Head of Sales Development, AMER

Job Overview

The Head of Sales Development, AMER role at Stripe is an operator-builder and change leader position. You will be responsible for redesigning AMER Sales Development for an AI-first future while raising the bar for human discovery, qualification, user engagement, pipeline progression, and seller handoffs.

Responsibilities

• Lead the AMER Sales Development org through a team of sales development managers, who in turn manage the SDRs driving roughly 60% of Stripe's overall sales pipeline.
• Set segmentation and coverage strategy across startups, digital natives, commercial, and enterprise accounts, and direct how managers structure their teams to pursue the right leads and accounts for quality and volume.
• Own outbound strategy for AMER, including target markets, account and contact prioritization, and multi-touch outreach across email, LinkedIn, video, and phone.
• Partner with AMER sales leadership, Marketing, and Sales Development Systems to align pipeline targets, lead routing, and tooling with go-to-market priorities.
• Develop and coach sales development managers directly, building their people management and pipeline strategy skills.
• Manage the org against opportunity count and cumulative revenue generation, reviewing manager-level performance and reallocating coverage or adjusting strategy where the data points to it.
• Represent Sales Development in AMER sales leadership planning, bringing an operator's view of pipeline health, capacity, and org productivity.

Requirements

• 10+ years of relevant commercial leadership experience in Sales, Sales Development, Revenue Operations, Enablement, lead qualification, or a related function.
• Proven manager-of-managers leadership, including manager development, organizational design, and accountability through layers.
• Deep experience across inbound and outbound sales-development motions, including qualification, routing, handoff, conversion, pipeline quality, and commercial performance management.
• AI-first operating leadership: ability to redesign roles, workflows, and capacity around agents and automation while protecting user experience, quality, and sound human judgment.
• Full-funnel ownership: a record of improving qualified pipeline, SQOs, conversion, progression, and revenue outcomes.
• Strong cross-functional influence and know how to work with Sales, Marketing, Growth, Operations, and systems teams to create shared plans and accountability.

Preferred Qualifications

• Experience leading AI-assisted sourcing or SDR-in-the-loop workflows.
• Experience with MEDDIC-style qualification, pipeline defibrillation, aging-pipeline recovery, or later-funnel commercial support.
• Experience developing internal AE talent into people leaders or Sales Development managers.
• Deep familiarity with AMER segment design, field-sales coverage, vendor operations, or commercial-systems partnerships.