We believe that the way people interact with their finances will drastically improve in the next few years. We’re dedicated to empowering this transformation by building the tools and experiences that thousands of developers use to create their own products. Plaid powers the tools millions of people rely on to live a healthier financial life. We work with thousands of companies like Venmo, SoFi, several of the Fortune 500, and many of the largest banks to make it easy for people to connect their financial accounts to the apps and services they want to use. Plaid’s network covers 12,000 financial institutions across the US, Canada, UK and Europe. Founded in 2013, the company is headquartered in San Francisco with offices in New York, Washington D.C., London and Amsterdam.
Plaid’s Fintech Sales team is responsible for our relationships with some of the most important and fastest-growing companies in financial services. Many of these companies have long-standing relationships with Plaid, and this team’s mandate is to deepen those partnerships — expanding product adoption, enabling customer growth, and ensuring Plaid remains the infrastructure provider of choice as these customers scale.
You will lead an established, high-performing team of Named Account Executives who manage Plaid’s largest fintech accounts. This is not a greenfield build — it’s a team with real momentum, strong customer relationships, and meaningful revenue. The opportunity is to raise the bar further: strengthen Plaid’s market-leading position in fintech by driving deeper product adoption across existing accounts, winning strategic new logos, and developing the AEs on your team into consistently elite performers.
The primary motion is expansion. The majority of your AEs’ accounts already use Plaid — the job is to grow those relationships through new products, new use cases, and new business units, while also adding competitive new logos to the book. You’ll be in deals with your team as a coach and escalation point, helping AEs navigate multi-stakeholder cycles from technical champion to economic buyer, without taking ownership away from them.
Responsibilities
• Manage a team of 6–8 Named Account Executives focused on Plaid’s largest fintech accounts, driving growth through expansion of existing relationships and competitive new logo acquisition.
• Coach AEs to identify and drive expansion opportunities proactively — new products, new use cases, new business units — rather than waiting for inbound signals.
• Build and refine the account strategy for Plaid’s top fintech customers alongside your AEs, including executive value messaging, pitch positioning, and coordinated go-to-market efforts with Marketing.
• Grow existing accounts by driving multi-product adoption and deepening executive-level relationships.
• Attain consumption-based revenue targets through a disciplined, data-driven pipeline operating rhythm.
• Develop your team through structured 1:1s, deal reviews, and skill-specific coaching that closes the gap between strong performers and elite ones.
• Maintain a high recruiting bar — assess and close exceptional AE talent as the team grows, selecting for people who thrive in an expansion-oriented selling motion.
• Manage performance with transparency — set clear expectations, act early when someone isn’t tracking, and make tough calls when necessary.
• Collaborate closely with Marketing, Product, Account Management, Legal, and Commercial teams to maintain a consistently high win rate and remove friction from deal cycles.
• Engage directly in strategic deals as a coach and escalation point, while ensuring your AEs retain ownership and develop their own executive-level selling capabilities.
Qualifications
• 10+ years of sales experience in B2B SaaS or platform/infrastructure sales, with meaningful exposure to fintech, payments, or financial services.
• 5+ years of frontline sales management experience leading teams of quota-carrying AEs.
• Demonstrated track record of coaching account executives to close and grow accounts in the $100K–$1M+ ARR range, with specific experience in expansion and land-and-expand motions.
• Experience leading a team oriented around named accounts or industry verticals — not just geographic territories.
• Strong data discipline — you use pipeline and forecast data to change what your team does, not just report it upward.
• Proven ability to operate cross-functionally, influencing product, legal, and marketing without positional authority.
• Outstanding communication and executive presence, with experience managing the sales cycle from technical champion to C-suite economic buyer.
• A coaching-first leadership style — you develop your people through the deals, not by taking the deals away from them
Nice to Have
• Experience selling API-first or developer-focused products.
• Familiarity with consumption-based or usage-based pricing models.
• Background in open banking, identity verification, payments, or adjacent fintech infrastructure.
• Experience managing hybrid or distributed teams across multiple offices.
Our mission at Plaid is to unlock financial freedom for everyone. To support that mission, we seek to build a diverse team of driven individuals who care deeply about making the financial ecosystem more equitable. We recognize that strong qualifications can come from both prior work experiences and lived experiences. We encourage you to apply to a role even if your experience doesn't fully match the job description. We are always looking for team members that will bring something unique to Plaid!
Plaid is proud to be an equal opportunity employer and values diversity at our company. We do not discriminate based on race, color, national origin, ethnicity, religion or religious belief, sex (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender, gender identity, gender expression, transgender status, sexual stereotypes, age, military or veteran status, disability, or other applicable legally protected characteristics. We also consider qualified applicants with criminal histories, consistent with applicable federal, state, and local laws. Plaid is committed to providing reasonable accommodations for candidates with disabilities in our recruiting process. If you need any assistance with your application or interviews due to a disability, please let us know at accommodations@plaid.com.
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