Business Development Manager, Training & Certification
- Your natural charisma and interpersonal skills make you an excellent internal advocate, training AEs and SAs to position training as a must-have with enthusiasm.
- You excel at building the Champions program, turning power users into passionate advocates and creating a strong community around training.
- You connect authentically with enterprise customers, conducting deep-dive sessions that inspire them to invest in a certified workforce for their teams.
- Your ability to influence without direct authority is strong, as you naturally rally stakeholders around a shared vision and user-first goals.
- However, the heavy emphasis on data-driven ROI modeling and value engineering may require extra effort, as you prefer focusing on people rather than metrics.
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
The vision of Stripe's Training and Certification (T&C) organization is to empower millions across the globe to become passionate Stripe evangelists in the burgeoning internet economy. We serve a diverse audience—from ambitious entrepreneurs launching their first ventures to partners building Stripe businesses to established enterprises scaling their operations—by helping them learn, validate, and harness the full potential of Stripe's capabilities. By breaking down the barriers between intent and activation, our mission is to provide structured, standardized learning paths that foster a community of skilled, trusted professionals, equipping individuals and organizations to launch new projects, accelerate activation rates, and ultimately drive increased revenue for Stripe.
At Stripe Training and Certification, we believe that education is a product. You aren't just positioning a course or certification. You ensure our users have the tools to build the future of commerce.
What you’ll do
We're looking for a high-energy, strategic Business Development Manager (BDM) for Training and Certification (T&C). This isn't a traditional sales role. While you’ll be hitting quotas, your North Star isn't immediate revenue - it’s learner acquisition and ecosystem proficiency. You'll be the bridge between our learning offerings and the users' organizations (digital native to enterprise) who need it to scale their businesses.
Responsibilities:
- Opportunity Attachment: Identify and attach T&C offerings to viable Stripe user opportunities. You will analyze the sales pipeline to ensure that every major opportunity or implementation includes a robust training plan.
- Learner Acquisition & Growth: Drive the adoption of Stripe’s training and certification programs. You will own quarterly targets focused on the number of certified learners and active platform users, ensuring we hit our growth milestones regardless of the initial price point.
- User Reference Program: Build and scale a Stripe Training & Certification Champions program. You will identify power users who have leveraged Stripe training to transform their businesses and turn them into vocal advocates and case studies.
- Enterprise Evangelism: Directly engage with our largest enterprise accounts. You will conduct deep-dive sessions to evangelize the long-term ROI of a Stripe-certified workforce, penetrating deep into technical and product teams.
- Internal GTM Amplification: Act as the primary internal advocate for T&C within Stripe. You will train our Account Executives (AEs) and Solutions Architects (SAs) on how to position training as a must-have rather than a nice-to-have in every deal.
- Value Engineering & ROI Modeling: Develop and maintain a Training ROI model to quantify the impact of our Training and Certification offerings. You will partner with companion organizations such as Finance to demonstrate that trained organizations activate on Stripe significantly faster, adopt a higher volume of multi-product solutions (e.g., Billing, Tax, and Treasury), and experience a marked decrease in support tickets and operational overhead. You will use these metrics to build a compelling business case for prioritizing training early and often in the user lifecycle.
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
- 10+ years of experience in Business Development, Channel Management, or Enablement Sales (SaaS experience preferred)
- Proven track record of meeting or exceeding acquisition-based quotas (e.g., users, seats, or certifications)
- Excellent communication skills with experience presenting to technical and executive audiences
- Ability to navigate internal GTM motions and influence stakeholders without direct authority
- A user-first mindset you genuinely care about the success of the people using Stripe
Best personality fits for this role
Your natural leadership and strategic vision perfectly match the role's need to drive learner acquisition and hit quarterly targets with a clear North Star.
Read the ENTJ career guide →Your decisive, results-oriented approach perfectly aligns with driving learner acquisition and hitting quarterly targets, ensuring growth milestones are met.
Read the ESTJ career guide →Your natural charisma and interpersonal skills make you an excellent internal advocate, training AEs and SAs to position training as a must-have with enthusiasm.
Read the ENFJ career guide →