Head of Startup Sales (Grower) - AMER

The shape of it

In the posting’s own words

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.

What it asks for · 10

• 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.
• Proven success driving multi-product platform growth through value-based selling, structured expansion funnels, cross-sell motions, and customer lifecycle design.
• Strong systems thinker with quantitative skills to model portfolio economics, coverage ratios, and signal-driven investment decisions.
• Ability to hire and develop high-performance AEs across various seniority levels while managing long-horizon economics and compounding returns.
• Demonstrated success partnering cross-functionally with product, specialist overlays, and customer success teams in a complex platform environment.
• Experience with startups as customers, understanding the nature of high-growth companies and require purpose-built coverage
• Prior experience at a high-growth technology or infrastructure company
• Familiarity with payments, fintech, or financial infrastructure
• Experience designing comp plans for expansion-focused teams
• Track record of building or leveraging AI/automation to scale coverage beyond linear headcount growth

What the job covers

• Develop the long-term vision and operating model for Startup (Grower), building specialized sub-teams with distinct charters
• Drive multi-product expansion across a large portfolio of accounts at varying stages of growth, from pre-PMF through rapid scale
• Build and operationalize structured expansion cadences, ensuring every high-potential account has a product-attach strategy
• Design coverage models that balance high-touch investment on the highest-growth accounts with signal-driven, AI-augmented coverage at scale
• Partner with product specialist teams (billing, treasury, platform products) to build co-sell motions that compound revenue across the Stripe platform
• Create the systems that detect breakout accounts accelerating within the portfolio, and ensure they receive the right coverage at the right moment
• Make hiring decisions, refine ideal candidate profiles by sub-team, and build a team development engine that grows AEs from early-career through senior
• Design comp and incentive structures that reward expansion and product depth
• Own the forecasting and pipeline operating rhythm for a segment with unique leading and lagging indicators
• 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

Tools and skills named

Words the posting leans on

• startup16×
• coverage8×
• customer7×
• product7×
• expansion6×
• experience6×
• growth6×
• operating6×
• platform6×
• success6×
• accounts5×
• build5×
• models5×
• motions5×
• scale5×
• building4×

Counted from the posting after the mission statement and the legal notices are set aside. The ones near the top are the ones a screener is looking for.

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