About this role
Managing strategic accounts within the artificial intelligence sector involves driving expansion revenue and navigating complex commercial agreements. The go-to-market team partners closely with leading AI companies across infrastructure, foundation models, agents, and applications to help them commercialize globally using Stripe's financial stack. Sales professionals on this team collaborate with Product, Engineering, and Marketing to shape the company's AI strategy and ensure that top innovators choose the platform for monetization.
Driving deal strategy, leading complex negotiations, and building relationships with executive stakeholders form the core of the daily routine. Professionals in this position develop comprehensive account plans and coordinate effective meetings to expand customer relationships. Ideal candidates bring extensive enterprise sales experience and thrive in a fast-paced environment where they can articulate technical product requirements to diverse internal and external stakeholders.
What you will do
- Manage existing customers in the artificial intelligence industry to build and execute long-term sales strategies that expand revenue.
- Handle the entire sales cycle, covering business case creation, deal structuring, negotiation, and closing.
- Formulate account plans and cross-sell across a designated list of strategic clients to drive new revenue streams.
- Oversee deal strategy and commercial negotiations for large, complex renewals.
- Establish relationships with executive stakeholders to understand their problems and guide them toward solutions.
- Execute account mapping and coordinate productive meetings with external stakeholders to broaden customer relationships.
- Contribute to team projects aimed at refining the sales process and shaping the sales culture.
What you need
- Bring 8 or more years of sales experience, ideally involving technical products, alongside a history of top performance.
- Possess at least 4 years of experience leading complex sales cycles with enterprise organizations.
- Demonstrate the capacity to understand technical requirements and design solutions across multiple products.
- Show skill in developing and executing account plans that span multiple business units within complex organizations.
- Exhibit strong presentation abilities, particularly for in-person meetings involving multiple stakeholders.
- Display a proven ability to lead complex negotiations featuring bespoke commercial agreements.
- Maintain superior verbal and written communication skills.
- Operate effectively within a highly ambiguous and fast-paced setting alongside a deep understanding of the technology space.
Questions candidates ask
What kind of companies will I work with in this role?
You will partner with the world's most ambitious AI companies building on the frontier of artificial intelligence, including organizations working across infrastructure, foundation models, agents, and applications. These range from early-stage innovators to the largest public players.
Which internal teams do sales professionals collaborate with?
As part of the go-to-market and sales organization, this team works closely with Product, Engineering, and Marketing. This collaboration helps shape Stripe's AI go-to-market strategy and ensures leading AI companies choose the platform for monetization.
What does the sales cycle responsibility look like?
You will own the full sales cycle, ranging from business case development to deal structuring, negotiating, and closing. Responsibilities also include driving deal strategy and commercial negotiations for large, complex renewals.