Strategy and Operations Lead, Deal Pricing

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

Deal Pricing is a dedicated global function that provides deal pricing expertise, financial insights, and deal support for negotiated users to Stripe's global Go-to-Market teams. We work to ensure deals create economic value for Stripe by establishing the deal commercial framework for a scaling sales organization, actively supporting large and strategic deals, and providing pricing insights and feedback to sales, finance, and product leaders. Deal Pricing frequently works with cross-functional business partners across Operations, Finance and Strategy, and Product. There is constant collaboration with Deal Pricing colleagues across all regions.

Rather than pricing individual deals, this Strategy and Operations (S&O) role acts as a central engine behind the global deal pricing team. You’ll serve as a "Chief of Staff" function to Deal Pricing leadership—owning the global operating model, driving cross-functional process excellence, managing our strategic operating rhythm, and codifying our commercial knowledge so Stripe can scale its GTM velocity.

What you’ll do

Strategic planning and operating rhythm

• Drive strategy execution. Translate high-level annual goals into actionable quarterly OKRs, ensuring clear ownership and measurable progress.

• Manage the operating cadence. Facilitate the team’s operating rhythm (MBRs, QBRs, and leadership syncs) to drive accountability, surface risks, and unblock cross-functional dependencies.

• Strategic telemetry and insights. Collaborate with our tooling and analytics team to track functional performance, using data to inform pricing strategy, operational pivots, and executive decision-making.

Commercial governance and friction management

• Optimize cross-functional SLAs. Act as the primary bridge between Sales velocity and risk-mitigation functions (Deal Strategy, Finance, Treasury). Define and enforce SLAs for deal pricing approvals to ensure global consistency.

• Resolve bottlenecks. Proactively identify process friction, working with partner ops teams to redesign playbooks and clarify decision-making boundaries.

Knowledge infrastructure and sales enablement

• Codify the "Deal pricing playbook." Build and maintain a single source of truth for deal pricing frameworks, guidelines, and Standard Operating Procedures (SOPs), ensuring documentation is version-controlled and highly discoverable.

• Scale sales self-service. Partner with Sales Enablement to translate complex commercial policies into self-serve guides and playbooks, empowering Sales to execute simple deals independently.

Process and AI architecture

• Systems roadmap. Act as a lead for our CRM and CPQ evolution, transforming manual, spreadsheet-based pricing into automated, scalable workflows.

• Deploy AI for efficiency. Proactively identify and implement AI and LLM solutions to accelerate operations—including automating documentation, summarizing legacy contract terms, and extracting data from unstructured sales comm

Responsibilities

• Translate high-level annual goals into actionable quarterly OKRs.
• Facilitate the team’s operating rhythm including MBRs, QBRs, and leadership syncs.
• Collaborate with tooling and analytics teams to track functional performance and inform strategy.
• Define and enforce SLAs for deal pricing approvals across Sales, Finance, and Treasury.
• Identify process friction and redesign playbooks to resolve bottlenecks.
• Build and maintain a single source of truth for deal pricing frameworks and SOPs.
• Partner with Sales Enablement to create self-serve guides for the sales team.
• Lead CRM and CPQ evolution to transform manual workflows into automated systems.
• Implement AI and LLM solutions to automate documentation and data extraction.