Enterprise Services Manager, Professional Services Sales

Job Overview

As an Enterprise Services Manager, you will be a quota-carrying services seller and strategic advisor for Stripe's largest users. You will originate, shape, and close complex advisory, implementation, and transformation engagements.

Responsibilities

Own Enterprise Professional Services Opportunities

• Own Professional Services bookings, pipeline creation, qualification, and forecasting across an assigned set of strategic enterprise accounts.
• Partner with Account Executives and Solutions Architects on account plans that identify where Professional Services can accelerate adoption, reduce implementation risk, and unlock expansion.
• Engage early in complex opportunities to shape the services strategy, customer value proposition, and path to implementation.
• Build and maintain accurate forecasts, close plans, and stakeholder maps for complex, multi-party sales cycles.
• Identify follow-on advisory, implementation, and transformation opportunities as customers expand their use of Stripe.

Lead Discovery and Shape Practical Solutions

• Lead executive discovery sessions, assessments, and workshops with customer stakeholders across product, engineering, finance, operations, risk, security, and procurement.
• Understand a customer's business objectives, current environment, technical architecture, operating model, and implementation constraints.
• Translate customer requirements into a practical services approach, including scope, assumptions, dependencies, milestones, risks, success measures, and an activation and realization plan.
• Partner with Solutions Architecture, Product, Engineering, delivery teams, and external partners to validate feasibility and create solutions that are valuable to customers and deliverable by Stripe.
• Advise senior customer leaders on business cases for digital transformation, platform adoption, operational efficiency, and new revenue opportunities.

Drive Commercial Execution

• Create tailored proposals, pricing approaches, and Statements of Work for advisory, implementation, packaged, and phased transformation engagements.
• Shape commercial models that balance customer outcomes, delivery confidence, scope clarity, and long-term Stripe adoption.
• Lead negotiations with senior customer stakeholders, procurement, legal, and internal partners.
• Manage scope, resourcing, dependencies, implementation risk, and customer expectations before work begins.
• Apply strong commercial judgment to determine when a customer needs a focused assessment, a defined implementation package, a broader transformation roadmap, or partner-delivered support.

Connect Sales to Delivery and Product Strategy

• Prepare delivery teams with clear customer context, business outcomes, decision history, risks, assumptions, and stakeholder expectations.
• Maintain continuity from opportunity creation through customer kickoff and early delivery.
• Partner with Customer Success, Delivery, and Support teams to help customers progress from signature to activation, adoption, and expansion.
• Surface recurring enterprise customer needs and market insight to Product and Engineering teams to inform Stripe's product strategy.
• Contribute to repeatable sales plays, service offerings, tools, and best practices that improve how Stripe sells and delivers Professional Services.

AI and Emerging Technology

Stripe customers are increasingly evaluating AI-enabled products, automation, and new digital business models. You do not need to be an AI engineer or researcher, but you should be comfortable discussing how AI-related initiatives affect data readiness, integrations, security, privacy, governance, adoption, and implementation sequencing.

You will use AI-enabled tools responsibly to improve account research, solutioning, documentation, forecasting, and delivery visibility, while applying sound judgment and validating recommendations with the appropriate technical and delivery experts.

Requirements

• 5+ years of experience selling Professional Services, consulting, implementation, managed services, or complex technology solutions to enterprise customers.
• A track record of originating, shaping, and closing sizable services or transformation engagements.
• Experience owning a services sales cycle from discovery through proposal, SOW development, negotiation, contract signature, and delivery handoff.
• Experience leading executive-level discovery, workshops, assessments, or business-case conversations.
• Ability to understand complex business and technical requirements and translate them into an executable services approach.
• Experience partnering effectively with Account Executives, Solutions Architects, delivery teams, Product, Engineering, and external partners.
• Strong commercial judgment across scope, pricing, assumptions, dependencies, risks, resourcing, and customer expectations.
• Working knowledge of APIs, integrations, cloud-based platforms, data flows, and enterprise implementation considerations.
• Ability to manage competing priorities, navigate ambiguity, and maintain a rigorous pipeline and forecast.

Preferred Qualifications

• Experience in payments, fintech, financial infrastructure, billing, marketplaces, money movement, fraud, risk, or digital commerce.
• Experience selling to senior product, engineering, finance, operations, security, or technology leaders.
• Experience with enterprise integrations, cloud adoption, APIs, platform implementations, data modernization, or digital transformation programs.
• Experience selling packaged, phased, outcome-oriented, or partner-delivered services.
• Familiarity with AI-enabled software or automation, including practical implementation questions around data, security, governance, adoption, and measurable business value.
• Experience in a high-growth technology company, cloud provider, enterprise SaaS company, consulting firm, or systems integrator.