Job description

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 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

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
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

Nice-to-haves

None flagged.

Application prep

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

Platform: ashby
Effort: quick

Benefits

Benefits detected in the listing.

Dental

Vision

401(K)