Proposal Lead

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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 Business Value Consulting & Pursuits team focuses on driving long term growth and value creation for Stripe’s largest and most strategic users. We translate Stripe\’s technical innovation into measurable business outcomes, crafting sophisticated value-led proposals that secure and expand relationships with the world\’s leading organizations.

What you’ll do

We are looking for a Proposal Lead with creativity, attention to detail, and sales savvy to support Request for Proposals or Information (RFPs/RFIs) for our largest pursuits. This includes crafting a complete and compelling narrative, ensuring the timely submission of high-quality proposals that meet customer requirements, all while developing bid-winning strategies, mechanisms, and processes to ensure scalability. The Proposal Lead serves as a critical bridge between our innovative solutions and our most complex enterprise opportunities.

Ideal candidates should demonstrate a sound understanding of bid management and be able to effectively communicate and manage relationships with a range of stakeholders and leadership teams. You will love this job if you are a natural relationship and mechanism builder.

Responsibilities

• Lead and coordinate the end-to-end bid management process with minimal oversight, including reviewing bid invitations, conducting bid/no-bid analysis and establishing timelines.
• Understand the business and technical requirements of our customers to demonstrate access in winning bids through effective proposal management.
• Create compelling and persuasive bid content, including executive summaries, value propositions, and strategic pricing recommendations that clearly articulate Stripe\’s competitive advantages.
• Orchestrate cross-functional collaboration among internal stakeholders (sales, solution architects, legal, privacy, security, and other SMEs), ensuring comprehensive responses to all bid components.
• Coordinate, facilitate, and lead bid review meetings, ensuring key stakeholders provide input and address concerns or blockers, to ensure timely submission.
• Thrive in time-sensitive environments by expertly managing RFP deadlines, prioritizing critical work streams, and delivering high-quality proposals under tight timelines while keeping stakeholders aligned and focused on key objectives.
• Develop and execute strategic proposals that align Stripe\’s long-term goals and vision with customer requirements.
• Support coordination of the pricing and commercial structuring of multithreaded product use cases.
• Rapidly establish credibility and trust with internal stakeholders through expertise, reliability, and a consultative approach.
• Continuously refine bid processes, templates, and best practices to drive operational efficiency and effectiveness.
• Monitor and track bid performance metrics for reporting, analyzing win/loss data to identify trends and areas for improvement.

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.

• 10+ years of experience in bid management/deal management/procurement/pricing strategy/financial consulting/legal.
• Experience working in ambiguous, quickly scaling environments, comfortable with high-agency.
• Experience in managing bids for complex and large-scale projects.
• Strong understanding of the bid and deal lifecycle, development, proposal writing, and project management skills.
• Strong communication skills and executive presence to effectively communicate with cross-functional teams and leadership.
• Proficiency in using bid management software.
• Experience working in Payments and/or SaaS and familiar with industry-specific bid requirements.
• Demonstrated business sense with ownership and ability to scale mechanisms.

Preferred qualifications

• Has a strong understanding of the Payment’s domain and can sell and communicate the vision for one-of-a-kind use cases.
• Understanding pricing strategies within the bid development space.
• Possess PgMP or PMP certification.

Hybrid work at Stripe

This role is available either in an office or a remote location (typically, 35+ miles or 56+ km from a Stripe office).

Office-assigned Stripes spend at least 50% of the time in a given month in their local office or with users. This hits a balance between bringing people together for in-person collaboration and learning from each other, while supporting flexibility about how to do this in a way that makes sense for individuals and their teams.

A remote location, in most cases, is defined as being 35 miles (56 kilometers) or more from one of our offices. While you would be welcome to come into the office for team/business meetings, on-sites, meet-ups, and events, our expectation is you would regularly work from home rather than a Stripe office. Stripe does not cover the cost of relocating to a remote location. We encourage you to apply for roles that match the location where you currently or plan to live.

Pay and benefits

The annual salary range for this role in the primary location is €84,000 – €126,000. This range may change if you are hired in another location. For sales roles, the range provided is the role’s On Target Earnings (“OTE”) range, meaning that the range includes both the sales commissions/sales bonuses target and annual base salary for the role. This salary range may be inclusive of several career levels at Stripe and will be narrowed during the interview process based on a number of factors, including the candidate’s experience, qualifications, and specific location. Applicants interested in this role and who are not located in the primary location may request the annual salary range for their location during the interview process.

Specific benefits and details about what compensation is included in the salary range listed above will vary depending on the applicant’s location and can be discussed in more detail during the interview process. Benefits/additional compensation for this role may include: equity, company bonus or sales commissions/bonuses; retirement plans; health benefits; and wellness stipends.

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