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
Global Business Services’ (GBS) primary goal is to ensure operational excellence across deal cycles, increase revenue through the development of transformative commercial constructs, and drive closure of Stripe’s deal portfolio. The team's reach is widespread across Stripe, not exclusive to one sales segment or geographical region; GBS drives change across go-to-market, positively impacting Stripe users and cross-functional teams. GBS’s priorities are set through the direction of Stripe leadership and executive vision, partnership with sales and cross-functional organizations, as well as user feedback and market insights.
What you’ll do
Stripe's Global Business Services (GBS) team is looking for a Deal Strategist to play a pivotal role in shaping our strategy and commercial operation. In this strategic position, you will be a key partner to our go-to-market teams, providing expert guidance, recommendations, and influence on deal structuring, pricing, and commercial strategy to support strategic decision-making across the region. You will be responsible for deal lifecycle management and supporting cross-organizational alignment. This role requires a background in driving custom commercial and pricing deals to closure, a strong understanding of private pricing frameworks, and experience supporting sales through complex negotiations.
The candidate will have experience with subscription, usage-based revenue and hybrid pricing models, pricing strategies, and a background in supporting selling motions. The candidate will have strong communication skills and a passion for applying emerging technology to drive efficiency. You will love this job if you are a natural relationship and mechanism builder who thrives in fast-paced, dynamic environments.
Responsibilities
- Support sellers with their deals end-to-end, this includes structuring, coaching, pricing, drafting, editing, managing xfn collaboration and approvals. Reviewing agreements while supporting the sales cycle to ensure deal terms align with business goals, reflect strategic priorities, and close as forecasted.
- Coach sellers on constructing strategically defensible opening commercial positions that preserve room to negotiate without conceding value, planning for typical deal iteration cycles and the commercial flexibility needed to maintain competitive terms through to close.
- Lead contact between Sales, Commercial Legal, Risk, Monetization Ops, and other cross-functional stakeholders for deal-related queries, approvals, and escalations.
- Work directly with sales teams, sales leaders, services/support teams and customers to advise on deal structures, establish compelling commercials, and drive closure of customer issues.
- Understand the business and technical requirements of our customers and partners, advising sales teams on the best approach (balancing risk between custom terms and internal system limitations).
- Remove internal blockers and drive solutions between cross-functional teams such as Product, Legal, Finance, Accounting, Service Teams, etc.
- Support complex negotiations involving bespoke commercial and legal agreements.
- Support the pricing and structuring of multithreaded product use cases in all segments and industries especially in highly competitive sales.
- Lead program ownership for New Product Initiatives (NPI), including the creation of new commercial constructs, pricing bundles, and packages to support product go-to-market strategies.
- Partner cross-functionally on the design, build, and launch of seller systems and tooling, including CPQ design and configuration, contract management platforms, and commercial workflow automation to support scalable deal operations.
- Quickly build credibility and trust with internal customers.
- Provide strong support, communication, and persuasion skills including XFN and senior leaders.
- Establish strong relationships with APAC regional go-to-market stakeholders to drive commercial alignment and operational excellence.
- Train and enable Sales teams on pricing, quoting, and contract best practices, internal approvals to accelerate deal cycles and maximize business outcomes.
- Deliver clear, concise, and insightful commercial analyses, deal recommendations, and executive-level reports to stakeholders and senior leadership.
- Champion AI fluency and actively apply emerging technology tools to drive day-to-day efficiency in deal workflows and operations.
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
- 8+ years of experience in deal operations/ pricing and strategy/procurement/program management/financial consulting/legal.
- Experience working in ambiguous, quickly scaling environments, comfortable with high-agency.
- Strong communication, presentation, negotiation, and program management skills.
- Experience working in Payments and/or SaaS.
- Experience in Salesforce and Ironclad.
- Experience managing redline agreements.
Preferred qualifications
- Experience with subscription and usage-based revenue models.
- In-depth knowledge of regional market regulations and business practices.
- Demonstrated experience in AI, or related technology sectors.
- History of building commercial or deal processes from the ground up in high-growth environments.
- Track record of scaling deals or commercial operations in rapidly growing organizations.
- Professional fluency in Mandarin Chinese and English, as the role involves working with clients within the Greater China market