Partner Development Manager - Ecosystem Product

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 Global Partnerships team develops and manages relationships with our most critical technology and ecosystem partners. The team executes on high-impact, cross-functional initiatives with these partners across new products, geographic expansion, user advocacy, and policy. These partnerships have a significant impact on Stripe and the products used by millions of our users. This role will support the Stripe App Ecosystem, which helps Stripe users (in particular startups) find and integrate technology partners to enhance their Stripe experience. We believe that startups are one of the most effective ways to solve the world’s problems, and we want to give startups all the tools they need to succeed.

What You’ll Do

The Partner Development Manager (PDM) for Stripe App Ecosystem will oversee and expand the network of ecosystem partners for Stripe users and startups on Stripe. This ecosystem of technology partners with Stripe help companies build their technology stack. In this role, you will work with Partners to grow the Stripe Apps ecosystem requiring both partner recruitment and ongoing relationship management. You will drive mission critical projects to expand the Stripe Apps ecosystem into new partner types (e.g. Applications for SaaS Platforms) and drive adoption of new Stripe platforms and surfaces. The ideal candidate has experience in building platforms and is comfortable navigating technical requirements and workflows. This candidate should also negotiate complex first of kind deals. You will manage existing partner relationships, gather feedback from partners and users to increase successful Applications on Stripe. The ideal candidate will be dynamic, possess strong interpersonal and negotiation skills, and be able to leverage data to make informed decisions to foster transparent partnerships. The PDM will play a key role in growing the Stripe App ecosystem and solidifying Stripe as the premier platform for businesses, especially startups.

Responsibilities

The Partner Development Manager (PDM) for Stripe Apps is responsible for overseeing and expanding the Stripe Apps Partner ecosystem. The PDM for Stripe Apps plays a crucial role in enhancing the value proposition of Stripe. 

• Partner Management and Optimization: Engage with and manage existing partners, conducting regular check-ins to track partnership performance and ensure compliance with marketplace rules. 

• Partner Onboarding and Expansion: Identify and pitch target prospective partners in relevant categories that align with the needs of Stripe users. Lead end-to-end negotiations to onboard new partners with competitive integrations and, where applicable, favorable economic structures to Stripe.

• Partner Strategy and Leadership: Drive strategic initiatives to expand the partner ecosystem, utilizing industry insights to identify emerging opportunities and innovative partnerships. Develop and implement growth strategies that elevate the visibility and desirability of Stripe’s ecosystem offerings, contributing to the broader growth objectives of Stripe. 

• Performance and Reporting: Develop comprehensive performance reports and insights, leveraging data to drive decision-making and strategy adjustments for the category. Facilitate data-driven conversations with partners, ensuring a transparent and value-focused partnership environment.

Who you are

The Stripe Apps PDM requires a dynamic individual with exceptional interpersonal skills, strong negotiation capabilities, and a keen strategic mindset to foster and expand vital partnerships. 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

• 12+ years of experience in strategic partnerships, business development, corporate development or related field

• Thorough understanding of ecosystem partnership dynamics and business models

• Experience negotiating commercial deals with technology partners, including scaling such deals across multiple partners

• Experience working in product-centric environments with significant internal and external dependencies

• Strong written and verbal communication skills with the ability to influence stakeholders internally and externally across a wide variety of functions

• Have an operationally focused mindset, with an ability to navigate complex relationship management activities by setting a clear vision, while running tight processes

Preferred qualifications

• Product or engineering background at a technology company

• Experience related to payments, marketplaces or technology ecosystems

• Have experience in co-branding and co-marketing efforts to drive customer acquisition and growth

• Background in channel partnerships, especially with technology products

• Experience in a sales or go to market role preferably in the payments or startup space