Sales Strategy and Operations

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’re encouraged to apply. The preferred qualifications are a bonus, not a requirement
• Bachelor’s degree in Business Administration, Operations Management, Finance, Economics, Management, or a related field
• 10+ years of experience in sales strategy and operations, revenue operations, M&A integration, corporate strategy, management consulting, investment banking, or a similar strategic operating role
• Experience leading complex, cross-functional programs in a technology, software, or similarly dynamic business environment
• Strong understanding of business-to-business GTM models, including direct sales, specialist sales, sales development, inbound routing, partner channels, renewals, expansion, and customer migration
• Ability to turn ambiguous business questions into structured analyses, operating models, workstreams, timelines, and decision frameworks
• Strong analytical skills, including experience using data to identify risks, evaluate options, and measure business performance
• Demonstrated program leadership skills, including milestone management, dependency tracking, risk management, stakeholder alignment, and escalation
• Strong written and verbal communication skills, with the ability to explain complex issues, recommendations, and tradeoffs to senior stakeholders
• A hands-on approach and the adaptability to work across strategy and execution in a fast-moving environment
• Experience supporting M&A due diligence, post-acquisition integration, or both
• Experience designing or changing sales motions for new products, acquired products, or new customer segments
• Experience with pricing and packaging, product catalog or stock-keeping unit transitions, quota and compensation planning, or quote-to-cash processes
• Experience integrating sales processes, systems, data, reporting, or teams following an acquisition
• Experience with usage-based business models or financial technology products
• Proficiency with Structured Query Language (SQL), Google Sheets, Excel, or business intelligence tools
• Experience building reusable M&A integration playbooks or GTM launch-readiness frameworks
• Experience working with global sales organizations and regional GTM leaders
• Experience using artificial intelligence and automation to improve analysis or operational workflows
• You're encouraged to apply even if your experience doesn't precisely match the job description

What the job involves

• The Go-to-Market (GTM) Operations team works across Corporate Planning, GTM Strategy, Product, and regional Strategy and Operations
• This role will lead the sales strategy and operations work associated with mergers and acquisitions (M&A)
• You’ll help assess how acquired businesses fit into Stripe’s GTM model and translate acquisition plans into clear operational changes across account placement, territories, coverage, quotas, compensation, reporting, systems, and seller enablement
• You’ll partner closely with Corporate Development, Sales, Finance, Product, Product Marketing, Deal Desk, Legal, and regional Strategy and Operations teams to support due diligence, integration planning, launch readiness, and post-acquisition execution
• You’ll lead the sales strategy and operations work required to assess and integrate acquisitions into Stripe’s GTM organization
• You’ll develop integration plans, design operating models, coordinate cross-functional execution, and help sales teams successfully bring acquired products to market
• Partner with Corporate Development and GTM leaders during due diligence to assess sales motions, organizational structure, pipeline, customer segments, coverage models, systems, and operational risks
• Translate acquisition strategy into an executable GTM integration plan with clear workstreams, owners, milestones, dependencies, decision points, and success measures
• Design sales operating models for acquired products, including coverage, segmentation, account ownership, rules of engagement, lead routing, specialist support, partner motions, and customer expansion paths
• Evaluate how acquired teams, products, customers, and pipelines should connect with Stripe’s existing sales processes and rhythm of business
• Establish launch and integration readiness criteria covering seller readiness, systems and data, enablement, quoting, reporting, customer handoffs, and post-launch support
• Coordinate execution across Sales, Corporate Development, Finance, Product, Product Marketing, Enablement, Deal Desk, Legal, and systems teams
• Identify integration risks and execution gaps, recommend practical solutions, and escalate decisions with clear context and tradeoffs
• Develop reporting and operating mechanisms that help leaders monitor integration progress, field adoption, pipeline health, and business performance
• Support pricing, packaging, product catalog, quota, compensation, forecasting, and quote-to-cash workstreams in partnership with the relevant functional owners
• Help establish durable ownership for ongoing processes before work transitions out of the integration phase
• Build reusable due diligence, Day 1, Day 30, Day 90, launch readiness, and post-integration playbooks for future acquisitions
• Use data and qualitative insights to evaluate integration outcomes and recommend adjustments to GTM strategy and execution

Benefits

• Gym membership
• Food provided in the office
• Unlimited paid time off policy
• Work from home opportunities
• Comprehensive mental, physical and medical health plans
• Fertility benefits and parental leave