Business Development Manager, Training & Certification

About the role

This role focuses on expanding the reach and impact of Stripe's Training & Certification programs. The manager will identify opportunities to integrate training into existing Stripe user engagements, analyze sales pipelines to ensure training plans are included in major implementations, and drive the acquisition of new learners to meet quarterly targets for certified individuals and active platform users. Success in this area means consistently growing the number of users engaging with Stripe's educational offerings.

A key part of this position involves directly engaging with large enterprise accounts. The manager will conduct detailed sessions to explain the long-term return on investment of a Stripe-certified workforce, aiming to integrate training into technical and product teams within these organizations. This also includes building a program to identify and leverage power users who can serve as advocates and case studies for the training's effectiveness.

The role also requires acting as an internal champion for the Training & Certification team. This involves training Stripe's Account Executives and Solutions Architects on how to position training as an essential component of every deal, rather than an optional add-on. Additionally, the manager will develop and maintain a model to quantify the impact of these training programs, collaborating with internal finance teams to demonstrate how trained organizations accelerate activation, adopt more multi-product solutions, and reduce support needs.

The annual salary for this position ranges from $172,900 to $259,300.

Skills that matter here

• Business Development: This role requires identifying and pursuing new opportunities for Stripe's training programs within the user base and enterprise accounts.
• Channel Management: The manager will work with internal sales channels, like Account Executives, to integrate training offerings into their sales processes.
• Enterprise Evangelism: A core responsibility is to promote the value of Stripe's training to large enterprise clients and their technical teams.
• ROI Modeling: The role involves developing and maintaining models to quantify the financial benefits and impact of the training and certification programs.
• Stakeholder Management: Success depends on influencing internal and external teams, including sales, solutions architects, and enterprise clients, without direct authority.
• SaaS Experience: Previous experience in a Software as a Service environment is preferred, indicating familiarity with the business model and customer engagement.

Who this role suits

• A person who thrives on identifying and pursuing new opportunities to expand program adoption.
• Someone with a strong ability to articulate the value of educational programs to both technical and executive audiences.
• An individual skilled at influencing internal teams and external partners to achieve shared goals without direct managerial control.
• A candidate who is comfortable with analytical tasks, including developing models to demonstrate program impact.

From the employer

• Opportunity Attachment: Identify and attach T&C offerings to viable Stripe user opportunities, analyzing the sales pipeline to ensure that every major opportunity or implementation includes a robust training plan.
• Learner Acquisition & Growth: Drive the adoption of Stripe’s training certification programs, owning quarterly targets focused on the number of certified learners and active platform users, ensuring we hit our growth milestones regardless of the initial price point.
• User Reference Program: Build and scale a Stripe Training & Certification Champions program, identifying power users who have leveraged Stripe training to transform their businesses and turn them into vocal advocates and case studies.
• Enterprise Evangelism: Directly engage with our largest Enterprise accounts, conducting deep-dive sessions to evangelize the long-term ROI of a Stripe-certified workforce, penetrating deep into technical and product teams.
• Internal GTM Amplification: Act as the primary internal advocate for T&C within Stripe, training our Account Executives (AEs) and Solutions Architects (SAs) on how to position training as a must-have rather than a nice-to-have in every deal.
• Value Engineering & ROI Modeling: Develop and maintain a Training ROI Model to quantify the impact of our Training & Certification offerings, partnering with companion organizations such as Finance to demonstrate that Trained Organizations activate on Stripe significantly faster, adopt a higher volume of multi-product solutions (e.g., Billing, Tax, and Treasury), and experience a marked decrease in support tickets and operational overhead.

• 10+ years of experience in Business Development, Channel Management, or Enablement Sales (SaaS experience preferred).
• Proven track record of meeting or exceeding acquisition-based quotas (e.g., users, seats, or certifications).
• Exceptional communication skills with experience presenting to technical and executive audiences.
• Ability to navigate internal GTM motions and influence stakeholders without direct authority.
• A User First mindset.

• Competitive salary range of $172,900 - $259,300.
• Opportunity to work remotely in the United States.
• Engage with a diverse audience and make a significant impact on their businesses.