Partner Development Manager, Ecosystem Partnerships

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 Stripe’s Ecosystem Partnerships team builds the partner ecosystem that helps users discover, adopt, and get more value from Stripe. We work with a broad range of technology, platform, and ecosystem partners, and collaborate closely with Partner Engineering, Product Marketing, Product, Engineering, and go-to-market teams to bring Stripe’s products to market through partners. What you’ll do As a Partner Development Manager, you will own the day-to-day management and growth of a broad portfolio of ecosystem partners. You will contribute to the design and implementation of scalable partner programs and own the engagement, enablement, and operating rhythms that help partners succeed across your portfolio. You will independently identify and drive growth opportunities, connecting partner goals with Stripe’s product and business priorities. You will lead initiatives that help partners adopt new Stripe platform building blocks, product capabilities, and integrations, define the cross-functional workstreams needed to deliver them, and measure their impact. This is a hands-on role for someone who combines partner and domain expertise with strong execution. You will lead partner planning and commercial discussions, translate market and partner insights into actionable recommendations, and bring the right stakeholders together to deliver measurable results at scale. Responsibilities - Own day-to-day partnerships and distribution activities across a broad portfolio of ecosystem partners, using scalable programs, tiers, communications, and engagement models to expand partner impact; contribute to program design, criteria, partner lifecycle activities, and improvements informed by partner goals and performance - Lead partner roadmap, goal, success-metric, and delivery discussions; work with PE&O and RPS to develop account plans, run business reviews, track partner health, map executive relationships, build partner advocacy, and address operational, risk, and compliance matters through the appropriate operating model - Independently identify and pursue partner expansions, product enhancements, and distribution opportunities; engage the appropriate partners and internal stakeholders, define workstreams, and drive delivery within your partner, product, or program scope - Drive adoption of new Stripe platform building blocks and product capabilities through enablement, education, and launches; work with Partner Engineering on integration needs, recurring friction, shared delivery plans, and blockers, and with Product Marketing on messaging and campaigns; jointly set and analyze pipeline, activation, and adoption metrics - Align Product, Engineering, go-to-market teams, Operations, PE&O, RPS, and other stakeholders on responsibilities, milestones, and feedback channels; incorporate their input into planning, identify cross-functional gaps, communicate material developments, and seek manager support when alignment or escalation requires it - Serve as the primary negotiation lead for your partners, independently closing deals and renewals within established Stripe strategies and frameworks; balance timelines, economics, and product capabilities, improve deal execution, and escalate material deviations or blockers - Build and share deep partner, product, and market expertise; assess how partner changes affect Stripe’s users, products, financial outcomes, and operations, recommend responses, improve team practices, support colleagues’ development, and contribute to recruiting and an inclusive team 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 - 8+ years of experience in partnerships, business development, account management, or a comparable cross-functional role, with demonstrated ownership of external relationships and measurable business outcomes; experience managing a broad portfolio through scalable programs, engagement models, partner lifecycle activities, or enablement, and contributing to program improvements - 3+ years demonstrated ability to independently identify and evaluate growth opportunities, define workstreams, and drive initiatives through delivery; sound operational judgment in managing multiple workstreams, identifying risks and blockers, and seeking support when decisions extend beyond your scope - Experience leading partner planning, roadmap and success-metric discussions, and business reviews, with the analytical skills to assess partner health, pipeline, activation, adoption, or other relevant measures; ability to build deep partner and domain expertise and translate market or partner changes into actionable recommendations - Experience serving as a primary negotiation lead and closing commercial agreements within established strategies and frameworks, balancing economics, timelines, and product capabilities, and escalating material trade-offs appropriately - Strong cross-functional collaboration and written and verbal communication skills, including aligning stakeholders on responsibilities and commitments, articulating product value, building partner advocacy, synthesizing complex feedback, and communicating material developments; interest in Stripe’s products, users, and ecosystem Preferred qualifications - Experience with ecosystem, platform, technology, payments, financial services, or software-as-a-service partnerships - Experience driving adoption of new product capabilities, integrations, or platform building blocks through partner enablement, education, or go-to-market programs - Experience working closely with partner-facing engineering, product, or product marketing teams on partner launches, integration improvements, or distribution initiatives - Experience improving partner program criteria, engagement models, commercial processes, or operating rhythms based on performance data and partner feedback - Familiarity with partner operations and risk and compliance considerations in a regulated or complex environment