Head of Commercial Solutions

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

Global Business Services (GBS) primary goal is to ensure operational excellence across deal cycles, increase revenue through the development of transformative commercial constructs, and drive closure of Stripe’s sold portfolio. The team's reach is widespread across Stripe, not exclusive to one sales segment or geographical region; GBS drives change across go-to-market, positively impacting Stripe users and cross-functional teams. GBS’s priorities are set through the direction of Stripe leadership and executive vision, partnership with sales and cross-functional organizations, as well as User feedback and market insights.

What you’ll do

Stripe’s Global Business Services team is looking for a Head of Commercial Solutions to lead the Commercial Solutions team. This involves managing and supporting the Commercial Solutions Program Managers, developing and implementing commercial strategies, and overseeing portfolio and resource management of commercial construct launches and New Product Introduction (NPI) processes. Additionally, it includes establishing and maintaining program management standards and best practices to ensure consistency and quality across programs and projects. This is a large and diverse scope, including being accountable for all deliverables across the team's functional areas, setting a 12-24 month vision and growth trajectory plans for the organization, working with senior leadership to set/align to Stripe’s commercial evolution and strategies, and acting as a change agent across Stripe. This role requires a background in program management, deal policies and processes, a strong understanding of commercial frameworks and complex sales motions, experience developing a team through high-growth phases, and managing to the needs of the Enterprise.

The candidate will have experience with SaaS products, commercial & contracting strategies, and a strong background in program management. The candidate will have exceptional communication skills and executive presence to effectively communicate with Stripe and User senior leadership. You will love this job if you are a natural relationship, mechanism, and team builder.

Responsibilities

• Lead and scale the Commercial Solutions team, focusing on developing, implementing, and evolving Enterprise-ready commercial programs

• Set a strategic vision while balancing program management office (PMO) maturity, capacity management, and stakeholder needs

• Provide reporting and progress updates to senior leadership on status of key initiatives

• Collaborate with key internal teams—including Accounting, Commercial Legal, Engineering, Billing, Business Practices, Deal Strategy, and Deal Pricing—to drive commercial construct initiatives and NPI processes, serving as the Global Business Services’ Commercial Program PMO supporting the Go-To-Market (GTM) organization

• Work cross-functionally to create and drive the development of global mechanisms for efficient deal making processes

• Quickly build credibility and trust with internal customers, including senior leadership and Stripe C-Suite

• Provide strong leadership, communication, program management skills, and coaching

• Advocate and sponsor radical change of the commercial construct space, including evolving commercial program management, expanding commercial variant and approval standardization, driving policy and process enablement, and implementing broad system/process changes to streamline deal cycles

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 in program management/deal management/pricing strategy/financial consulting/legal

• 5+ years of experience with managing and developing a team, including defining respective roles/team scope, organizational priorities, and team strategy

• Experience managing a team of experienced Commercial Solutions Program Managers

• Experience working in ambiguous, quickly scaling environments, comfortable with high-agency

• Strong communication, presentation, negotiation, and project management skills, each catered through an executive lens

• Deep understanding of the Payment or SaaS domains, with a track record of program managing commercial initiatives and scaling to enhance quote-to-cash processes

• Ability to articulate business strategy at the C-Suite level, gaining credibility while advising organizations on how best to achieve business goals through the use of technology and services

• Experience scaling cross-organizational programs including: commercial construct launches, policy development and process implementation, system deployments, and inter-team process design (pre- to post-execution)

• Demonstrated business sense with a high sense of ownership and ability to scale large scale mechanisms

Preferred qualifications

• Experience building teams from the ground up, defining the functional space will setting the strategy and pace

• Conversant in all emerging trends in IT and Business and experience supporting complex transactions such as M&A, IP Acquisition, Revenue Share Models, etc.

• Has deep understanding of the Payments or SaaS domain and experience scaling a business practices or commercial structuring function

• BA/BS degree in Business, Technology, Finance, or Economics

• MBA degree in Business, Technology, Finance, or Economics

• JD degree with experience in either Corporate or International Law