Partner Development Manager, Terminal Product Partnerships

Who we areAbout 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 Terminal Partnerships team sits within the Global Partnerships Expansion and Incubation Pillar; sourcing, developing and managing relationships and programs that enable and expand Stripe’s in-person payment products. Stripe’s in-person payment products provide Stripe users tools to extend their online presence into the physical world and help all merchants create a unified commerce experience. With Stripe Terminal, users can unlock the in-person payment experiences best suited for their business model—whether it’s creating a flagship retail experience, unifying online and offline commerce or enabling a consumer mobile device to accept payments. The Terminal Partnerships team is responsible for developing and managing relationships; executing on high-impact, cross-functional initiatives to launch new product experiences and drive growth for Stripe Terminal globally through with partners.. 

In 2024, we expanded our Terminal partnership ecosystem considerably; bringing  flexibility and innovation to unified commerce through partnerships with market leading POS solutions, platforms such as FreedomPay and 3P hardware in support of expanding Tap to Pay on Android. Through these partnerships, we are able to better serve modernizing enterprises and platforms across the Retail, Hospitality and F&B industries. This is only the beginning as we drive Stripe Terminal to new levels of usability and reach in 2025 and beyond.

What you’ll do

We are looking for a Partner Development Manager who will be responsible for identifying new opportunities, driving recommendations for partnerships that create product differentiation, managing new and existing partner relationships and optimizing partnerships for growth.  This role will collaborate closely with cross-functional teams including Product, Legal, Engineering, Finance,  GTM and other teams to evaluate product and business initiatives and execute new partner agreements to accelerate Terminal’s growth and ecosystem expansion. We are looking for a strategic, entrepreneurial business development manager with strong product instincts, experience negotiating and formalizing partnership agreements, building partner programs and working with cross-functional teams.

Responsibilities

• Identify, develop and lead new partnerships  that empower our users to build or launch point-of-sale experiences that will shape the future of in-person commerce e.g.,  new capabilities, software or hardware products and/or commercial models.
• Structure and negotiate first-of-kind deals for initial product enablement or go-to-market partnerships with large B2B technology companies, in existing and new geographies.
• Collaborate closely with Product, Engineering, Technical Project Managers, Legal, Marketing and other cross-functional partnership teams to develop and execute our Terminal strategy.
• Understand our partners’ key priorities, challenges, and internal roadmaps; regularly communicate insights and recommendations to the Terminal team. 
• Develop strategic perspectives based on market and partner insights, actively contributing a POV to our product strategy.
• Work with partners to define, deliver and manage KPIs, joint roadmaps and success metrics to deliver impact and scale partnerships. 
• Manage QBRs, account plans, account mapping and cross functional engagement.

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+ years of experience in product partnerships, business development, partner management or corporate development, working closely with other technology or fintech companies on platform or new business development
• Domain expertise in Payments, Enterprise software,  Commerce and/or Hardware
• Technical acumen, an ability to understand Stripe’s product portfolio and strategy and use this understanding to define requirements with partners and evaluate new partnership opportunities
• Strong agency, can handle ambiguity in a fast-moving organization, and thrives on a high level of autonomy and responsibility
• Exceptionally strong communication skills, in both verbal and written form, and ability to influence stakeholders across a wide variety of functions
• Experience managing partnerships with significant cross functional engagement models
• Humility and leads by example, setting the right context and helping teammates do their best work

Preferred qualifications

• 2+ years of experience working with in-person payment acceptance, devices/hardware, payment orchestration or gateways.  
• A track record of developing high-impact partnerships with significant internal and external dependencies
• Experience bringing  new product to market with a partner