Plaid's GTM Partnerships team unlocks "one to many" customer relationships with technology platforms to allow more end customers and consumers to benefit from Plaid's solutions. Partner Specialists are aligned with specific revenue segments, in this case supporting our Fintech partners.
This role is responsible for driving enterprise-level deal execution and cross-functional orchestration. The Partnerships Development Manager will manage 6-12 month complex cycles with multiple stakeholders, navigating competitive dynamics and articulating Plaid's differentiated value proposition across Payments, Credit, and Identity/Fraud solutions. They will serve as a strategic partner to segment vertical owners, translating partner and customer needs into structured - at times 0-1 - opportunities and leading deals from sourcing through execution.
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.
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!
