Head of Enterprise Sales
- Your empathy helps you understand team members' motivations and build strong relationships, which can be useful in developing your Regional Sales Directors.
- You care about the bigger mission of increasing GDP of the internet, which may provide deep personal meaning and align with your values-driven work style.
- The intense focus on revenue targets, cold data analysis, and competitive pressure may drain your energy, as your strengths lie more in vision and harmony.
- Directing large, high-stakes deals with C-suite executives may feel uncomfortable if you avoid aggressive confrontation or conflict.
- Building and enforcing a consistent sales methodology across a large team may clash with your desire to treat each person uniquely.
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
Stripe's Enterprise Sales team partners with over 50% of the Fortune 500 companies in North America, helping them build new business models and drive meaningful modernization. The East Coast region is one of our highest-concentration markets for strategic accounts and new logo opportunities across all industries with a concentration in fintech, media, financial services, retail, and travel.
As Head of Enterprise Sales for the East Coast, you'll own regional revenue delivery and team performance, working closely with our Americas Enterprise leadership on strategy while driving execution on the ground. You'll lead a team of Regional Sales Directors and their Account Executives, shaping this team to focus on industry-led motions, and you'll serve as the region’s GTM executive with our most important customers in Stripe’s New York office.
What you’ll do
- Own East Coast Enterprise revenue: new logo growth, expansion of existing accounts, and accurate forecasting across your region
- Lead and develop a team of Regional Sales Directors and their AEs, setting high standards for performance, pipeline discipline, and customer engagement
- Carry executive relationships with strategic accounts and step into key deals to accelerate outcomes
- Translate Americas-level strategy into regional plans, priorities, and hiring decisions that reflect local market dynamics
- Partner with Product, Engineering, Marketing, and Solutions Architecture to bring the right resources to your largest opportunities and surface customer signal that shapes Stripe's roadmap
- Define and reinforce the industry-first motion, sales process, the Stripe Way methodology, and forecasting practices your team runs on
- Build the playbook for consumption-based, API-driven enterprise sales in your region, and share what works across the broader team
Responsibilities
- As the Regional Sales Leader, you will lead a team of Regional Sales Directors and their Enterprise Account Executive teams, with direct management of RSDs and shared accountability for the broader supporting functions
- Set the vision and operating rhythm for the East Coast region, balancing long-term team development with near-term execution and forecasting discipline
- Own and reinforce Stripe's sales methodology across your team, setting the standard for pipeline quality, deal progression, and forecast accuracy
- Build the repeatable practices your team needs to hit revenue targets and grow, then share what works with the broader Americas Enterprise organization
- Step personally into the largest strategic deals, leading executive relationships and helping your team close
- Bring customer and market signal back into Stripe, working with Product, Engineering, and Marketing to influence roadmap priorities based on what you're seeing in the field
Who you are
We're looking for someone who meets the minimum requirements below. If you do, we encourage you to apply. Preferred qualifications are a bonus, not a requirement.
Minimum requirements
- 15+ years in enterprise technology sales, including 7+ years managing managers
- Track record of delivering revenue results at scale in a high-growth environment
- Experience building and hiring senior sales talent across multiple markets
- Strong analytical skills: you're comfortable in the numbers and use data to drive decisions and hold the team accountable
- Ability to engage credibly at the C-suite level with complex, multi-stakeholder enterprise accounts
Preferred qualifications
- Experience selling developer platforms, APIs, or financial infrastructure to enterprise buyers
- Background in payments, fintech, or adjacent financial services
- Experience standing up new sales coverage in a region or market from scratch
Best personality fits for this role
Your natural leadership and drive to achieve results make you a strong fit for owning regional revenue and motivating a team to hit targets.
Read the ENTJ career guide →Your strategic thinking matches the need to translate Americas-level strategy into regional plans and build playbooks for new sales motions.
Read the INTJ career guide →Your natural leadership, directness, and focus on results make you well-suited to own regional revenue and drive team performance.
Read the ESTJ career guide →