Job description

We believe that the way people interact with their finances will drastically improve in the next few years. We’re dedicated to empowering this transformation by building the tools and experiences that thousands of developers use to create their own products. Plaid powers the tools millions of people rely on to live a healthier financial life. We work with thousands of companies like Venmo, SoFi, several of the Fortune 500, and many of the largest banks to make it easy for people to connect their financial accounts to the apps and services they want to use. Plaid’s network covers 12,000 financial institutions across the US, Canada, UK and Europe. Founded in 2013, the company is headquartered in San Francisco with offices in New York, Seattle, Washington D.C., Raleigh, London, and Amsterdam. The Product Sales team at Plaid is a group of deep product and market specialists who lead and advise on opportunities for Plaid's most strategically important solutions. We partner closely with Account Executives, Account Managers, Product, and GTM leadership to develop and close deals across new and existing customers. The Payments team focuses on bank payments, ACH risk, and money movement. These products are central to Plaid's growth, and we are building a dedicated team to bring our newest payment solutions to market. As an Account Executive, Product Sales - Payments, you will be one of the founding sellers for Plaid's newest payment solutions, including Guaranteed ACH, alongside our broader Payments suite: Account Verification, ACH Risk Optimization, and Money Movement. This is a high-visibility role tied to one of Plaid's top company priorities. You will own turning pipeline into closed ACV for these products and help identify additional pockets of opportunity where Plaid can grow. You are a consultative seller who can lead both business and technical conversations, from day-to-day operators up to the executive team. You enjoy selling products that require deep product understanding and technical curiosity: how to increase bank linking conversion, where new bank rails for pay-ins and payouts fit in a customer’s payments toolkit, and how to build risk guarantee programs that create value for both the customer and Plaid. You are an organized, entrepreneurial self-starter who is comfortable building where the path is not fully mapped yet. RESPONSIBILITIES - Own closed ACV for Plaid's Payments solutions, with a focus on newly launched products - Lead deals from discovery to signature, driving the content, solutioning, and pricing discussions and keeping momentum through commitment - Partner with core AEs to activate Payments business in their accounts, and lead high-value or complex opportunities directly - Find new pockets of opportunity by identifying early-adopter customers and use cases, and turn early wins into a repeatable sales motion - Share win/loss, competitive, and product-market-fit insights with Product and PMM to shape the roadmap and go-to-market strategy - Act as Plaid's Payments subject matter expert, representing Plaid at conferences and industry events, coaching AEs on positioning, and sharing competitive intelligence QUALIFICATIONS - 7+ years of B2B sales experience with a consistent record of quota attainment, ideally in payments or fintech - Deep understanding of payment rails and bank payment use cases, including the relationship between ACH conversion and risk management - A consultative, solution-oriented approach: you quickly identify fit and design programs that create value for both the customer and Plaid - Experience closing a range of deals, from complex, multi-stakeholder opportunities with VP-level buyers and above to faster-moving deals with product and risk teams - Entrepreneurial drive: you spot where the customer opportunities are and do well without a defined playbook - Strong communicator and collaborator across Sales, Product, & Product Marketing PREFERRED QUALIFICATIONS - Hands-on experience selling bank payments or payment risk solutions such as fraud prevention, returns management, or payment and chargeback guarantees - Experience as an early or founding seller for a new product line, or at an early-stage payments company 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! Plaid is proud to be an equal opportunity employer and values diversity at our company. We do not discriminate based on race, color, national origin, ethnicity, religion or religious belief, sex (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender, gender identity, gender expression, transgender status, sexual stereotypes, age, military or veteran status, disability, or other applicable legally protected characteristics. We also consider qualified applicants with criminal histories, consistent with applicable federal, state, and local laws. Plaid is committed to providing reasonable accommodations for candidates with disabilities in our recruiting process. If you need any assistance with your application or interviews due to a disability, please let us know at accommodations@plaid.com. Please review our Candidate Privacy Notice here plaid.com. 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.

Requirements

Must-haves

Own closed ACV for Plaid's Payments solutions, with a focus on newly launched products
Lead deals from discovery to signature, driving the content, solutioning, and pricing discussions and keeping momentum through commitment
Partner with core AEs to activate Payments business in their accounts, and lead high-value or complex opportunities directly
Find new pockets of opportunity by identifying early-adopter customers and use cases, and turn early wins into a repeatable sales motion
Share win/loss, competitive, and product-market-fit insights with Product and PMM to shape the roadmap and go-to-market strategy
Act as Plaid's Payments subject matter expert, representing Plaid at conferences and industry events, coaching AEs on positioning, and sharing competitive intelligence
7+ years of B2B sales experience with a consistent record of quota attainment, ideally in payments or fintech
Deep understanding of payment rails and bank payment use cases, including the relationship between ACH conversion and risk management
A consultative, solution-oriented approach: you quickly identify fit and design programs that create value for both the customer and Plaid
Experience closing a range of deals, from complex, multi-stakeholder opportunities with VP-level buyers and above to faster-moving deals with product and risk teams
Entrepreneurial drive: you spot where the customer opportunities are and do well without a defined playbook
Strong communicator and collaborator across Sales, Product, & Product Marketing

Nice-to-haves

Hands-on experience selling bank payments or payment risk solutions such as fraud prevention, returns management, or payment and chargeback guarantees
Experience as an early or founding seller for a new product line, or at an early-stage payments company

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

Platform: ashby
Effort: quick

Benefits

Benefits detected in the listing.

Dental

Vision

401(K)