Enterprise Services Manager

Summary

Join Stripe's Professional Services Sales team as an Enterprise Services Manager and lead strategic pre-sales conversations for enterprise clients. You will own the entire sales cycle, partner with Account Executives, manage bookings, and craft custom proposals. This role requires driving the success of Professional Services, advising senior leadership, and leading pre-sales workshops. You will shape deals, build contracts, engage with product and engineering teams, and prepare the delivery team. This is a high-impact role focused on transforming payments and financial infrastructure for leading enterprises.

Requirements

• 10+ years of professional services sales experience, preferably at a technology company or a consulting firm, with a track record of top performance
• Proven experience in pre-sales and sales of sizable service engagements, as well as in contract and Statement of Work (SOW) development
• Demonstrated ability to lead large transformational engagements using disruptive technologies
• Thrives on the urgency and importance of working with our largest customers, achieving set objectives while balancing competing priorities
• Ability to understand complex business requirements and develop tailored solutions
• Demonstrated ability to navigate ambiguity to produce strategic insights and identify opportunities

Responsibilities

• Own the entire Professional Services sales cycle for enterprise companies
• Partner with Account Executives on named account lists to develop account plans aimed at winning and expanding Professional Services business with enterprise clients
• Drive the success of Professional Services by managing and forecasting bookings
• Craft custom proposals that align with clients' business outcomes, utilizing services across Professional Services and partner offerings
• Advise senior leadership in customer organizations on building business cases for digital transformation
• Lead pre-sales workshops with customers, focusing on strategy, vision, discovery, and assessment
• Shape Professional Services deals, and build and negotiate contracts/Statements of Work
• Engage with Product and Engineering teams to influence product strategy for large clients
• Prepare the delivery team with user insights to ensure that the delivery aligns with the desired business outcomes

Preferred Qualifications

• Knowledge of the sales cycles associated with a SaaS product or technology platform for strategic enterprise customers
• An in-depth understanding of the buyer journey and the ability to lead complex, multi-party sales in a highly consultative manner
• Experience working with upper middle market and enterprise companies
• A proven track record of driving cross-functional alignment among a broad set of stakeholders, including engineering, sales, support, product, marketing, data science, and senior leadership, to achieve growth targets
• Experience in building and scaling a go-to-market (GTM) growth discipline, including the development of strategy, processes, and operating models
• Proven ability to create a strong growth culture within a team
• Background in a growth-stage internet/software company and/or the payments industry
• Familiarity with APIs and their role in digital solutions