Head of Key Accounts - Enterprise

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

Stripe's platform ecosystem is one of our most strategic and fastest-growing channels. We partner with a diverse array of leading platforms — from ecommerce infrastructure and website builders to vertical SaaS, marketplaces, and developer tools — that collectively power commerce for millions of businesses worldwide. Our Platform Partnerships team manages and grows these relationships, working closely with partners at every level: from technical product teams to C-suite executives. We craft joint go-to-market strategies, negotiate complex commercial agreements, co-build roadmaps, and drive multi-product adoption — all in service of creating deep, lasting partnerships that grow Stripe's reach and deliver meaningful value to our partners and their customers.

What you’ll do

As a Key Accounts Manager at Stripe, you'll own a portfolio of strategic users and will focus on deepening existing relationships and unlocking new opportunities for growth. You'll serve as the primary point of contact and trusted advisor for your users and your team of Account Executives — driving adoption of Stripe's product portfolio, navigating complex commercial negotiations, and collaborating cross-functionally to ensure your partners have everything they need to succeed. We're looking for a strategic, commercially-minded partnerships professional who brings a blend of business development acumen, technical fluency, and relationship depth. You'll need to be as comfortable in a product roadmap conversation as you are in a commercial negotiation, and as effective with a developer audience as with a CFO.

Responsibilities

Own and manage a portfolio of key accounts end-to-end, serving as the primary relationship lead across business, technical, and executive stakeholders

Serve as a senior Stripe leader for a team of AE’s and executive sponsor for key customer and partner relationships across AMER, engaging C-suite stakeholders at Stripe's most strategic accounts.

Develop and execute tailored partnership strategies and joint business plans that drive mutual growth, deepen product integration, and expand Stripe's footprint across each partner's platform

Drive revenue growth through partner retention, strategic account planning, cross-selling Stripe's product portfolio, and identifying new use cases within existing partnerships

Lead complex, multi-product commercial negotiations, structuring deals that align partner incentives with Stripe's growth objectives

Own the operational rhythm of your business — including pipeline forecasting, internal reporting, and cross-functional communications to keep stakeholders aligned and deals moving.

Build trusted, consultative relationships with senior stakeholders at partner organizations, including product, engineering, finance, and executive leadership

Partner closely with Stripe's Product and Engineering teams to surface partner needs, influence the roadmap.

Develop and deliver compelling business reviews, partnership proposals, and executive-level narratives that clearly articulate the value of the Stripe partnership

Effectively work cross-functionally with Sales, Marketing, Legal, Finance, and Solutions Engineering to execute on partnership initiatives and resolve partner needs at pace

Contribute to Stripe's broader partnerships strategy by sharing market insights, identifying trends, and helping refine our approach to the platform ecosystem

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

10+ years of experience managing business development teams and technical solutions selling in a high-growth internet, software, technology, or payments company

Demonstrated experience managing sales teams, complex strategic partnerships or accounts with significant scope

Strong understanding of APIs, platform ecosystems, channel partnerships, and solutions-oriented selling

Demonstrated quantitative and analytical skills, with a data-driven approach to pipeline management, forecasting, and measuring partnership impac

Preferred Qualifications

Proven ability to build and develop deep, consultative relationships with external partners and internal cross-functional stakeholders at all levels

Prior experience in the payments industry, financial infrastructure, or developer platforms

Track record of driving impact with Tier 1 accounts — including cross-sell, expansion, and joint GTM execution

Proven ability to ruthlessly prioritize across partner needs, commercial opportunities, and internal resources

Excellent communicator at every level — equally effective in a product deep-dive with engineers and a strategic discussion with a C-suite executive

Thrives in ambiguity, adept at creating structure and clarity where little exists, and consistently delivers with excellence

Naturally curious — always asking "what's next?" and anticipating partner needs before they surface

Comfortable operating in a fast-paced environment where priorities evolve and speed matters

True team player. Always.