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
Deal Pricing is a dedicated function that provides deal pricing expertise, financial insights and deal support for negotiated users to Stripe’s global Go-to-Market teams. We work to ensure deals create economic value for Stripe by (i) establishing the deal commercial framework (pricing policies, processes, governance and tools) for a scaling sales organization,(ii) providing active support and deal pricing thought leaderships for strategic deals and (iii) providing pricing insights and feedback to sales, finance and product leaders. Deal Pricing frequently works with cross-functional business partners across Operations, Products, Finance & Strategy, Partnership and there is constant collaboration with Deal Pricing colleagues across all regions.
What you’ll do
You will be instrumental in providing thought leadership to regional sales teams and sales executives and continuing to develop our framework, approach and associated processes in order to achieve mutually beneficial deals with our sold users while mitigating risk to Stripe. In addition to providing key financial insights and recommendations to business partners and Stripe leadership, you will have a chance to stretch beyond the boundaries of deal pricing operations through business case development and commercial negotiations with all types of customers across the full suite of Stripe’s financial and payment products.
Responsibilities
- Serve as a key financial and strategic thought partner to specific EMEA Go-to-Market sales teams and their leadership in both pricing deals at scale and pricing strategic deals.
- Be responsible for defining and implementing our pricing and margin guidance and identifying levers for financial uplift.
- Develop and refine new frameworks to evaluate a deal’s attractiveness to Stripe, ensuring alignment between these frameworks, the company’s long range plan and mutually agreeable outcomes with cross-functional business partners.
- Maintain up to date pricing benchmarks and contribute to team analytical design and production efforts, using this data to enhance our pricing philosophy.
- Shaping and influencing deal commercial frameworks, tooling roadmap and product monetisations approaches.
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
- Minimum 5+ years of experience in finance or deal pricing at a company, or experience within investment banking, or management consulting.
- A proven ability to build collaborative working relationships with business partners through a combination of influencing and awareness.
- The ability to deal effectively with ambiguity and thrive in an unstructured, fast-moving environment by driving business results without significant supervision.
- Excellent financial modeling, verbal and written communication skills.
Preferred qualifications
- Experience in the payments or technology sector.
- Experience presenting findings and recommendations to senior leadership, preferably to sales of go-to-market business partners.
- Experience with SQL and Tableau or a willingness to learn
In-office expectations
Office-assigned Stripes in most of our locations are currently expected to spend at least 50% of the time in a given month in their local office or with users. This expectation may vary depending on role, team and location. For example, Stripes in our Bucharest, Romania site have an 80% in-office expectation, and those in Stripe Delivery Center roles in Mexico City, Mexico and Bengaluru, India work 100% from the office. Also, some teams have greater in-office attendance requirements, to appropriately support our users and workflows, which the hiring manager will discuss. This approach helps strike a balance between bringing people together for in-person collaboration and learning from each other, while supporting flexibility when possible.Pay and benefits
The annual salary range for this role in the primary location is €85,600 - €128,400. This range may change if you are hired in another location. 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 specific location. Applicants interested in this role and who are not located in the primary location may request the annual salary range for their location during the interview process.
Specific benefits and details about what compensation is included in the salary range listed above will vary depending on the applicant’s location and can be discussed in more detail during the interview process. Benefits/additional compensation for this role may include: equity, company bonus or sales commissions/bonuses; retirement plans; health benefits; and wellness stipends.
