Program Manager, Business Practices - Deal Operations

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) Business Practices team establishes and manages policies and processes for the GTM motion, including deal policy, approval and revenue contracting processes, and other deal-related operations (e.g., misbilling, deal support models, etc.). 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. Stripe leadership and executives, in partnership with sales and cross-functional organizations, set GBS priorities. This role sits within Global Business Practices’ Business Practices team, responsible for establishing, managing, and improving policies and processes to improve deal quality and velocity for Stripe.

What you’ll do

Our Business Practices Program Managers focus on solving GTM deal lifecycle challenges to create scalable and efficient deal policies and processes in support of commercial activities. We're looking for a self-starter who has demonstrated success dealing with ambiguous global-scale programs, with multi-layered stakeholder management and significant cross-functional team engagement.  The ideal candidate has a deal policy and process background working at a hypergrowth technology and GTM org, superior communication skills to work across senior stakeholders across different functions, and the ability to thrive when solving complex problems with limited oversight and incomplete data. 

Responsibilities

• Build and drive large-scale deal lifecycle transformation program changes end-to-end, and marshal the cross-functional support and resources needed to accomplish your goals
• Design and scale a global delivery model by managing and integrating offshore teams to ensure seamless operational continuity through rigorous performance standards, cultural alignment, and optimized hand-off protocols
• Establish and maintain a gold-standard documentation ecosystem, ensuring all program methodologies, process maps, and strategic playbooks are accurate, accessible, and continuously updated to support organizational knowledge and scalability
• Manage directly (or coordinate) the "full-stack" of change management activities across stakeholder engagement and creating champions, messaging and communication planning, support and enablement
• Develop strong collaborative relationships with key stakeholders across Stripe across levels and functions
• Work cross-functionally to identify deal lifecycle improvement opportunities for the GTM teams spanning strategy, people, policy, process, and technology
• Prioritize among various projects and synthesize data to guide and support strategy and decision-making, and make exec-level recommendations and drive decisions, where necessary

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

• A strong track record of delivering global, complex enterprise deal lifecycle and commercial transformation programs with multiple constituents in a changing, ambiguous environment end-to-end
• 7+ years of experience in deal management processes, deal-process-related root cause analysis, commercial agreements, along with program management, business operations, management consulting experience, or a related discipline
• The ability to work well under pressure, with a high degree of adaptability and flexibility in a fast-paced, rapidly changing environment, and the ability to diagnose, simplify, and structure problems and solutions while having command of the details
• Enthusiastic, hands-on mentality with excellent problem-solving, presentation, and communication skills—influencing across all levels from front lines to executive stakeholders
• Comfort with Excel and Google Sheets for analyzing large datasets, and prior experience with Salesforce, CPQ, Deal Approval, and Contract Lifecycle Management tools

Preferred qualifications

• Comfort operating with incomplete data and adapting and reprioritizing activities as business needs change
• Deep problem-solving and analysis experience (solving business problems—commercial, operational, and financial) in a sales-oriented environment
• A growth mindset and innate curiosity where every interaction is an opportunity to learn and improve (yourself and those around you)
• You demonstrate leadership qualities throughout your work—taking ownership of challenges, supporting your colleagues, and setting the standard for quality in your deliverables
• Prior experience with payments and SaaS