GTM Industry Strategy & Insights

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

Creating long-term value for our users is central to our mission at Stripe. The GTM Industries team focuses on long-term growth and value creation for enterprise customers and for Stripe, by understanding the unique challenges they face in their industry and how to solve them.

We focus on building Stripe's expertise within key business verticals while delivering credibility and thought leadership needed to build relationships with industry leaders to grow the value of their business. Aligned with our GTM and Product teams, the Industry Strategist also defines relevant, value-centric solutions, supports our users, and generates new sources of value for users and Stripe.

Our team provides deep industry expertise across Stripe and leads enterprise business development, partnering with some of our most exciting enterprise and large SaaS platform users to address their business challenges and help them grow with Stripe.

What you’ll do

As a Retail and Hospitality Industry Strategist, you will immerse yourself in key verticals to uncover growth opportunities and make informed recommendations. You will drive the development of strategic sales plays tailored to high-potential use cases, ensuring that our sales teams are equipped to replicate successful motions. In collaboration with product and GTM teams, you will refine our value propositions to resonate with target markets.

Responsibilities

• Market Analysis: Conduct deep market research and analysis on focus verticals (Retail, Media, Insurance, Hospitality, Travel and Leisure) to identify trends, opportunities, and potential obstacles. Understand competitive landscapes to position Stripe effectively within industries.
  
• Opportunity Identification: Collaborate with cross-functional teams to define key use cases that present significant growth opportunities. Develop data-driven insights to inform business decisions.
  
• Sales Play Development: Create, iterate, and implement sales plays for identified use cases. Ensure sales teams have actionable insights and templates to engage prospects effectively and efficiently.
  
• Quick Win Identification: Identify opportunities for quick wins that can drive near-term revenue growth. Develop strategies to capitalize on these opportunities swiftly.
  
• Thought Leadership: Produce thought leadership content, such as whitepapers and case studies, highlighting Stripe's expertise within emerging industry verticals. Share insights with internal teams and prospects to bolster credibility.
  
• Stakeholder Engagement: Build relationships with GTM leaders and key stakeholders. Act as a strategic advisor, helping them understand how Stripe's solutions can address their specific business challenges.
  
• Performance Metrics: Establish KPIs to evaluate the effectiveness of sales plays and industry strategies. Continuously analyze performance and iterate based on feedback and results.
  
• Cross-Functional Collaboration: Work closely with Product, Marketing, and Sales teams to align strategies and ensure a cohesive approach to go-to-market initiatives.
  
• Training & Enablement: Provide training and support to sales teams on new plays and industry-specific insights. Ensure they are well-equipped to articulate the value of Stripe's solutions.
  
• Feedback Loop: Collect user and market feedback on our solutions to inform product development and strategy adjustments, ensuring we stay ahead of industry needs.
  

Who you are

The Industry Strategist will be a seasoned professional with extensive experience in business strategy, industry analysis, and go-to-market execution. You are an expert in Retail, and/or Hospitality, Travel & Leisure, and have a proven track record of working in those sectors, be it within large enterprises or as part of a technology/software provider. You possess a deep understanding of the unique challenges and opportunities that businesses face within these industries.

You excel at engaging in high-level business discussions as well as detailed technical conversations across various roles within an organization. Your expertise in solution definition and value proposition crafting allows you to articulate complex strategies in a clear and compelling manner.

You are a strategic thinker with strong analytical skills, demonstrating an ability to distill industry insights into actionable strategies. Your excellent communication skills enable you to connect effectively with diverse audiences, from clients to internal stakeholders, including executives.

Thriving in competitive environments, you are adept at building value propositions that resonate with target markets. You are equally comfortable working independently as you are in collaborative team settings, contributing your knowledge and insights to drive collective success.

You are an organized self-starter who enjoys diving deep into data and trends to identify growth opportunities. With a track record of improving processes and enhancing organizational effectiveness, you are proactive in making things happen and achieving results. Your passion for becoming an industry expert motivates you to continuously learn and share your knowledge with others, helping to elevate the entire organization.

Minimum requirements

• 7+ years experience in payments or technology industry related roles.
  
• Proven experience in industry strategy, business development, or related fields, preferably in a technology or financial services environment.
  
• Ability to understand complex technical requirements and craft solutions across multiple stakeholders.
  
• Experience in defining user needs and translating those needs into solutions and GTM strategies.
  
• Familiarity with enterprise SaaS or financial infrastructure markets is a plus.
  
• Strong verbal and written communication skills, including presentation skills, particularly for in-person meetings with multiple stakeholders.
  
• Strong analytical and problem solving skills, including the ability to derive actionable insights from large amounts of information and clearly articulate complex ideas.
  
• A proven ability to build strong collaborative working relationships and influence outcomes with business partners.
  
• A proven ability to be a self-starter capable of driving business results.
  
• An enthusiastic “roll up your sleeves” mentality and thrive in a fast-moving environment.
  
• Ability to travel around 25% to industry events, Stripe-led events or key customer meetings.
  

Preferred qualifications

• Payments and/or Enterprise Software industry experience
  
• Prior experience with omni-channel strategy
  
• Experience in a top-tier management consulting firm
  
• Prior experience growing a high growth industry-focused team
  
• Direct or indirect Sales experience
  
• Comfort with SQL
  

In-office expectations

Office-assigned Stripes in most of our locations are currently expected to spend at least 50% of the time in a given month in their local office or with users. This expectation may vary depending on role, team and location. For example, Stripes in our Bucharest, Romania site have an 80% in-office expectation, and those in Stripe Delivery Center roles in Mexico City, Mexico and Bengaluru, India work 100% from the office. Also, some teams have greater in-office attendance requirements, to appropriately support our users and workflows, which the hiring manager will discuss. This approach helps strike a balance between bringing people together for in-person collaboration and learning from each other, while supporting flexibility when possible.

Pay and benefits

The annual salary range for this role in the primary location is £108,900 - £163,300. This range may change if you are hired in another location. For sales roles, the range provided is the role’s On Target Earnings (“OTE”) range, meaning that the range includes both the sales commissions/sales bonuses target and annual base salary for the role. This salary range may be inclusive of several career levels at Stripe and will be narrowed during the interview process based on a number of factors, including the candidate’s experience, qualifications, and specific location. Applicants interested in this role and who are not located in the primary location may request the annual salary range for their location during the interview process.

Specific benefits and details about what compensation is included in the salary range listed above will vary depending on the applicant’s location and can be discussed in more detail during the interview process. Benefits/additional compensation for this role may include: equity, company bonus or sales commissions/bonuses; retirement plans; health benefits; and wellness stipends.