Description
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.
Responsibilities
- Lead enterprise-level partner deals from sourcing through close, managing multi-stakeholder negotiations and driving adoption.
- Evolve verticalized GTM strategy across Enterprise (e.g., insurance, tech platforms). Support expansion where appropriate.
- Curate a TAM-expanding pipeline, and project manage the closure of the key target partners.
- Collaborate closely with product teams: Payments, Credit, and Identity/Fraud to align go-to-market efforts.
- Translate partner and customer needs into structured opportunities, ensuring Plaid's differentiated value is clear.
- Navigate long sales cycles (6–12 months) with complex decision dynamics, building urgency against the status quo.
- Segment AE / seller enablement & coaching relating to the Reseller Partnership model.
- Accountability to quarterly partner acquisition targets and vertical penetration goals - Acquisition strategy building and ACV forecasting.
- Solve complex partner challenges through creative problem solving by working cross-functionally with Sales, Risk, Legal, Finance, Commercial, Marketing, and Business Operations.
Qualifications
- 7+ years of experience in partnerships, business development, and/or sales.
- Enterprise Partnerships experience is strongly preferred.
- Demonstrated ability to execute and win 7-figure+ ARR deals
- Strong understanding of Plaid's differentiated value proposition across data flows, compliance, APIs, and value-added products (e.g., Signal, Plaid Check).
- Ability to clearly articulate Plaid's role in customer success through both technical and business lenses.
- Proven ability to navigate complex, multi-stakeholder deal environments with long cycles.
- Excellent collaboration and communication skills to drive alignment across teams.
- Customer empathy and deep desire to see partners succeed.
- Natural curiosity and adaptability.
- Familiarity in financial services and technical products; a high degree of intellectual curiosity.
- Excitement to work in a high-growth, ever-changing environment and to help build processes and tools as needed.
Additional Information
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.