Sales Manager, SMB

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 SMB team works with European businesses in one of Stripe’s high-growth and highest priority segments. At Stripe, SMB are companies with employee count under 100 employees.

This is an existing business sales team where each AE manages approx 100 accounts. We protect revenue with excellent account management and partner focused relationships, lead on contract renewals with a strong commercial focus and excel in product upsell sales motions.

What you’ll do

In this role you and your team will own partnerships between Stripe and the most strategic and fastest-growing SMB and Mid-Market companies in EMEA. As a Sales Manager at Stripe, you’ll play an instrumental role in fueling Stripe’s growth in this high priority segment through coaching your team but also executive engagement across top accounts.

You'll lead and coach high-performing account executives, helping them deliver on ambitious targets, as well as roll up your sleeves to work directly with users and prospects. We are looking for an individual who is keen to work alongside a high-performing team of individuals to navigate complex sales cycles.

You’ll own team performance, focusing both on delivering key sales metrics while also thinking like a CEO to drive internal and external projects to make the team, and the segment, excel. You can balance sales excellence with a builder mentality to hit and exceed targets while setting the team up for long term success.

Responsibilities

• Recruit, develop and lead a team of sales professionals, with a particular focus on SMB
• Help leadership to define and implement the long-term vision and strategy for the team and manage day-to-day operations, with a focus on performance against key sales metrics
• Support your team to develop and implement full sales cycle strategies from pipe-gen to deal closing to implementation
• Coach and guide the team in developing consultative and solution-based sales skills through all facets of the sales cycle
• Solve complex client needs and work across product, sales, risk, and operations together with your team to improve our product
• Make sure that internal teams are set up for users’ success by coordinating with other Stripe teams such as Solution architects, SDRs, Marketing, Product and many more
• Inspire, motivate and enable personal and career development of team members, both to promote career growth and to increase impact for Stripe

Who you are

The ideal candidate for this role is someone who thrives in highly ambiguous environments. Our users are some of the most ambitious and demanding customers and a successful candidate will match their curiosity, speed and passion to build things by overcoming challenges. You are solution-oriented, adaptable, have a keen interest in coaching and developing a team of high potential sellers.

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 relevant sales experience, including 4+ years of people management experience
• Track record of overachieving against ambitious sales targets
• Ability to understand complex technical ecosystems and build great relationships with technical customers
• Experience consistently forecasting and managing a high growth business for multiple quarters
• Ability to hire, train, and coach a high-performance sales team
• Ability to build executive relationships with customers and ecosystem partners
• A knack for working well with a wide range of stakeholders, both internally and externally
• Ability and motivation to operate in a highly ambiguous and fast-paced environment
• Superior verbal and written communication skills

Preferred requirements

• Prior experience in payments
• Prior experience in a sales and/or customer-facing role at a high growth technology company
• Interest in business models and monetization