初创企业销售负责人（增长方向） - AMER
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Head of Startup Sales (Grower) - AMERStripe · San Francisco
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职位描述
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关于 Stripe
Stripe 是一个面向企业的金融基础设施平台。数百万家公司——从全球最大的企业到最有抱负的初创公司——都在使用 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，而我们面前还有大量工作要做。这意味着你拥有一个前所未有的机会，在从事你职业生涯中最重要工作的同时，让全球经济触手可及。
关于团队
AMER Startups Sales 团队负责 Stripe 增长最快的客户群体，也就是那些将成为未来平台、网络和企业的公司。你将大规模应对“创始人的两难困境”：我们如何在与数千家公司保持 1:1 关系的亲密度的同时，构建可扩展的高智能系统？初创公司占 Stripe 长期价值的比例高得不成比例，而这个团队确保这些关系随着时间推移不断加深。
你将做什么
作为 Head of Startup Sales (Grower)，你将领导负责在激活后发展和扩展 Stripe 与数千个初创公司账户关系的组织。这是面向高度战略性 Startups 细分市场的扩张引擎。你的团队将推动多产品采用，识别增长信号并采取行动，并构建针对高增长初创公司独特经济模型校准的覆盖模式。
你将作为二线领导者，管理多个专业子团队的一线经理，每个子团队都有不同的运营节奏和覆盖比例。你将与产品专家、解决方案架构师、客户成功和市场营销进行跨职能合作，构建将早期激活转化为深度、多产品平台关系的动作。
该职位向 Head of Startups 汇报。
• 为 Startup (Grower) 制定长期愿景和运营模式，构建具有不同职责定位的专业子团队
• 在处于不同增长阶段的大型账户组合中推动多产品扩张，从 pre-PMF 到快速规模化
• 构建并运营结构化扩张节奏，确保每个高潜力账户都有产品附加策略
• 设计协同
岗位职责
作为 Head of Startup Sales (Grower)，你将领导负责在激活后发展和扩展 Stripe 与数千个初创公司账户关系的组织。这是面向高度战略性 Startups 细分市场的扩张引擎。你的团队将推动多产品采用，识别增长信号并采取行动，并构建针对高增长初创公司独特经济模型校准的覆盖模式。
你将作为二线领导者，管理多个专业子团队的一线经理，每个子团队都有不同的运营节奏和覆盖比例。你将与产品专家、解决方案架构师、客户成功和市场营销进行跨职能合作，构建将早期激活转化为深度、多产品平台关系的动作。
该职位向 Head of Startups 汇报。
• 为 Startup (Grower) 制定长期愿景和运营模式，构建具有不同职责定位的专业子团队
• 在处于不同增长阶段的大型账户组合中推动多产品扩张，从 pre-PMF 到快速规模化
• 构建并运营结构化扩张节奏，确保每个高潜力账户都有产品附加策略
• 设计覆盖模式，在对最高增长账户的高触达投入与规模化、信号驱动、AI 增强的覆盖之间取得平衡
• 与产品专家团队（billing、treasury、platform products）合作，构建可在整个 Stripe 平台上复合收入的联合销售动作
• 创建系统以识别组合中正在加速突破的账户，并确保它们在正确时机获得正确覆盖
• 做出招聘决策，按子团队优化理想候选人画像，并构建团队发展引擎，让 AEs 从职业生涯早期成长为资深人员
• 设计奖励扩张和产品深度的薪酬与激励结构
• 负责一个具有独特领先和滞后指标的细分市场的预测和管道运营节奏
• 与 Product、Engineering、Marketing 和 Operations 跨职能合作，塑造 Stripe 的初创公司体验，并根据你从客户那里听到的反馈影响路线图优先级
任职要求
我们正在寻找一位在规模化科技销售团队方面有已验证成功经验、具备强大分析能力和关系建立能力，并对初创公司生态有真诚热情的候选人。
最低要求
• 10+ 年领导高增长销售组织的经验，其中 3+ 年担任二线经理，专门构建具有不同运营模式的专业子团队。
• 已证明通过基于价值的销售、结构化扩张漏斗、交叉销售动作和客户生命周期设计推动多产品平台增长的成功经验。
• 强大的系统思考者，具备量化技能，能够为组合经济模型、覆盖比例和信号驱动投资决策建模。
• 能够在管理长期经济模型和复合回报的同时，招聘并培养不同资历层级的高绩效 AEs。
• 已证明在复杂平台环境中与产品、专家覆盖团队和客户成功团队跨职能合作的成功经验。
• 有以初创公司为客户的经验，理解高增长公司的性质，并需要专门构建的覆盖
• 曾在一家高增长科技或基础设施公司任职
• 熟悉 payments、fintech 或 financial infrastructure
• 有构建或利用 AI/自动化将覆盖扩展到线性人员增长之外的过往业绩
领导风格
你是一位“player-coach”，既能深入到某个具体初创公司战略的细节，同时又能抽离出来塑造我们的长期运营节奏。你确保客户始终是我们所做一切工作的北极星，并确保我们的增长动作在初创公司生命周期的每个阶段都真正交付价值。你能在高速度环境中茁壮成长，并能在矩阵式组织中通过影响力进行领导。
你将在日常领导中体现 Stripe 的核心运营原则：
• 用户优先：你将倡导初创公司创始人的体验，确保我们的增长动作和产品扩张为用户解决真实的业务问题。
• 保持好奇：你将不断寻求理解不断演变的初创公司格局，通过实验改进我们服务增长最快细分市场的方式。
• 无自我地协作：你将在 Stripe 内部无缝合作，把 Startups 使命的集体成功置于个人或团队荣誉之上。
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职位描述
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 AMER Startups Sales team is responsible for Stripe's fastest-growing customer segment, the companies that will become the platforms, networks, and enterprises of the future. You will be tackling the "founder's dilemma" at scale: how do we maintain the intimacy of a 1:1 relationship with thousands of companies, while building highly intelligent systems that scale? Startups represent a disproportionate share of Stripe's long-term value, and this team ensures those relationships deepen over time.
