Account Executive, Existing Business

Stripe · London, UK

Base: Not disclosed
OTE: Not disclosed
Posted: 2mo ago

Still open · checked 13 min agoon Stripe's careers page

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The Braun Read

Ask hard questions

Too much is left unsaid. Make them answer before you invest.

Pay: No pay listed at all.
Transparency: Says nothing about quota, attainment, deal size, territory or sales cycle.
Pipeline: A mix of self-sourced pipeline and inbound or SDR help.
Time on market: Open 67 days. Ask why it's been hard to fill.
Company hiring: Ramping up: posted 36 sales roles in the last 30 days. That many open roles can also mean churn. Ask how many reps are still there from last year.

Based only on what the posting says. Flags are a starting point for your first call, not a final judgment.

Questions to ask on the first call

Built from what this posting leaves out. How they answer tells you as much as what they say.

1.
What percent of reps hit quota last year?
Not in the posting
2.
Who sits with reps and reviews calls each week?
Explains the attainment number
3.
What are the base and the OTE for this role?
No pay listed
4.
What's the annual quota, and how was it set?
Not in the posting
5.
How long is ramp, and what's the quota during it?
Not in the posting
6.
Why is this role open? Did someone leave, or is it new?
Always ask

The role

Sell Stripe's payments and financial infrastructure products to existing mid-market customers through upsell, adoption, and renewal negotiations across a book of about 100 accounts.

Mid-Market · Expansion

Selling motion

Expansion

Who you are selling to

Mid-Market

Pipeline expectations

A mix of self-sourced pipeline and inbound / SDR support.

Compensation

The posting doesn't list pay.

What is not disclosed

This posting doesn't tell you:

Base salary
OTE
Quota size
Quota attainment
Average deal size
Territory
Sales cycle length

The questions above cover the big ones.

Full posting

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 The Commercial Sales team is responsible for the acquisition, growth, retention, and expansion of mid-market customers. As an Existing Business Account Executive, you’ll set strategy for your territory, identify opportunities for existing customers to get the most out of Stripe, execute scaled sales strategies to grow revenue and drive end-to-end campaigns to nurture relationships and increase adoption of Stripe products. What you’ll do As a Commercial Existing Business Account Executive, you will play an instrumental role in fueling Stripe’s growth and expanding revenue from Stripe’s existing mid-market customers. In this role, you will also help build out a new team touching more of our install base and GTM motion at Stripe. Responsibilities - Generate upsell opportunities to drive revenue growth in your territory - Develop and implement sales strategies to grow revenue per user, adopt new products and ensure retention - Identify and understand users’ pain points to propose Stripe solutions and own the full sales cycle, from business case development to close - Own contract renewals and lead commercial negotiations to increase and retain existing customer revenue and increase Stripe share of wallet - Work cross-functionally to solve user pain points and improve Stripe’s product 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 of 5+ years full sales cycle/closing experience with existing business accounts - Ability to understand technical requirements and craft solutions across multiple technology products - Ability to perform quantitative analysis and independently manage pricing negotiations - Strong operational acumen and ability to manage and prioritize a book of 100 accounts - Ability and motivation to operate in a highly ambiguous and fast-paced environment - Superior verbal and written communication skills Preferred requirements - Prior experience working in the payment industry - A track record of closing complex deals

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