TL;DR
Head of Industry Pursuits for Enterprise Platforms at Stripe, leading a team of enterprise account executives selling payments and financial infrastructure to B2B software platforms. Responsibilities include team building, territory strategy, deal support, and cross-functional partnership with product and engineering.
Who we are
Stripe is a financial infrastructure platform powering millions of the world’s most innovative companies—from iconic global enterprises to high-growth B2B platforms. Our mission is to increase the GDP of the internet, and fulfilling that mission requires world-class leaders who can build, coach, and scale high-performing teams.
About the team
The Enterprise Platforms Sales team partners with B2B software platforms to help them monetize and scale payments, embedded financial products, and marketplace experiences using Stripe Connect and Stripe’s broader financial infrastructure suite. The team drives new business in one of Stripe’s most strategic and complex sales motions, selling to product-led, API-first software companies that serve other businesses at scale.
Your team will own:
- Enterprise new business acquisition
- Complex multi-party, multi-product deal cycles
- C-level engagement across product, engineering, and finance
- Platform strategy, monetization design, and GTM alignment
This role is for a leader who thrives in ambiguity, excels in a highly technical product environment, and is motivated by building repeatable excellence.
What you’ll do
As the Head of Industry Pursuits for Enterprise Platforms, you will build, scale, and inspire a team of world-class Account Executives responsible for winning and expanding Stripe’s most strategic B2B platform relationships.
Core responsibilities
- Lead, develop, and retain a high-performing team of enterprise sellers with platform, payments, and technical product experience
- Build a culture of ownership, curiosity, operational rigor, and user-first thinking
- Drive accountability around metrics, forecasting accuracy, and pipeline quality
- Own territory strategy, segmentation, and coverage planning to prioritize high-value platform categories
- Build an operating cadence centered on pipeline reviews, forecast calls, and strategic deal support
- Ensure excellence in multi-threading, commercial design, executive alignment, discovery, solution mapping, and monetization strategy
- Guide outbound strategy, named-account penetration, and top-of-funnel rigor
- Ensure strong account planning and whitespace identification
- Partner closely with Marketing, Revenue Operations, and Strategy to create scalable motions
- Bridge Sales with Product and Engineering through structured customer feedback
- Influence product roadmap priorities and co-develop GTM approaches for new capabilities
- Build technical depth across the team so AEs can lead product workshops with CTOs, COOs, CPOs, and platform architects
- Support top strategic deals through strategy, executive alignment, monetization modeling, and custom commercial structures
- Unblock cross-functional dependencies across Legal, Product, Risk, Finance, and Executive stakeholders
- Set standards for discovery quality, technical solutioning, and narrative development
- Build individualized growth plans for each AE and create coaching frameworks for discovery, technical depth, and executive storytelling
- Develop future leaders and support AEs in progressing into expanded roles
Who you are — Qualifications
- 15+ years in enterprise technology sales with 7+ years leading and scaling enterprise teams
- Proven leadership of sellers driving complex, multi-party, multi-product enterprise deals with C-level stakeholders
- Experience selling API-first or deeply technical software
- Ability to teach, coach, and inspect excellence in multi-threading, executive alignment, financial modeling, value articulation, monetization strategy, and technical payment infrastructure
- Track record of developing talent and promoting AEs into expanded roles
- Experience operating in high-growth, ambiguous environments with evolving processes
- Deep interest or experience in fintech, payments, or financial infrastructure
- Ability to partner effectively with product, engineering, and executive teams
- Exceptional communication skills, including translating complex technical concepts clearly
Nice to have
- Experience selling to B2B SaaS platforms, marketplaces, or embedded finance teams
- Knowledge of payment economics, pricing models