Business Development Manager, Training & Certification

About the Role

Stripe is looking for a high-energy, strategic Business Development Manager (BDM) for Training & Certification (T&C). This role focuses on learner acquisition and ecosystem proficiency, acting as a bridge between Stripe's learning offerings and user organizations (from digital natives to Enterprises) that need to scale their businesses. While you'll be hitting quotas, the primary goal is not immediate revenue but user adoption and proficiency.

Responsibilities

• Opportunity Attachment: Identify and attach T&C offerings to viable Stripe user opportunities by analyzing the sales pipeline to ensure a robust training plan is included in every major opportunity or implementation.
• Learner Acquisition & Growth: Drive the adoption of Stripe’s training certification programs, owning quarterly targets for certified learners and active platform users, ensuring growth milestones are met 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 turning them into vocal advocates and case studies.
• Enterprise Evangelism: Directly engage with Stripe's 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 Account Executives (AEs) and Solutions Architects (SAs) on how to position training as a must-have in every deal.
• Value Engineering & ROI Modeling: Develop and maintain a Training ROI Model to quantify the impact of Training & Certification offerings. Partner with organizations like 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. Use these metrics to build a compelling business case for prioritizing training early and often in the user lifecycle.

Minimum Requirements

• 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, genuinely caring about the success of the people using Stripe.