企业客户经理 - 开拓型
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Enterprise Account Executive - HunterStripe · Auckland
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职位描述
机器翻译我们是谁
Stripe 是一个面向企业的金融基础设施平台。从全球最大的企业到最有雄心的初创公司，数百万家公司使用 Stripe 来接受支付、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，这创造了一个与全球同事和用户一起从事有意义、高影响力工作的机会。
关于团队
Stripe 在新西兰的业务正在增长，我们正在该市场构建企业新业务能力。企业团队专注于赢取并发展与新西兰最大、最具战略意义的公司的关系。
作为企业客户经理（新业务），你将建立并发展一个新的企业区域。你将识别必须赢下的客户，构建高信念的销售管道，发展高管关系，并领导复杂的销售周期，帮助潜在用户使用 Stripe 来实现业务现代化并实现增长。
你将做什么
• 为新西兰最大的潜在企业用户构建并执行区域战略。
• 通过深思熟虑的外呼拓客、客户研究、合作伙伴互动、高管人脉拓展以及有针对性的客户计划来创建新的销售管道。
• 负责完整的新业务销售周期，从初次触达和需求挖掘，到解决方案设计、商务谈判、成交，以及向实施和售后团队的交接。
• 与高级业务和技术利益相关者建立可信赖的关系，包括财务、产品、工程、运营、数字和技术领域的负责人。
• 领导涉及多个业务部门、决策者以及内部和外部利益相关者的复杂、多线并行的销售流程。
• 清晰阐述 Stripe 在整个平台上的业务和技术价值，将客户优先事项与可衡量的商业成果联系起来。
• 与解决方案架构师、产品、合作伙伴、市场、法务、交易定价和售后团队紧密合作，以
岗位职责
• 为新西兰最大的潜在企业用户构建并执行区域战略。
• 通过深思熟虑的外呼拓客、客户研究、合作伙伴互动、高管人脉拓展以及有针对性的客户计划来创建新的销售管道。
• 负责完整的新业务销售周期，从初次触达和需求挖掘，到解决方案设计、商务谈判、成交，以及向实施和售后团队的交接。
• 与高级业务和技术利益相关者建立可信赖的关系，包括财务、产品、工程、运营、数字和技术领域的负责人。
• 领导涉及多个业务部门、决策者以及内部和外部利益相关者的复杂、多线并行的销售流程。
• 清晰阐述 Stripe 在整个平台上的业务和技术价值，将客户优先事项与可衡量的商业成果联系起来。
• 与解决方案架构师、产品、合作伙伴、市场、法务、交易定价和售后团队紧密合作，以开发和成交战略机会。
• 领导复杂且定制化协议的商务谈判，同时保护长期客户价值和 Stripe 的经济效益。
• 构建客户计划、共同行动计划、财务分析和高管级演示，以推进机会。
• 通过分享市场洞察、改进信息传递并贡献可复制的销售实践，帮助建立并完善 Stripe 在新西兰的企业销售模式。
任职要求
你是一位高绩效的企业销售人员，在新业务环境中如鱼得水。你知道如何在大型组织中打开局面，赢得高级利益相关者的信任，并领导复杂的销售周期，从模糊不清走向明确的商业成果。
你在商业上严谨，对技术充满好奇，并且坚持不懈。你能够在战略客户规划与构建销售管道、在漫长销售周期中保持势头所需的日常纪律之间取得平衡。你能够自如地自主开展工作，并享受在一个有大量机会来定义打法的区域中进行建设。
最低要求
• 6 年以上销售经验，其中至少 3 年以上企业新业务销售经验，最好是在复杂的 B2B 软件、云、金融科技、支付或技术环境中。
• 已证明成功开拓并成交净新企业客户，并有明确达成或超越销售目标的记录。
• 有制定区域或绿地客户战略的经验，包括定义目标客户、创建销售管道以及从零开始建立高管关系。
• 已证明有能力管理涉及技术、财务、运营和高管买家的复杂、多利益相关者销售周期。
• 有向高级领导者销售的丰富经验，包括 CFO、CIO、CTO、COO、首席产品官和其他高管利益相关者。
• 有能力领导复杂的商务谈判，包括定制化协议和跨职能审批流程。
• 有在拥有多个业务部门和决策者的复杂组织中构建并执行客户计划的经验。
• 出色的书面、口头和演示技能。
• 强大的商业判断力、分析能力，以及将产品能力与客户业务成果联系起来的能力。
• 能够自如地在快节奏、模糊不清的环境中工作，并具有高度的主人翁意识和责任感。
• 必须常驻奥克兰，并根据需要在新西兰各地出差，偶尔进行国际出差。
优先要求
• 有在领先的企业软件、云或平台公司销售的经验。
• 有销售支付、金融基础设施、金融科技或其他技术复杂平台产品的经验。
• 有向新西兰或 ANZ 大型企业组织销售的经验。
• 有在高增长科技公司工作的经验，且当时区域战略、信息传递和销售流程仍在制定中。
• 有在技术售前、产品、合作伙伴和实施团队协作处理企业机会方面的经验。
以上内容由机器翻译自动生成，可能存在错误；投递前请以雇主原文为准。
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职位描述
Who we are
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 revenue, and accelerate new business opportunities.
