Plaid is building our first-ever inside sales team of Associate Account Executives, and looking for a strong Sales Leader to build this critical function from the ground up. Our upmarket business is driving Plaid's growth as we expand across new verticals and accelerate in target growth areas across credit, payments and fraud. Associate Account Executives fuel this growth by helping us scale in key industries. They partner with strategic, senior sellers to generate new pipeline, advance complex opportunities from initial outbound through close, and extend the AE's reach through onsite engagement, industry events, and day-to-day customer interactions.
As the founding leader of the function, you'll build and define how the team operates, shape its playbooks and development model, and build a high-performing group of early- to mid-career sellers. You'll be close to the work: coaching reps in real time, joining customer conversations, building repeatable ways of working, and building scalable motions. This is an ideal role for a sales leader who thrives in fast-moving environments, gets energy from developing talent, and wants to directly shape how Plaid grows revenue across Enterprise. This role reports to the Head of Enterprise Sales.
Responsibilities- Lead and develop a team of 8-10 Account Executives, driving pipeline development and deal strategy
- Coach AEs with hands-on guidance across discovery, pricing, objection handling, and full-cycle deal execution
- Recruit, onboard, and develop top sales talent, and design the ramp and performance bar for the team
- Scale the team playbook across product areas and verticals, including discovery frameworks, business-case and ROI models, mutual action plans, objection-handling guides, and competitive positioning
- Run the operating rhythm of pipeline reviews, deal inspection, and forecast calls to improve pipeline creation, conversion, and forecast accuracy
- Partner with Marketing, Product, and other cross-functional stakeholders to develop vertical strategy, messaging, and account scale plans
- Work with GTM leadership on KPIs, CRM hygiene, capacity planning and forecasting, messaging, targeting, and revenue targets
Qualifications- 5+ years of sales experience in a high-growth environment
- 2+ years in a sales leadership or team lead role
- A track record as a top-performing, quota-carrying seller in complex, multi-persona sales motions
- Experience selling to, or leading sellers who sell to, financial institutions, fintechs, or enterprise accounts
- Ability to bring clarity and process across two segments with different stakeholders and sales cycles
- Strong organization, a data-driven approach, and comfort operating in a rapidly evolving environment
- Strong cross-functional collaboration with Product, Risk, Legal, and Solutions Engineering
- Passion for developing talent and building a top-tier early-career sales bench
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.
