APAC Deal Pricing Strategist

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. This role will have dual scope of Deal Pricing as well as Deal Strategy.

What you’ll do

You will be instrumental in providing thought leadership to regional sales teams and sales executives and continuing to develop our framework, approach and associated processes in order to achieve mutually beneficial deals with our sold users while mitigating risk to Stripe. In addition to providing key financial insights and recommendations to business partners and Stripe leadership, you will have a chance to stretch beyond the boundaries of deal pricing operations through business case development and commercial negotiations with all types of customers across the full suite of Stripe’s financial and payment products.

Responsibilities

• Serve as a key financial and strategic thought partner to specific APAC Go-to-Market sales teams and their leadership in both pricing deals at scale and pricing strategic deals, establish compelling commercials or deal structures, and drive closure of customer issues.
• Be responsible for defining and implementing our pricing and margin guidance and identifying levers for financial uplift.
• Develop and refine new frameworks to evaluate a deal’s attractiveness to Stripe, ensuring alignment between these frameworks, the company’s long range plan and mutually agreeable outcomes with cross-functional business partners.
• Maintain up to date pricing benchmarks and contribute to team analytical design and production efforts, using this data to enhance our pricing philosophy.
• Shaping and influencing deal commercial frameworks, tooling roadmap and product monetisations approaches.
• Support complex negotiations involving bespoke commercial and legal agreements, work with the cross-functional teams such as Product, Legal, Finance, Accounting, Service Teams, etc. to execute the deal

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

• BA/BS degree in Business, Technology, Finance, or Economics.
• Minimum 6+ years of experience in finance or deal pricing at a company, or experience within investment banking, or management consulting.
• A proven ability to build collaborative working relationships with business partners through a combination of influencing and awareness.
• The ability to deal effectively with ambiguity and thrive in an unstructured, fast-moving environment by driving business results without significant supervision.
• Excellent financial modeling, project management skills and strong communication skills.
• Experience working in Payments and/or SaaS.

Preferred qualifications

• Experience presenting findings and recommendations to senior leadership, preferably to sales of go-to-market business partners.
• Experience with SQL and Tableau or a willingness to learn