Account Executive - Startups, Hunter ANZ

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 Platform Sales team works with B2B software platforms to help them facilitate payments for their customers using our Stripe Connect product. Software platforms, also known as B2B Indirect, are software platform businesses who serve other businesses. Platforms already using Stripe include Shopify and Mindbody. As a key member of the Stripe Platforms team, you'll manage and elevate relationships with a named account list while identifying new growth opportunities and ways Stripe can exceed expectations. WHAT YOU'LL DO As an Account Executive, you'll create partnerships between Stripe and the most innovative and fastest-growing software platforms in the world by helping them to understand how the Stripe online commerce infrastructure can make payments a competitive advantage for their businesses. You are an adept salesperson and relationship manager capable of engaging in business-level and technical conversations at multiple levels of the organization, including the CTO, COO, and CFO. You have experience working with enterprise companies. You have an in-depth understanding of the buyer journey and can lead a complex, multi-party sale in a highly consultative manner. You are used to building value in competitive situations and enjoy working on products that require deep product understanding, combined with technical knowledge. You are naturally curious and enjoy digging into business models and helping customers quantify their investment decisions. You get excited about prospecting, and are capable of independently leading a sales cycle from start to finish. Finally, you enjoy building — [please complete this sentence] — and like to actively participate in the development of our sales process, the articulation of our value proposition, and the creation of key tools and assets. If you're motivated, smart, persistent, and a great teammate, we want to hear from you. RESPONSIBILITIES * Directly manage and nurture a named account list and develop account plans for winning and expanding business with enterprise companies * Build and maintain key relationships with C-level executives, while orchestrating the right executive touch points as well * Contribute to shaping our platform partnership strategy and building repeatable processes and scaled engagement models * Develop outbound strategies to create and nurture opportunities * Own the full sales cycle from lead to close for enterprise companies * Develop relationships with executive stakeholders at new and existing clients * Work with company leaders from multiple functions (e.g., Engineering, Product, and Finance) to lead complex product workshops and financial analyses * Lead and contribute to team projects to develop and refine our sales process * Engage with Product and Engineering teams to help drive product strategy 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 are encouraged to apply. The preferred qualifications are a bonus, not a requirement. MINIMUM REQUIREMENTS * 7–10+ years of sales experience with a track record of top performance, ideally selling a technical product or service at an API-first or fintech company * Proven ability to lead complex, multi-party sales from inception to close in a highly consultative manner, including bespoke commercial negotiations * Strong technical aptitude — able to understand complex problems and clearly articulate how Stripe solutions address them * Excellent communication skills, both verbal and written, with the ability to become a trusted resource for decision-makers across technology and finance organizations * Positive attitude and tireless work ethic when navigating internal and external blockers in a fast-paced, ambiguous environment * Deep interest in technology and financial infrastructure, with curiosity and excitement for the fintech space * Fastidious approach to CRM hygiene and sales forecasting, with the ability to communicate pipeline metrics clearly on a weekly and quarterly basis

We're looking for an Account Executive to join our ANZ team focused exclusively on Digital Native Businesses (DNBs). This is one of the most exciting growth areas within MongoDB. You will work with some of the region's most innovative software, fintech, AI-native and technology companies, helping them build and scale modern applications on MongoDB. Your focus will be twofold * Winning new customers across the ANZ Digital Native ecosystem * Helping early-stage MongoDB customers expand their adoption as they build and scale AI-powered applications This role requires a true hunter mentality combined with the ability to engage technical and business stakeholders alike. You will work closely with founders, CTOs, engineering leaders, product teams and developers, helping customers move from experimentation to production-scale applications. You will collaborate closely with AWS, Microsoft and Google Cloud teams, as well as consulting and technology partners, participating in AI-focused events, startup communities and ecosystem initiatives across the region. This is a unique opportunity to sit at the intersection of enterprise technology, venture-backed innovation and the next generation of AI-powered applications. The successful candidate will become a trusted advisor to some of the region's most innovative companies as they navigate modernization, cloud transformation and AI adoption. REQUIREMENTS * 5+ years of successful enterprise technology sales experience * Proven track record of new business acquisition and quota attainment * Strong executive communication and relationship-building skills * Self-starter with a strong hunter mindset and passion for building pipeline * Comfortable operating in fast-moving, high-growth environments * Experience working with AWS, Google Cloud, Microsoft or broader technology ecosystems is highly desirable * Experience selling into software, fintech, SaaS, AI-native or Digital Native organisations ABOUT MONGODB MongoDB is built for change, empowering our customers and our people to innovate at the speed of the market. We have redefined the database for the AI era, enabling innovators to create, transform, and disrupt industries with software. MongoDB’s unified database platform, the most widely available, globally distributed database on the market, helps organizations modernize legacy workloads, embrace innovation, and unleash AI. Our cloud-native platform, MongoDB Atlas, is the only globally distributed, multi-cloud database and is available across AWS, Google Cloud, and Microsoft Azure. With offices worldwide and over 60,000 customers, including 75% of the Fortune 100 and AI-native startups, relying on MongoDB for their most important applications, we’re powering the next era of software. Our compass at MongoDB is our Leadership Commitment, guiding how and why we make decisions, show up for each other, and win. It’s what makes us MongoDB.  To drive the personal growth and business impact of our employees, we’re committed to developing a supportive and enriching culture for everyone. From employee affinity groups, to fertility assistance and a generous parental leave policy, we value our employees’ wellbeing and want to support them along every step of their professional and personal journeys. Learn more about what it’s like to work at MongoDB, and help us make an impact on the world! MongoDB is committed to providing any necessary accommodations for individuals with disabilities within our application and interview process. To request an accommodation due to a disability, please inform your recruiter. MongoDB is an equal opportunities employer. REQ ID: 425111