Head of Deal Management

Summary

Join Stripe's Global Business Services team as the Head of North America Deal Management! Lead and grow the AMER Deal Management team, establishing and scaling deal governance and infrastructure. You will be responsible for all team deliverables, setting a 12-24 month vision, and working with senior leadership to align with GTM AMER strategy. This role requires experience in driving pricing deals to closure, understanding complex sales motions, and developing high-growth teams. You'll work cross-functionally, build strong relationships, and act as a change agent across Stripe, impacting both internal and external stakeholders. The ideal candidate possesses exceptional communication skills and a strong business acumen.

Requirements

• 15+ years of experience in deal management/procurement/pricing strategy/financial consulting/legal
• 8+ years of experience with managing and developing a team, including defining respective roles/team scope, organizational priorities, and team strategy
• Experience managing and coaching line managers
• Experience working in ambiguous, quickly scaling environments, comfortable with high-agency
• Strong communication, presentation, negotiation, and project management skills, each catered through an executive lens
• Deep understanding of the Payment’s domain or SaaS and can sell and communicate the vision for one-of-a-kind use cases
• Ability to articulate business strategy at the C-Suite level, gaining credibility while advising organizations on how best to achieve business goals through the use of technology and services
• Experience scaling cross-organizational programs including: system deployments, commercial construct launches, and inter-team process design (pre- to post-execution)
• Experience leading various matrixed teams (pre sales teams, sales teams, legal, ops, etc) to successfully execute strategies to win large deals
• Demonstrated business sense with a high sense of ownership and ability to scale large scale mechanisms

Responsibilities

• Manage and scale the AMER Deal Management team through a high-growth phase, focusing on meeting the needs of the Enterprise
• Effectively set the pace and vision of the business across functional areas while balancing the needs of direct deal management (execution of agreements)
• Work with sales, GTM leadership, services/support teams, and cross-functional teams to remove blockers throughout deal, governance, or program initiatives, acting as a key escalation point for senior leadership
• Understand the business and technical requirements of our customers, partners, and internal stakeholders, advising sales, the deal team, and cross-functional organizations on best commercial approach (balancing risk between custom terms and internal system limitations)
• Work cross-functionally to drive the development of global mechanisms to drive efficient deal management
• Quickly build credibility and trust with internal customers, including senior leadership and Stripe C-Suite
• Provide strong leadership, communication, persuasion skills, and coaching
• Advocate and sponsor radical change of the deal management space, including evolution of commercial frameworks, driving region-specific field enablement, and implementing broad system/process changes to streamline deal cycles
• Continued scaling of AMER Deal Management team, partnering with senior leadership to plan appropriate staffing measures through planning periods across the functional areas

Preferred Qualifications

• Experience building teams from the ground up, defining the functional space will setting the strategy and pace
• Conversant in all emerging trends in IT and Business and experience supporting complex transactions such as M&A, IP Acquisition, Revenue Share Models, etc
• Has deep understanding of the Payment’s domain and can sell and communicate the vision for one-of-a-kind use cases
• BA/BS degree in Business, Technology, Finance, or Economics
• MBA degree in Business, Technology, Finance, or Economics
• JD degree with experience in either Corporate or International Law