Head of Startup Sales (Grower) - AMER

<h2><strong>Who we are</strong></h2> <h3><strong>About Stripe</strong></h3> <p>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.</p> <h3><strong>About the team</strong></h3> <p>The AMER Startups Sales team is responsible for Stripe's fastest-growing customer segment, the companies that will become the platforms, networks, and enterprises of the future. You will be tackling the "founder's dilemma" at scale: how do we maintain the intimacy of a 1:1 relationship with thousands of companies, while building highly intelligent systems that scale? Startups represent a disproportionate share of Stripe's long-term value, and this team ensures those relationships deepen over time.</p> <h2><strong>What you’ll do</strong></h2> <p>&nbsp;As Head of Startup Sales (Grower), you will lead the organization responsible for growing and expanding Stripe's relationships with thousands of startup accounts post-activation. This is an expansion engine for the highly strategic Startups segment. Your teams will drive multi-product adoption, identify and act on growth signals, and build coverage models calibrated for the unique economics of high-growth startups.</p> <p>You will be a second-line leader managing frontline managers across multiple specialized sub-teams, each with distinct operating rhythms and coverage ratios. You'll partner cross-functionally with product specialists, solutions architects, customer success, and marketing to build the motions that turn early-stage activations into deep, multi-product platform relationships.</p> <p>This role reports to the Head of Startups.</p> <ul> <li>Develop the long-term vision and operating model for Startup (Grower), building specialized sub-teams with distinct charters</li> <li>Drive multi-product expansion across a large portfolio of accounts at varying stages of growth, from pre-PMF through rapid scale</li> <li>Build and operationalize structured expansion cadences, ensuring every high-potential account has a product-attach strategy</li> <li>Design coverage models that balance high-touch investment on the highest-growth accounts with signal-driven, AI-augmented coverage at scale</li> <li>Partner with product specialist teams (billing, treasury, platform products) to build co-sell motions that compound revenue across the Stripe platform</li> <li>Create the systems that detect breakout accounts accelerating within the portfolio, and ensure they receive the right coverage at the right moment</li> <li>Make hiring decisions, refine ideal candidate profiles by sub-team, and build a team development engine that grows AEs from early-career through senior</li> <li>Design comp and incentive structures that reward expansion and product depth</li> <li>Own the forecasting and pipeline operating rhythm for a segment with unique leading and lagging indicators</li> <li>Work cross-functionally across Product, Engineering, Marketing, and Operations to shape Stripe's startup experience and influence roadmap priorities based on what you hear from customers</li> </ul> <h2><strong>Who you are</strong></h2> <p>We are looking for a candidate with proven success scaling tech sales teams, strong analytical and relationship-building skills, and a genuine passion for the startup ecosystem.</p> <h3><strong>Minimum requirements</strong></h3> <ul> <li>10+ years of experience leading high-growth sales organizations, with 3+ years as a second-line manager, specifically building specialized sub-teams with distinct operating models.</li> <li>Proven success driving multi-product platform growt