客户经理，DACH，商业（现有业务）
Account Executive, DACH, Commercial (Existing Business)
职位：客户经理，DACH地区，商业客户（现有客户）
关于Stripe
Stripe是为 businesses 提供金融基础设施的平台。数以百万计的公司，从全球最大的企业到最具雄心的初创公司，都使用Stripe来接受付款、增长收入并加速新的商业机会。我们的使命是提升互联网的GDP，我们还有大量工作要做。这意味着你有机会将全球经济带给每个人，同时从事职业生涯中最重要的工作。
关于团队
商业增长团队与商业领域中最雄心勃勃和增长最快的公司合作。我们的商业领域包括通常年支付额在2000万至5000万美元之间的企业。Stripe的支付和金融基础设施为这些企业解锁了新的收入流和增长机会。商业增长团队帮助我们的用户增强国内影响力，同时拓展新市场并解锁新的收入流。这个职位可以在我们的都柏林或柏林办公室，或者德国远程办公。
你将负责
作为客户经理（现有客户），你将通过帮助他们理解Stripe的在线商务基础设施如何使支付成为他们业务的竞争优势，从而加深并扩展与EMEA地区最具创新性和增长最快的公司的合作关系。
职责
- 直接管理并培养指定客户名单，制定区域和客户计划，以赢得并扩大与商业领域的业务。
- 主导你的区域的续约和留存策略，主动识别并缓解流失风险。
- 与高管建立并维护关键关系，同时协调合适的高管接触点。
- 与来自多个职能的公司领导（例如工程、产品和财务）合作，主导复杂的产品研讨会和财务分析。
- 协调跨职能团队，包括解决方案架构师、客户成功团队和产品专家，以交付技术价值并推动激活。
- 为塑造我们的商业战略以及建立可重复的过程和可扩展的参与模式做出贡献。
- 制定策略以增加客户支出份额，推动多产品采用，并保护和扩大你所负责客户名单的现有收入。
- 领导并贡献于
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Account Executive, DACH, Commercial (Existing Business)
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 Commercial Grower team works with the most ambitious and fastest growing companies in the Commercial segment. Our Commercial segment includes businesses typically processing $20M–$50M in annual payment volume. Stripe’s payments and financial infrastructure unlocks new revenue streams and growth opportunities for these businesses. The Commercial Grower team supports our users to increase their domestic presence whilst expanding into new territories and unlocking new revenue streams. This is a role that can be based out of our Dublin or Berlin office or Germany remote.
What you’ll do
As an Account Executive (Existing Business), you will deepen and expand partnerships between Stripe and the most innovative and fastest-growing companies in EMEA by helping them to understand how Stripe’s online commerce infrastructure can make payments a competitive advantage for their businesses.
Responsibilities
- Directly manage and nurture a named account list and develop territory and account plans for winning and expanding business with the Commercial segment.
- Own the renewal and retention strategy for your territory, proactively identifying and mitigating churn risk.
- Build and maintain key relationships with C-level executives, while orchestrating the right executive touch points as well.
- Work with company leaders from multiple functions (e.g., Engineering, Product, and Finance) to lead complex product workshops and financial analyses
- Orchestrate cross-functional teams including Solutions Architects, Customer Success, and Product Specialists to deliver technical value and drive activation
- Contribute to shaping our Commercial strategy and building repeatable processes and scaled engagement models.
- Develop strategies for growing wallet share, driving multi-product adoption, and defending/expanding existing revenue for your named account list.
- Lead and contribute to team projects to develop and refine our sales process
- Engage with internal Product and Engineering teams to help drive product and DACH market strategy.
Who you are
You are a top class salesperson and relationship manager capable of engaging in business and technical conversations at multiple levels of the organization, including the CTO, COO, and CFO. You are used to building value in competitive situations and enjoy working on products that require deep product understanding, combined with technical knowledge. A positive attitude and tireless work ethic when encountering blockers to success, whether external or internal. You are naturally curious and analytical and enjoy digging into business models and helping customers quantify their investment decisions.
Minimum requirements
- Fluent in German
- 7+ years of sales experience, preferably selling a technical product, with a track record of top performance
- Experience moving sales processes forward from inception to close by leading complex, multi-party sales in a highly consultative manner, understanding strategies and applying value proposition
- Ability to operate in a highly ambiguous and fast-paced environment
- Great listening skills and ability to quickly become a trusted resource for decision-makers across technology and finance orgs within software companies
- Proven ability to lead complex negotiations involving bespoke commercial agreements and cost models
- Superior verbal and written communication skills
- Highly curious with a strong interest in technology
Preferred requirements
- Prior experience at a growth stage Internet/Software company
- Experience in fintech/payments is a plus, but not prerequisite