You will serve as a thought partner, contract expert, and at times, lead negotiator for major deals. Your work is thoroughly impactful as you will define the commercial terms that underpin the relationships between Plaid and its customers. Youre motivated by tangible outcomes and finding win-win deals to strike with customers.
Youll also be a key partner to the broader set of Plaids go-to-market teams. You will help craft repeatable, robust commercial processes for an increasingly global team, leading to more speed and consistency. You enjoy rolling up your sleeves and diving into data analysis to make more educated decisions. Youre keen on transparency and visibility to enable sharper decision-making and organizational communication.
Responsibilities- Collaborate closely with Plaids Sales, Account Management, and Enterprise teams to negotiate key customer contracts
- Creatively enable new deals with top prospects while staying true to Plaids operating practices
- Drive successful renewals, upsells, and cross-sells with top customers to increase usage and adoption of key Plaid products
- Craft pricing strategies that work for Plaid, prospects, and existing customers
- Evolve and improve commercial terms, practices, and processes
- Serve as the GTM expert on a given GBT with regard to commercialization, pricing, and agreement requirements for new products and services
- Serve as the GTM voice and single point of contact for cross-functional special projects
Qualifications- 4-7 years of experience in strategic sales, business development, finance/consulting, partnerships or GTM strategy-ideally with customer-facing ownership of complex, high-value commercial agreements.
- Proven track record of negotiating complex deals, including multi-product or multi-party agreements in regulated industries such as financial services or fintech.
- Demonstrated success working cross-functionally with Product, Legal, Engineering, and GTM teams to shape deals, align priorities, and unblock high-stakes internal initiatives.
- Strong executive communication skills to confidently engage senior external stakeholders.
- Experience building scalable commercial frameworks (e.g., pricing strategies, decision processes) that support speed and consistency across a growing GTM org.
- Deep interest in fintech, open finance, and technical products, with the ability to understand and advocate for product capabilities in commercial conversations.
- Comfort with ambiguity and change, with a bias for action and a growth mindset suited to fast-paced, high-growth environments.
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 doesnt 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, candidates 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.
