Who we are

About Stripe

Stripe is a financial infrastructure platform for businesses and organizations. Millions of people - from the world’s largest enterprises to the most ambitious startups and now key public institutions - use Stripe to accept payments, grow their revenue, and intelligently manage funds. 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 the Public Sector Industry Strategist, you will uncover growth opportunities and make informed recommendations. You will drive the development of strategic partnership development and GTM plays tailored to high-potential use cases, ensuring that our cross-functional 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 Public Sector (Governments, Universities, School Districts, Utilities, and more) 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.
GTM Play Development: Create, iterate, and implement go-to-market plays for identified use cases. Ensure account 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 account 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 Public Sector and have a proven track record of working in or with that sector. You possess a deep understanding of the unique challenges and opportunities that governments and other public sector organizations face.

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

11+ years experience in public sector, technology, or payments industry roles.
Proven experience in public sector industry strategy, business development, or related fields.
Ability to understand complex technical requirements and craft solutions across multiple stakeholders.
Experience in defining user needs and translating those needs into solutions and 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 up to 20% to industry events, Stripe-led events or key customer meetings.

Preferred qualifications

Payments and/or Enterprise Software industry experience
Experience in a top-tier management consulting firm
Prior experience growing a high growth industry-focused team
Prior experience working on or with Sales teams
Comfort with SQL

Industry Strategist - Public Sector