Sales Manager, Plaid

• 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
• 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!

Desirable

• 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
• 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
• 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