What you’ll do
As Head of Startup Sales (Grower), you will lead the organization responsible for growing and expanding Stripe's relationships with thousands of startup accounts post-activation. This is an expansion engine for the highly strategic Startups segment. Your teams will drive multi-product adoption, identify and act on growth signals, and build coverage models calibrated for the unique economics of high-growth startups.
You will be a second-line leader managing frontline managers across multiple specialized sub-teams, each with distinct operating rhythms and coverage ratios. You'll partner cross-functionally with product specialists, solutions architects, customer success, and marketing to build the motions that turn early-stage activations into deep, multi-product platform relationships.
This role reports to the Head of Startups.
• Develop the long-term vision and operating model for Startup (Grower), building specialized sub-teams with distinct charters
• Drive multi-product expansion across a large portfolio of accounts at varying stages of growth, from pre-PMF through rapid scale
• Build and operationalize structured expansion cadences, ensuring every high-potential account has a product-attach strategy
• Design co
岗位职责
As Head of Startup Sales (Grower), you will lead the organization responsible for growing and expanding Stripe's relationships with thousands of startup accounts post-activation. This is an expansion engine for the highly strategic Startups segment. Your teams will drive multi-product adoption, identify and act on growth signals, and build coverage models calibrated for the unique economics of high-growth startups.
You will be a second-line leader managing frontline managers across multiple specialized sub-teams, each with distinct operating rhythms and coverage ratios. You'll partner cross-functionally with product specialists, solutions architects, customer success, and marketing to build the motions that turn early-stage activations into deep, multi-product platform relationships.
This role reports to the Head of Startups.
• Develop the long-term vision and operating model for Startup (Grower), building specialized sub-teams with distinct charters
• Drive multi-product expansion across a large portfolio of accounts at varying stages of growth, from pre-PMF through rapid scale
• Build and operationalize structured expansion cadences, ensuring every high-potential account has a product-attach strategy
• Design coverage models that balance high-touch investment on the highest-growth accounts with signal-driven, AI-augmented coverage at scale
• Partner with product specialist teams (billing, treasury, platform products) to build co-sell motions that compound revenue across the Stripe platform
• Create the systems that detect breakout accounts accelerating within the portfolio, and ensure they receive the right coverage at the right moment
• Make hiring decisions, refine ideal candidate profiles by sub-team, and build a team development engine that grows AEs from early-career through senior
• Design comp and incentive structures that reward expansion and product depth
• Own the forecasting and pipeline operating rhythm for a segment with unique leading and lagging indicators
• Work cross-functionally across Product, Engineering, Marketing, and Operations to shape Stripe's startup experience and influence roadmap priorities based on what you hear from customers
任职要求
We are looking for a candidate with proven success scaling tech sales teams, strong analytical and relationship-building skills, and a genuine passion for the startup ecosystem.
Minimum requirements
• 10+ years of experience leading high-growth sales organizations, with 3+ years as a second-line manager, specifically building specialized sub-teams with distinct operating models.
• Proven success driving multi-product platform growth through value-based selling, structured expansion funnels, cross-sell motions, and customer lifecycle design.
• Strong systems thinker with quantitative skills to model portfolio economics, coverage ratios, and signal-driven investment decisions.
• Ability to hire and develop high-performance AEs across various seniority levels while managing long-horizon economics and compounding returns.
• Demonstrated success partnering cross-functionally with product, specialist overlays, and customer success teams in a complex platform environment.
• Experience with startups as customers, understanding the nature of high-growth companies and require purpose-built coverage
• Prior experience at a high-growth technology or infrastructure company
• Familiarity with payments, fintech, or financial infrastructure
• Track record of building or leveraging AI/automation to scale coverage beyond linear headcount growth
Leadership Style
You are a "player-coach" who can zoom into the details of a specific startup’s strategy while simultaneously zooming out to shape our long-term operating rhythm. You ensure the customer remains the north star of everything that we do and that our growth motions genuinely deliver value at every stage of the startup lifecycle.You thrive in high-velocity environments and can lead through influence in a matrixed organization.
You will embody Stripe’s core operating principles in your day-to-day leadership:
• User first: You will advocate for the startup founder’s experience, ensuring our growth motions and product expansions solve genuine business problems for our users.
• Stay curious: You will constantly seek to understand the evolving startup landscape, experimenting to improve how we serve our fastest-growing segment.
• Collaborate egolessly: You will work seamlessly across Stripe prioritizing the collective success of the Startups mission over individual or team-specific accolades.