go to market models
• Proven ability to navigate technical requirements and workflows
• Experience negotiating commercial deals with technology partners, including scaling such deals across multiple partners
• Experience working in a product-centric environments with significant internal and external dependencies
• Strong written and verbal communication skills with the ability to influence stakeholders internally and externally across a wide variety of functions, including at the C level
• Have an operationally focused mindset, with an ability to navigate complex relationship management activities by setting a clear vision, while running tight processes

Preferred qualifications

• 5+ years of experience related to payments, marketplaces or SaaS platforms
• Background in Technical or Product Partnerships
• Background in Channel Partnerships, especially in SaaS products
• Experience in a sales or go to market role preferably in the payments or SaaS platform space