Account Executive, Product - Buy Now Pay Later (AUNZ)

The shape of it

In the posting’s own words

We are hiring an Account Executive, Product - Buy Now Pay Later to grow adoption of Klarna and Affirm among Stripe users across APAC. Based in Australia, this role will have an initial emphasis on Australia and other priority APAC markets. The Account Executive will primarily lead customer-facing sales motions and will also work with Stripe’s Partnerships team and our BNPL partners on strategic three-party opportunities.

What it asks for · 9

• 5+ years of experience in sales, business development, partnerships, or a closely related commercial role at a technology company, with a track record of strong performance against goals.
• Experience leading complex B2B sales cycles involving multiple business, commercial, and technical stakeholders.
• Ability to understand technical product requirements and translate them into clear customer outcomes and commercially viable solutions.
• Strong executive presence and the ability to communicate effectively with product and engineering teams, operational leaders, and C-level executives.
• Demonstrated ability to build collaborative relationships and influence cross-functional teams without direct authority.
• Experience developing business cases and negotiating bespoke or multi-party commercial agreements.
• A self-starting, highly organized approach and the ability to deliver results in an ambiguous, fast-moving environment.
• Excellent written, verbal, presentation, and analytical skills.
• Willingness to travel approximately 10% of the time for user meetings, team events, sales kickoffs, and occasional international business needs.

Also a plus

• Experience in payments, Buy Now Pay Later, alternative payment methods, ecommerce, or financial technology.
• Knowledge of the APAC payments landscape, particularly Australia and other priority markets in the region.
• Experience working in a product-sales overlay model alongside account executives, customer success teams, or technical sellers.
• Experience managing strategic partner relationships or three-party sales motions.
• Familiarity with product-led integrations and the commercial and technical considerations involved in launching a new payment method.

What the job covers

• Deliver against an individual quota by driving adoption and payment volume for Klarna, Affirm and new potential BNPL partners across new and existing Stripe users in APAC.
• Partner with Core Account Executives and Customer Success Managers to identify, qualify, develop, and close high-potential BNPL opportunities.
• Build territory and account strategies that reflect user needs and payment preferences across Australia and other priority APAC markets.
• Lead discovery with business, product, finance, and technical stakeholders and articulate a clear value proposition for BNPL adoption.
• Develop customer-specific business cases that connect BNPL to user growth, customer experience, conversion, and global expansion objectives.
• Navigate complex sales cycles and lead negotiations involving users, Stripe, and BNPL partners, working closely with Partnerships on commercial structure and partner alignment.
• Coordinate with Solutions Architecture, Product, Engineering, and Post-Sales teams to translate user requirements into viable solutions and help users progress from decision to implementation and activation.
• Maintain senior relationships with users and develop productive working relationships with Klarna, Affirm and new potential BNPL partners.
• Monitor adoption and payment volume after launch, identify expansion opportunities, and work with account teams to address barriers to growth.
• Serve as an internal and customer-facing BNPL expert, creating enablement and repeatable sales plays that improve the effectiveness of Stripe’s broader field organization.
• Synthesize market intelligence and user feedback for Product, Engineering, Partnerships, and Marketing to help inform product and go-to-market priorities.

Tools and skills named

Words the posting leans on

• users16×
• product13×
• bnpl11×
• payment10×
• sales10×
• customer9×
• executives9×
• experience9×
• technical9×
• account8×
• partner8×
• business7×
• commercial7×
• requirements7×
• apac6×
• adoption5×

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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