Deal Pricing Lead

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

Within our GTM & Product Operation group, Deal Pricing is a dedicated function that provides deal pricing expertise, financial insights and deal support for negotiated users to Stripe’s global Go-to-Market teams. We work to ensure deals create economic value for Stripe by establishing the deal commercial framework for a scaling sales organization, actively supporting large and strategic deals and providing pricing insights and feedback to sales, finance and product leaders. Deal Pricing frequently works with cross-functional business partners across Operations, Products, Finance & Strategy, Partnership and there is constant collaboration with Deal Pricing colleagues across all regions.

What you’ll do

You will be managing a team of Deal pricing Strategists supporting our EMEA and APAC regions and be the representative of Deal Pricing in front of our regional leaders. Your team will be instrumental in providing thought leadership to regional sales teams and sales executives.

In addition to providing key financial insights and recommendations to business partners and Stripe leadership, you and your team will stretch beyond the boundaries of deal pricing operations by contributing to the development of improved  or tailored pricing framework processes, systems and governance and to help build and roll-out next-generation commercial constructs in order to support our various sales motions and users segments while mitigating risk to Stripe. 

Responsibilities

• Oversee and coach a team of Deal Pricing Strategists across EMEA and APAC, who are serving as key financial and strategic thought partners to Go-to-Market sales leader in both pricing deals at scale and pricing strategic or complex deals.
• Partner with regional sales leaders and cross-functional partners to prioritise deal advisory and support and to refine pricing and commercial approaches and best practices.
• Be “hands-on” by actively building sophisticated financial models, conducting pricing optimization, structuring complex deals and supporting the review and approval processes on key deals or segments 
• Be responsible for defining, refining and implementing our pricing and margin guidance and for teaming with our cross-functional partners to identify levers for financial uplift.
• Help develop and refine new frameworks to evaluate deal’s attractiveness to Stripe, ensuring alignment between these frameworks, the company’s long range plan and mutually agreeable outcomes with cross-functional business partners.
• Maintain up to date pricing benchmarks and contribute to team analytical design and production efforts, using this data to enhance our pricing philosophy and provide insights and recommendations to the GTM leaders you serve.
• Help develop and roll-out enablement across EMEA and APAC on all pricing matters.

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

• Minimum 10 years of experience in finance or deal pricing at a company, or experience within investment banking, management consulting.
• Minimum 5 years of experience in deal management ideally in SaaS or FinTech industry.
• A proven ability to build collaborative working relationships with business partners through a combination of influencing and awareness.
• The ability to deal effectively with ambiguity and thrive in an unstructured, fast-moving environment by driving business results without significant supervision.
• Experience presenting findings and recommendations to senior leadership, preferably to sales of go-to-market business partners.
• Excellent financial modeling, verbal and written communication skills.
• Experience in people managing an international team.

Preferred requirements

• Experience with deal operations at companies with subscription or consumption-based business models.
• Understanding of the Payment Industry and its commercial considerations.