Partner Development Manager, Revenue and Finance Automation

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 Global Partnerships team develops and manages relationships with our most critical technology and ecosystem partners. The team executes on high-impact, cross-functional initiatives with these partners across new products, geographic expansion, user advocacy, and policy. This includes defining new and managing existing partnership opportunities, strategies, and programs for Stripe’s growing SaaS products (Revenue and Finance Automation which includes Stripe Billing, Stripe Tax, Stripe Revenue Recognition) and expanding our ecosystem through platforms such as Stripe Apps and Stripe Connect.

What you’ll do

The Partner Development Manager (PDM) for Revenue and Finance Automation (RFA) will oversee and expand Stripe’s network of product and ecosystem partners for Billing, Tax and Revenue Recognition on Stripe. This set of technology companies partners with Stripe to help our users grow and scale their revenue effectively. This role will be responsible for driving strategies and partnerships for new and existing partnerships, with a focus on growing the RFA 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 partners as you develop and execute new product and ecosystem partnership models, while managing existing partners to deliver growth at scale.

The ideal candidate will be dynamic, possess strong interpersonal and negotiation skills, and be able to leverage data to make informed decisions and foster transparent partnerships. In this role, you would be responsible for overseeing and expanding the product and ecosystem partnerships for RFA. The PDM for RFA plays a crucial role in enhancing the capabilities and value proposition of Stripe Billing, Tax, and Revenue Recognition.

Responsibilities

• Partner Strategy and Leadership: Drive strategic initiatives to expand the partner ecosystem, utilizing industry insights to identify emerging opportunities and innovative partnerships. Develop and implement growth strategies that elevate the visibility and desirability of Stripe’s product and ecosystem offerings, contributing to the broader growth objectives of Stripe’s SaaS business.
• Partner Expansion and Onboarding: Identify and pitch target prospective partners in relevant categories that align with the needs of Stripe RFA users. Lead end-to-end negotiations to onboard new partners with competitive offers and favorable economic structures to Stripe.
• Partner Management and Optimization: Manage existing partners, conducting regular check-ins to track partnership performance and ensure compliance with reporting obligations and invoice payments. 
• Ecosystem Management: Develop comprehensive insights across the partner ecosystem, leveraging data to drive decision-making and strategy adjustments. Facilitate data-driven conversations with partners, ensuring a transparent and value-focused partnership environment.

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 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 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 roles
• 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

Hybrid work at Stripe

This role is available either in an office or a remote location (35+ miles or 56+ km from a Stripe office).

In-office expectations

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.

Working remotely at Stripe

A remote location 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 $148,600 – $222,800. 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.