About this role.
Stripe is hiring a senior Enterprise Account Executive to grow revenue within existing strategic customer accounts. The role owns complex expansion and renewal sales cycles, including account planning, business-case development, deal structuring, commercial negotiations, and closing. Success requires executive-level relationship management, cross-functional collaboration with product teams, and the ability to translate technical requirements into multi-product solutions. Candidates need at least 10 years of sales experience and 8 years leading complex enterprise sales cycles, preferably for technical products. The role operates in a fast-moving, ambiguous environment and is available remotely in the United States as well as in several US office locations.
Role DNA
A quick view of the complexity, pace, ownership and collaboration implied by the job description.
Job Complexity
5/5Pace & Pressure
5/5Autonomy Level
5/5Communication Load
5/5Salary analysis
Estimated compensation compared with the broader US market for similar roles.
Core skills
Skills and capabilities most closely associated with this opportunity.
Sample interview questions
I would map the customer’s business units, priorities, decision-makers, current Stripe adoption, and expansion opportunities. I would then align a multi-threaded engagement plan to measurable customer outcomes, establish internal owners and milestones, and review the plan regularly against pipeline, risks, and executive sponsorship.
I first clarify the customer’s underlying objectives, usage trends, alternatives, and renewal decision process. I quantify the mutual value of the relationship, coordinate early with finance, legal, and product partners, and develop options that protect economics while addressing the customer’s priorities. I keep stakeholders aligned through a clear negotiation plan, decision timeline, and escalation path.
I translate technical capabilities into the business outcomes each stakeholder values, such as revenue growth, conversion, cost reduction, risk management, or speed to market. I engage technical champions to validate requirements while giving executives a concise value narrative, evidence, and a practical path to implementation.
In a strong example, I would explain how I identified an unstructured customer need, validated it through discovery across several teams, and built consensus around a prioritized use case. I would highlight the account plan, internal coordination, quantified business case, and negotiation steps that converted ambiguity into a committed commercial agreement.
I set clear roles, communication cadences, and decision criteria from the start. I share concise updates that surface progress, risks, and required actions early, while tailoring customer conversations to their strategic priorities. This creates trust, avoids surprises, and keeps internal and external stakeholders focused on the desired outcome.
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.
What you’ll do
As an Account Executive, Existing Business, you’ll be managing existing relationships and identifying new opportunities to expand Stripe’s footprint within existing accounts. Specifically, we’re looking for someone who can execute on long-term sales strategies, engage with internal and external stakeholders, align on technical and business requirements with product teams, build value in competitive situations, lead commercial negotiations, and close deals.
Responsibilities
- Work with existing Stripe customers to develop and execute long-term sales strategies to expand Stripe’s revenue
- Own the full sales cycle, from business case development, to deal structuring and negotiating, to close
- Develop account plans and cross sell into your list of strategic customers, driving growth through expansion and new revenue streams
- Drive deal strategy and commercial negotiations for large, complex renewals
- Develop relationships with executive stakeholders within your book of business, deeply understanding problems they are solving and helping drive to solutions
- Be responsible for account mapping and coordinating effective meetings with the appropriate external stakeholders expanding the customer relationship
- Lead and contribute to team projects to develop and refine our sales process and help shape the Stripe sales culture
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
- 10+ years of sales experience, preferably selling a technical product, with a track record of top performance
- 8+ years leading complex sales cycles with Enterprise organizations required
- Ability to understand technical requirements and craft solutions across multiple products
- Ability to develop and execute account plans spanning multiple business units across complex organizations
- A knack for working well with a wide range of people, both internally and externally
- Strong presentation skills, particularly for in-person meetings with multiple stakeholders
- Proven ability to lead complex negotiations involving bespoke commercial agreements
- Superior verbal and written communication skills
- Ability to operate in a highly ambiguous and fast-paced environment
- Strong interest in technology and a deep understanding of the space
In office locations include: San Francisco, Seattle, Chicago, New York
Annual salary information is not provided for this position. Explore salary ranges for similar roles in our Salary Directory ›
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