Sales Strategy and Operations, M&A

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
The Go-to-Market (GTM) Operations team works across Corporate Planning, GTM Strategy, Product, and regional Strategy and Operations. The team is responsible for landing Stripe’s annual planning cycle smoothly and on time. Its work spans three main areas:
Building the tools, processes, and strategic foundations for each planning cycle
Ensuring budgets, territories, targets, compensation plans, reporting, and enablement are delivered to the GTM organization on time
Managing in-year account, territory, quota, and related adjustments
This role will lead the sales strategy and operations work associated with mergers and acquisitions (M&A). You’ll help assess how acquired businesses fit into Stripe’s GTM model and translate acquisition plans into clear operational changes across account placement, territories, coverage, quotas, compensation, reporting, systems, and seller enablement. You’ll partner closely with Corporate Development, Sales, Finance, Product, Product Marketing, Deal Desk, Legal, and regional Strategy and Operations teams to support due diligence, integration planning, launch readiness, and post-acquisition execution.
What you’ll do
You’ll lead the sales strategy and operations work required to assess and integrate acquisitions into Stripe’s GTM organization. You’ll develop integration plans, design operating models, coordinate cross-functional execution, and help sales teams successfully bring acquired products to market.
Responsibilities
Partner with Corporate Development and GTM leaders during due diligence to assess sales motions, organizational structure, pipeline, customer segments, coverage models, systems, and operational risks
Translate acquisition strategy into an executable GTM integration plan with clear workstreams, owners, milestones, dependencies, decision points, and success measures
Design sales operating models for acquired products, including coverage, segmentation, account ownership, rules of engagement, lead routing, specialist support, partner motions, and customer expansion paths
Evaluate how acquired teams, products, customers, and pipelines should connect with Stripe’s existing sales processes and rhythm of business
Establish launch and integration readiness criteria covering seller readiness, systems and data, enablement, quoting, reporting, customer handoffs, and post-launch support
Coordinate execution across Sales, Corporate Development, Finance, Product, Product Marketing, Enablement, Deal Desk, Legal, and systems teams
Identify integration risks and execution gaps, recommend practical solutions, and escalate decisions with clear context and tradeoffs
Develop reporting and operating mechanisms that help leaders monitor integration progress, field adoption, pipeline health, and business performance
Support pricing, packaging, product catalog, quota, compensation, forecasting, and quote-to-cash workstreams in partnership with the relevant functional owners
Help establish durable ownership for ongoing processes before work transitions out of the integration phase
Build reusable due diligence, Day 1, Day 30, Day 90, launch readiness, and post-integration playbooks for future acquisitions
Use data and qualitative insights to evaluate integration outcomes and recommend adjustments to GTM strategy and execution
Who you are
We’re looking for someone who meets the minimum requirements to be considered for the role. If you meet these requirements, you’re encouraged to apply. The preferred qualifications are a bonus, not a requirement.
Minimum requirements
Bachelor’s degree in Business Administration, Operations Management, Finance, Economics, Management, or a related field.
10+ years of experience in sales strategy and operations, revenue operations, M&A integration, corporate strategy, management consulting, investment banking, or a similar strategic operating role
Experience leading complex, cross-functional programs in a technology, software, or similarly dynamic business environment
Strong understanding of business-to-business GTM models, including direct sales, specialist sales, sales development, inbound routing, partner channels, renewals, expansion, and customer migration
Ability to turn ambiguous business questions into structured analyses, operating models, workstreams, timelines, and decision frameworks
Strong analytical skills, including experience using data to identify risks, evaluate options, and measure business performance
Demonstrated program leadership skills, including milestone management, dependency tracking, risk management, stakeholder alignment, and escalation
Strong written and verbal communication skills, with the ability to explain complex issues, recommendations, and tradeoffs to senior stakeholders
A hands-on approach and the adaptability to work across strategy and execution in a fast-moving environment
Preferred qualifications
Experience supporting M&A due diligence, post-acquisition integration, or both
Experience designing or changing sales motions for new products, acquired products, or new customer segments
Experience with pricing and packaging, product catalog or stock-keeping unit transitions, quota and compensation planning, or quote-to-cash processes
Experience integrating sales processes, systems, data, reporting, or teams following an acquisition
Experience with usage-based business models or financial technology products
Proficiency with Structured Query Language (SQL), Google Sheets, Excel, or business intelligence tools
Experience building reusable M&A integration playbooks or GTM launch-readiness frameworks
Experience working with global sales organizations and regional GTM leaders
Experience using artificial intelligence and automation to improve analysis or operational workflows