Account Executive, Large Users Platforms (China Cross Border)

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 Platform Sales team works with B2B Software Platforms to help them facilitate payments for their customers using our Stripe Connect product. Software Platforms, also known as B2B Indirect, are software platform businesses who serve other businesses. Platforms already using Stripe include Shopify, Lightspeed and Mindbody. The team’s mission is to help SaaS Platforms use financial services to enhance their mission.

As a key member to the Stripe Platforms team, you will navigate complex organizations and identify ways Stripe can exceed expectations. We’re building something new, developing our sales process, our value proposition and assisting in the creation of key tools and assets, we’re looking for pioneers to join us on this adventure.

If you’re motivated, smart, persistent, and a great teammate, we want to hear from you!

What you'll do

As a Platform Account Executive for Cross Border Greater China, you will create partnerships between Stripe and the most innovative and fastest-growing software platforms in the world by helping them to understand how Stripe’s online commerce infrastructure can make payments a competitive advantage for their businesses.

You will navigate complex organisations and identify ways Stripe can help them monetise financial services across their business. We’re building this specialisation with the need to develop our sales process, refine the value proposition and create a localised set of key tools and assets. We’re looking for experienced sales executives to join us on this adventure!

Responsibilities

• Own a named account list and develop account plans for winning and expanding business with mid-market and enterprise SaaS and Fintech companies in the Greater China region
• Own the full sales cycle from lead to close for upper middle market and enterprise companies to showcase Stripe value in competitive processes, and consultatively apply highly-technical product knowledge from Stripe solutions.
• Identify and engage with high-potential prospective SaaS Platforms, building long term, strategic relationships with them.
• Work with leaders from multiple functions (e.g., Engineering, Product, and Finance) at existing and prospective users to lead complex product workshops and financial analyses
• Develop outbound strategies to create and nurture opportunities within Japan
• Build and maintain key relationships with C-level executives, while orchestrating the right executive touch points as well.
• Develop relationships with executive stakeholders at new and existing clients.

Who you are

You are an adept Enterprise salesperson, capable of engaging in business-level and technical conversations at multiple levels of the organization, including the CTO, COO, and CFO. You have experience working with upper middle market and enterprise companies in China. You get excited about prospecting, and are capable of independently leading a sales cycle from start to finish. You have an in-depth understanding of the buyer journey and can lead a complex, multi-party sale in a highly consultative manner. You are used to building value in competitive situations and enjoy working on products that require deep product understanding, combined with technical knowledge. You are naturally analytical and enjoy digging into business models and helping customers quantify their investment decisions. Finally, you enjoy building – you like to actively participate in the development of our sales process, the articulation of our value proposition, and the creation of key tools and assets.

Minimum requirements

• 7+ years of software sales experience selling to large users in the China market, preferably at a technology company, with a track record of top performance
• High professional fluency in Mandarin and English, as the role involves working with users within the Greater China region
• Deep understanding of the China cross-border business landscape
• A proven track record of moving sales processes forward from inception to close by leading complex, multi-party sales. SaaS Platforms are trusting Stripe to help them monetise financial services, and you have demonstrated a consultative approach to sales, are quick to understand their potential monetisation strategy, and are able to help your prospects articulate the value proposition of embedding financial services to create a SaaS Platform business unit.
• Great listening skills and ability to quickly become a trusted resource for decision-makers across technology and finance orgs within software companies.
• An ability to understand complex technical problems and understand how Stripe’s solutions can address them. You are confident in understanding Stripe’s API and having technical discussion with support from Stripe engineers.
• Ability to operate in a highly ambiguous and fast-paced environment
• Strong interest in technology

Preferred qualifications

• Knowledge and understanding of existing and developing payments technologies.