Account Executive, Existing Business - Startups & Smb

Account Executive, Existing Business - Startups & SMBWho we areAbout StripeStripe 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.What you'll doAs an Account Executive (Existing Business), you'll identify opportunities for our users to get the most out of Stripe by quickly understanding our users' needs in order for them to grow with us.ResponsibilitiesOwn a named account list and develop account plans for winning and expanding business with startup and SMB companiesDevelop outbound strategies to create and nurture opportunitiesOwn the full sales cycle from prospecting to close, to go live for startup and SMB companies in regionOwn contract renewals and lead commercial negotiations to increase and retain existing customer revenue and Stripe market shareDevelop relationships with executive stakeholders at new and existing usersWork with company leaders from multiple functions (e.g., Engineering, Product, and Finance) to lead complex product workshops and develop financial analysesLead and contribute to team projects to develop and refine our sales processEngage with cross functional teams (Partners, Post Sales, Product and Engineering) to help drive and iterate Stripe's strategyWho you areYou are an adept salesperson, capable of engaging in business-level and technical conversations at multiple levels of the organization, including the CTO, COO, and CFO. You have experience working with upper middle market and enterprise companies. You have an in-depth understanding of the buyer journey and can lead a complex, multi-party sale in a highly consultative manner. You are used to building value in competitive situations and enjoy working on products that require deep product understanding, combined with technical knowledge. You are naturally analytical and enjoy digging into business models and helping businesses quantify their investment decisions. You get excited about prospecting, and are capable of independently leading a sales cycle from start to finish. Finally, you enjoy building - you like to actively participate in the development of our sales process, the articulation of our value proposition, and the creation of key tools and assets.If you're motivated, smart, persistent, and a great teammate, we want to hear from you!Minimum requirements3+ years of experience in a client-facing role, with either sales or renewal based KPIs within a rapidly growing organizationAbility to build strong rapport with clients, and demonstrable active listening, commercial acumen and consultative skillsProven ability to lead complex negotiations involving bespoke commercial agreementsAnalytical ability to manage complex pricing and cost considerationsImpeccable prioritization skills in order to effectively manage and execute competing prioritiesMotivation and flexibility to adapt in an environment where things change quicklySuperior verbal and written communication skillsPrior experience at a growth stage Internet / Software companyPosition DetailsJob Type: Full timeLocation: 1 Sussex Street, Barangaroo, Sydney NSW 2000, AustraliaOpen date: 11 April 2024 Hybrid work at Stripe 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.