Description
Job Description
As Head of AMER Startup (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.
Key Responsibilities
- 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
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.
Preferred Qualifications
- 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
- Experience designing comp plans for expansion-focused teams
- Track record of building or leveraging AI/automation to scale coverage beyond linear headcount growth