Business Development Manager, Training & Certification

About the role

This role involves identifying opportunities to integrate Stripe's training and certification offerings into sales processes and major implementations. The manager will analyze the sales pipeline to ensure training plans are part of significant deals, aiming to increase the number of certified learners and active platform users. Success in this area means consistently meeting growth targets for learner acquisition.

A key part of the position is engaging with large enterprise accounts to highlight the return on investment of a Stripe-certified workforce. This includes conducting detailed sessions with technical and product teams to demonstrate the value of training. Additionally, the role requires developing a program to turn power users into advocates, collecting case studies that showcase how training has benefited their businesses.

The Business Development Manager also serves as an internal champion for training and certification within Stripe. This involves educating Account Executives and Solutions Architects on how to position training as an essential component of every deal. The role will also develop and maintain a model to quantify the impact of training, demonstrating how it accelerates activation, increases multi-product adoption, and reduces support needs.

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

Skills that matter here

• Business Development: This role requires identifying and pursuing opportunities to integrate training programs into Stripe's sales and user base.
• Channel Management: The manager will work with internal sales channels, like Account Executives and Solutions Architects, to position training offerings.
• SaaS Experience: A background in Software as a Service is preferred for understanding the context of Stripe's platform and user base.
• Learner Acquisition: A primary responsibility is to drive the adoption of training programs and increase the number of certified individuals.
• Enterprise Evangelism: The role involves engaging with large enterprise clients to promote the value and long-term benefits of a trained workforce.
• ROI Modeling: The manager will develop models to quantify the financial impact and value of Stripe's training and certification programs.

Who this role suits

• A person who thrives on meeting and exceeding acquisition-based quotas for users or certifications.
• Someone adept at communicating complex information to both technical and executive audiences.
• An individual who can navigate internal organizational structures and influence stakeholders without direct authority.
• A professional with a 'User First' mindset, consistently prioritizing the needs and experience of the end-user.

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.