TL;DR
EMEA Sales Programs Manager at Stripe, a financial infrastructure platform. Develops and implements sales programs and plays to drive pipeline generation and progression across the EMEA region, partnering with sales leadership and cross-functional teams.
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 GTM Operations team is responsible for overall productivity and effectiveness of the sales organization, partnering closely with the sales team and teams across Stripe to drive initiatives. The Sales Strategy and Operations function at Stripe plays a crucial role in the success of our sales organization. With a commitment to excellence and a deep understanding of the art and science of sales, our team is dedicated to informing the sales strategy, optimising processes, developing sales programs and providing insights that propel our sales growth. We do this by being objective, trusted partners to the Sales Leadership team.
What you’ll do
As the EMEA Sales Programs Manager, you will work directly with executive sales leaders, sales teams, and front-line sales managers to understand their pipeline generation and pipeline progression needs. You'll collaborate with a diverse cross-functional group of teams across sales, marketing, enablement, strategy, and others, to develop and implement sales programs and sales plays to meet those needs, then measure the results and adapt the sales programs as necessary.
Responsibilities
- Craft, build and deliver a programmatic and scalable approach to pipeline generation through sales programs and plays tailored by industry, segment, and business priority to improve pipe generation and progression
- Drive operational excellence by setting standard methodology for all areas of pipeline generation, and build accountability and ownership for the use of standard processes
- Optimise interoperability and alignment of our core GTM teams - Sales Development, core Sales, Solution Architects, Partners, Product Sales, Marketing
- Partner with Data Science, Marketing, Product, and other stakeholders to build and refine the audience, messaging, and strategy for individual sales plays
- Collaborate cross functionally with AMER and APAC Sales Programs counterparts to develop and streamline of high impact global sales programs and play
- Understand EMEA Sales leaders needs and trends, and advise opportunities to leverage sales plays and programs
- Prioritise sales programs and sales plays selection based on market fit, providing seller insight to shape sales play design and collateral
- Proactively and continuously analyse pipeline performance, identifying the highest priority areas for action
- Devise and implement tactics to accelerate pipeline quality and velocity to close
- Conduct retrospectives to continuously learn and iterate on sales program and play quality and impact
- Embed sales play execution and performance tracking into the standing rhythm of business
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
- 8+ years of experience in sales strategy, sales operations, sales programs, sales consulting, or sales enablement
- Previous experience working with GTM and sales leadership
- Comfort navigating high level executive conversations
- Experience navigating Salesforce, or similar CRM system
- High proficiency with Excel and Google Sheets
- Proven ability to manage and influence cross-functional stakeholders to deliver components of sales plays in a coordinated and timely manner
- Has an enthusiastic “roll up your sleeves” mentality, is a pragmatic problem solver, has a bias to action and “getting things done”
- Ability to creatively solve problems with limited resources and oversight, as well as comfortable operating in an ambiguous, fast-paced environment
- Proven ability to manage and influence cross-functional stakeholders to deliver components of sales plays in a coordinated and timely manner
Preferred qualifications
- In addition to sales strategy and sales operations experience, previous experience as a seller