Our mission is to increase the GDP of the internet. We have significant work ahead, which creates an opportunity to do meaningful, high-impact work with colleagues and users around the world.
About the team
Stripe’s New Zealand business is growing, and we are building our enterprise new-business capability in the market. The Enterprise team focuses on winning and developing relationships with New Zealand’s largest and most strategic companies.
As an Enterprise Account Executive, New Business, you will establish and grow a new enterprise territory. You will identify must-win accounts, build a high-conviction pipeline, develop executive relationships, and lead complex sales cycles that help prospective users use Stripe to modernise and grow their businesses.
What you’ll do
• Build and execute a territory strategy for New Zealand’s largest prospective enterprise users.
• Create new pipeline through thoughtful outbound prospecting, account research, partner engagement, executive networking, and targeted account plans.
• Own the full new-business sales cycle, from initial outreach and discovery through solution design, commercial negotiation, close, and transition to implementation and post-sales teams.
• Develop trusted relationships with senior business and technical stakeholders, including leaders across Finance, Product, Engineering, Operations, Digital, and Technology.
• Lead complex, multi-threaded sales processes involving multiple business units, decision-makers, and internal and external stakeholders.
• Articulate Stripe’s business and technical value across the platform, connecting customer priorities to measurable commercial outcomes.
• Partner closely with Solutions Architects, Product, Partnerships, Marketing, Legal, Deal Pricing, and post-sales teams to
岗位职责
• Build and execute a territory strategy for New Zealand’s largest prospective enterprise users.
• Create new pipeline through thoughtful outbound prospecting, account research, partner engagement, executive networking, and targeted account plans.
• Own the full new-business sales cycle, from initial outreach and discovery through solution design, commercial negotiation, close, and transition to implementation and post-sales teams.
• Develop trusted relationships with senior business and technical stakeholders, including leaders across Finance, Product, Engineering, Operations, Digital, and Technology.
• Lead complex, multi-threaded sales processes involving multiple business units, decision-makers, and internal and external stakeholders.
• Articulate Stripe’s business and technical value across the platform, connecting customer priorities to measurable commercial outcomes.
• Partner closely with Solutions Architects, Product, Partnerships, Marketing, Legal, Deal Pricing, and post-sales teams to develop and close strategic opportunities.
• Lead commercial negotiations for complex and bespoke agreements while protecting long-term customer value and Stripe economics.
• Build account plans, mutual action plans, financial analyses, and executive-level presentations that advance opportunities.
• Help establish and refine Stripe’s enterprise sales motion in New Zealand by sharing market insight, improving messaging, and contributing to repeatable sales practices.
任职要求
You are a high-performing enterprise seller who thrives in new-business environments. You know how to open doors at large organisations, earn credibility with senior stakeholders, and lead complex sales cycles from ambiguity to a clear commercial outcome.
You are commercially rigorous, technically curious, and persistent. You can balance strategic account planning with the day-to-day discipline needed to build pipeline and maintain momentum across long sales cycles. You are comfortable operating with autonomy and enjoy building a territory where there is substantial opportunity to define the playbook.
Minimum requirements
• 6+ years of Sales experience with at least 3+ in enterprise new-business sales, ideally in complex B2B software, cloud, fintech, payments, or technology environments.
• Demonstrated success opening and closing net-new enterprise customers, with a clear record of meeting or exceeding sales targets.
• Experience developing a territory or greenfield account strategy, including defining target accounts, creating pipeline, and building executive relationships from scratch.
• Proven ability to manage complex, multi-stakeholder sales cycles involving technical, financial, operational, and executive buyers.
• Strong experience selling to senior leaders, including CFO, CIO, CTO, COO, Chief Product Officer, and other executive stakeholders.
• Ability to lead sophisticated commercial negotiations, including bespoke agreements and cross-functional approval processes.
• Experience building and executing account plans across complex organisations with multiple business units and decision-makers.
• Excellent written, verbal, and presentation skills.
• Strong commercial judgement, analytical capability, and ability to connect product capabilities to customer business outcomes.
• Comfort operating in a fast-paced, ambiguous environment with high ownership and accountability.
• Must be based in Auckland, with travel across New Zealand as required and occasional international travel.
Preferred requirements
• Experience selling at a leading enterprise software, cloud, or platform company.
• Experience selling payments, financial infrastructure, fintech, or other technically complex platform products.
• Experience selling into large New Zealand or ANZ enterprise organisations.
• Experience in a high-growth technology company where territory strategy, messaging, and sales processes were still being developed.
• Experience working with technical pre-sales, product, partnerships, and implementation teams on enterprise opportunities.