Head of Sales Development (AMER)

Job Description

Stripe’s Global Sales Team is at the forefront of driving revenue and growth. As trusted business partners, our goal is to help users understand Stripe products and integrate them with ease so they can concentrate on what’s most important to them: their business. We’re known for our product expertise, rigorous thinking, and user-first approach to problem solving. Within Stripe, Sales proudly serves as a critical source of user feedback and market intelligence, with direct influence on Stripe’s product roadmap and growth strategy.

The Revenue Operations team is responsible for overall productivity and effectiveness of the sales organization, partnering closely with the sales team and teams across Stripe to drive initiatives. We are looking for a self-starter to join our team who has demonstrated success dealing with ambiguity, operating in a fast-growing environment, and solving problems with limited oversight. We are looking for someone who will oversee and lead the SDR team and ensure we are meeting the needs of the organization by way of building strategic frameworks, closely partnering with cross-functional teams, and making data-driven decisions.

You will:

• Lead, manage, and support an experienced, AMER lead generation management team to exceed assigned quota of qualified leads (and resulting revenue) to the field sales organization
  • Inspire, engage, and excite the talented AMER SD team to develop themselves and prepare for their career in sales – leveraging Stripe’s Sales Enablement programs to ensure the team is fully trained and certified in process, content, and system skills
  • Develop AMER SD Management team to excel as leaders in a fast paced management environment
  • Drive the team’s Diversity, Equity, Inclusion & Belonging (DEIB) Strategy – to ensure the team reflects the markets served, diversity is leveraged positively, and everyone can succeed and belong
  • Define the Sales Development vision and strategy for AMER, in line with Global SD
  • Stay abreast of and educate the team on industry leading best practices and methodologies, and ensure adoption as appropriate into our lead generation processes
• Develop and enhance SD AMER’s Operating Model
  • Innovate – how the team works in terms of structure, setup, and processes
  • Define and deploy best-in-class modern prospecting techniques and processes across all aspects of the lead generation workflow
  • Deploy and improve upon systems, tools, and technologies, including SFDC, SalesLoft, marketing automation, and market intelligence tools, that ensure team productivity and efficiency with full metric tracking and reporting capabilities
• Partner with the field sales & marketing organizations to ensure goals, deliverables, and expectations are aligned and met
  • Proactively work to understand their challenges and needs to determine how best to work with them to solve and enhance user experience
  • Create & share insightful communications to help increase understanding of their business growth challenges & opportunities
  • Consistently and reliably deliver on commitments and goals set
• Build and nurture a high-performance culture, underpinned by Stripe’s Operating Principles
  • Conduct team forums such as SD AMER All Hands meetings and culture sessions that promote team engagement, recognizing team members who stand out now only in the results they deliver but how they deliver them and contribute to our mission and vision while embodying Stripe’s operating principles
  • Analyze and action key takeaways from employee satisfaction survey insights to further optimize the team culture and the SDR experience within AMER
• Play an instrumental and active role as part of SD’s Global Leadership team – collaborating proactively with your peers to drive the business forward globally

We’re looking for someone who has:

• 16+ years of experience, with at least 10+ years managing sales or SD, call center, or lead qualification teams
• A proven record of successfully overachieving targets in sales or sales support roles
• Strong people management skills with proven track record of developing talent
• A passion for getting things done and a desire to drive results
• Strong communication skills, including written and verbal communication experience with senior management
• Established reputation as a high integrity, top performer
• Experience working in high-growth, performance focused environments.
• Ability to take on complex projects and strategize and execute a plan in a short timeframe
• The ability to create a vision and plot the steps necessary to achieve it
• Passion for building and leading high growth acquisition, Sales Development/Lead Generation teams

Nice to haves:

• Experience working within the recruitment, marketing, and SaaS industry preferred
• Deep interest in analyzing data and the ability to see beyond the numbers to drive sound decision-making
• Expert in prospecting best practices and tactics with the ability to train team members in how to successfully learn and deploy these best practices
• Strength in working with varied groups including executive management, sales, operations, and marketing teams