About the Team

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.

About the Role

You will lead an established, high-performing team of Territory Account Executives who manage Plaid's fast-growing 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 new logo acquisition. The majority of your AEs' accounts don't yet use Plaid - the job is to secure those new logos and grow existing relationships through new products, new use cases, and new business units. 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 5-7 Territory Account Executives focused on Plaid's 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 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 are self-starters and thrive in a fast-moving environment.
• 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-$500K+ ARR range, with specific experience in net-new logo acquisition.
• Strong data discipline - you use pipeline and forecast data to influence the actions your team takes, not just report what happened.
• 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 infra

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!

Additional compensation in the form(s) of equity and/or commission are dependent on the position offered. Plaid provides a comprehensive benefit plan, including medical, dental, vision, and 401(k). Pay is based on factors such as (but not limited to) scope and responsibilities of the position, candidate's work experience and skillset, and location. Pay and benefits are subject to change at any time, consistent with the terms of any applicable compensation or benefit plans.