Head of Sales, Tax

1 month ago

Chicago, United States Coatue Management L.L.C. Full time
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

Product Sales is a team of deep functional and technical specialists who both lead and advise on deals for the most strategically important products in Stripe’s portfolio. Revenue and Finance Automation (RFA) Product Sales is tasked with attacking a $100B market opportunity for back office finance automation across tax, revenue reporting, and data.

What you’ll do

As the Head of Sales, Tax at Stripe, you will use your sales and product expertise to help drive growth through both existing and new to Stripe customers, specifically for our Stripe Tax product. You will lead a team of Product Account Executives, as well as collaborate with the core sales, marketing, product marketing, and product teams to develop deep product and industry knowledge and drive strategic deals. You will be instrumental in leading in depth product discussions with existing and prospective customers – and building and executing against our go to market strategy.

Responsibilities
  • Partnering with senior management to establish strategic plans and objectives to accelerate growth of a high ARR business line.
  • Translating business segment strategy into functional plans and guiding execution to KPIs.
  • Leading multiple, complex teams that are part of a broader functional area and whose work impacts multiple functions across Stripe.
  • Manage and lead a team of 8+ Account Executives across multiple regions and segments at Stripe.
  • Be accountable for driving revenue, increasing attach rates, and new client acquisition at high rates of growth.
  • Coach and guide the team in developing consultative and solution-based sales skills through all facets of the sales cycle.
  • Create best practices, and improve the business and customer engagement model.
  • Building strategic relationships with executives & key partners to expand adoption and distribution of tax.
  • Lead with clarity and context with a compelling plan in line with Stripe’s direction.
  • Serve as both an internal and customer-facing expert on Stripe, especially for your specialized products.
  • Engage with Product, Marketing and User Operations teams to help amplify our growth trajectory.
Who you are

You are an adept sales leader, capable of engaging in business-level and technical conversations at multiple levels of the organization, including CEO, CFO, and CTO. You are used to building clear plans to grow a region through a high functioning sales team, with strategic thought leadership and strong management. You see value in competitive situations and enjoy working on products that require deep product understanding, combined with technical knowledge. You’re as comfortable working with clients as with internal stakeholders (including executives). You’re excited to become an expert and to share your knowledge. You’re an organized self-starter, an excellent communicator who is highly analytical and has a track record for improving the processes and organizations around you.

Minimum requirements
  • 2-5+ years sales leadership experience, launching and growing high functioning sales new teams / products.
  • 10+ years of experience in hyper-growth SaaS environments across AMER region.
  • Industry experience in finance, revenue management, financial services or similar software services.
  • 7+ years in Enterprise Sales with a track record of top performance with top Fortune 500 companies.
  • Proven ability to be a self-starter, capable of driving business results without significant supervision.
  • Ability to understand complex technical requirements and craft solutions across multiple stakeholders.
  • An enthusiastic “roll up your sleeves” mentality.
  • Excellent verbal and written communication skills.
  • Strong presentation skills, particularly for in-person meetings with multiple stakeholders.
  • Proven ability to lead complex negotiations involving bespoke commercial agreements with large enterprises.
Preferred Qualifications
  • New business acumen, ability to lead and manage new business pitches & upsell conversations of Stripe for existing and prospective customers.
  • Proven ability to sell complex solutions involving accounting and/or tax software.
  • Prior experience at a growth stage Internet/software company.
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