Head of Business Value Consulting

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

Creating long term value for our users is central to our mission at Stripe. The GTM Business Value Consulting and Industries team focus on long term growth and value creation for customers and for Stripe.

Through our Business Value Consulting team we work closely with go-to-market teams and our largest customers to create business strategies to materially grow the value of their business.

We help our customers to understand the strategic value of our products and services and create the investment justification and articulation of the value their products provide their customers while supporting the deal negotiation strategy.

What you’ll do

Our Business Value Consulting team partners with our Sales teams to measure and articulate the value Stripe will provide for our user’s businesses.

This leader will manage a team of Value Consultants dedicated to develop methodologies to measure the financial, strategic and operations benefits Stripe provides, and leverage those to develop value propositions, business cases, and ROI justifications for our users.

Responsibilities

• Work cross functionally with product leadership, marketing, data science and sales teams to establish best practices for Value Consulting at an enterprise level
• Build strong relationships with regional sales leaders to be a key driver on strategic account planning and engagements
• Provide thought leadership, training, and consultative partnering with internal sales and other teams throughout and beyond the sales cycle
• Lead and coach a team of Value Consultants to ensure we are raising the bar on customer engagements
• Ensure delivery of high-impact, executive level narrative and presentations for CxOs while working cross functionally with our Sales and Presales teams across team
• Build infrastructure for delivery of compelling business case presentations and ROI (Return on Investment) analyses aimed at accelerating, justifying, and / or expanding sales opportunities
• Conduct and facilitate internal and external research around customer’s business, market / industry / functional trends, and business value analysis.
• Create assets for internal teams to leverage to articulate and measure the value of Stripe and deliver high-level business value impact in a consistent way
• Contribute to the creation and management of library assets including value frameworks, and other sales and value capture assets to help scale the team's reach across the organization.

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

• 16+ years of professional experience, ideally with 10+ years in a value management / business value services role
• Experience in client / account support working collaboratively and cross-functionally with Sales, Solution Architects, Pricing, Marketing, Implementation and other Go To Market teams
• Experience with quantitative analysis and financial modeling
• Strong verbal and written communication skills, including building out presentations
• Strong analytical and problem solving skills, including the ability to derive actionable insights from large amounts of information and clearly articulate complex ideas
• Creative, high-energy, self-starter comfortable leading and executing initiatives and handling conflicting demands creatively and quickly

Preferred qualifications

• Payments and / or Enterprise Software industry experience
• Experience in management consulting
• Direct or indirect Sales experience
• Experience in development and execution of value hypotheses, business cases, and commercial proposals

Hybrid work at Stripe

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.

Pay and benefits

The annual US base salary range for this role is $286,400 - $429,600. 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.