Partner Development Manager, Banking Partners (BaaS)

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 Bank Partnerships team sits within the Global Partnerships organization and is a key component of Stripe’s success. Our team is responsible for developing and managing all Banking as a service (BaaS) bank partner relationships for Stripe across our Issuing, Treasury, and Capital businesses.

These partnerships have a significant impact on Stripe and are essential for us to offer products used by millions of our users.

What you’ll do

We are looking for a new member to join our team to develop and execute on high-impact initiatives and strategies with both new and existing BaaS (Banking as a Service) bank partners.

As part of the role, you will work closely with Product to support our Issuing, Treasury, and Capital businesses. This includes developing partner requirements, leading relationships with partners to execute on these requirements, and negotiating, signing, and managing relationships with global partners to support our growing business.

The role will also require close coordination internally with cross-functional teams including Product as aforementioned plus Engineering, Legal, Finance, and Risk and externally with partners’ senior executives.

Responsibilities

• Manage Stripe’s critical BaaS partnerships, with a focus on driving the execution of joint initiatives and launching new offerings to benefit Stripe users
• Ensure best-in-class, methodical partner and deal management rooted in milestone definition, thoughtful negotiation approach, and alignment on opportunities of mutual interest
• Leverage industry knowledge to craft thoughtful partnership and product strategies, and execute deals and initiatives that support Stripe’s strategy
• Gather inputs from and coordinate with internal cross-functional stakeholders (including risk, compliance, product, engineering, treasury) to drive creation and execution of partner (and related product) strategy
• Identify partner stakeholders who will champion Stripe, educate them about Stripe’s value proposition, and build alignment between Stripe and our partner’s executive teams
• Manage strategic planning and negotiation / expansion with our key partner(s)
• Manage multiple stakeholders with varying priorities and drive creative solutions and commitment to a shared goal
• Use strategic and product creativity to design and develop new models for money movement and extension of BaaS use cases to Stripe’s direct and platform users
• Exhibit an operationally focused mindset, with an ability to lead teams through complex relationship management activities by setting a clear vision and running tight processes

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 experience in strategic partnerships, business development, corporate development or related field
• 8+ years of experience related to payments, card networks and / or financial services
• Thorough understanding of BaaS business models and associated best practices with regard to compliance and risk management
• Broad and deep experience executing industry-wide partnership strategies to build innovative product experiences and go to market models
• Experience negotiating commercial deals with bank partners, including scaling such deals across multiple partners
• Experience working in a product centric environments with significant internal and external dependencies
• Strong written and verbal communication skills with the ability to influence stakeholders internally and externally across a wide variety of functions, including at the C level

Hybrid work at Stripe

This role is available either in an office or a remote location (typically, 35+ miles or 56+ km from a Stripe office).

Office-assigned Stripes spend at least 50% of the time in a given month in their local office or with users. This hits a balance between bringing people together for in-person collaboration and learning from each other, while supporting flexibility about how to do this in a way that makes sense for individuals and their teams.

A remote location, in most cases, is defined as being 35 miles (56 kilometers) or more from one of our offices. While you would be welcome to come into the office for team / business meetings, on-sites, meet-ups, and events, our expectation is you would regularly work from home rather than a Stripe office.

Stripe does not cover the cost of relocating to a remote location. We encourage you to apply for roles that match the location where you currently or plan to live.

Pay and benefits

The annual US base salary range for this role is $150,600 - $225,800. For sales roles, the range provided is the role’s On Target Earnings ("OTE") range, meaning that the range includes both the sales commissions / sales bonuses target and annual base salary for the role.

This salary range may be inclusive of several career levels at Stripe and will be narrowed during the interview process based on a number of factors, including the candidate’s experience, qualifications, and location.

Applicants interested in this role and who are not located in the US may request the annual salary range for their location during the interview process.

Additional benefits for this role may include : equity, company bonus or sales commissions / bonuses; 401(k) plan; medical, dental, and vision benefits; and wellness stipends.