GTM Partnerships Leader - Segment Strategy

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, Washington D.C., London and Amsterdam.
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. Plaid is looking for an experienced manager to lead this team supporting the SMB, Fintech/Crypto, and Enterprise segments.
In this role, you’ll be the primary GTM platform partnerships leader, looking to serve partners by leveraging Plaid in a number of ways from new account funding to identity verification to credit underwriting. You’ll be responsible for the entire sales and partner account management lifecycle  from identifying high-priority target partners, to forming early relationships, to negotiating and closing complex deals, to integrating, to first end customer live to scaling volumes/usage to product expansion (upselling existing partners). You’ll work directly with internal and external stakeholders across functions - from product to legal to engineering - to support some of our most critical partners’ businesses.

Responsibilities

• Provide leadership oversight to support the following motions: 
• Deal execution: Own all aspects of the partner deal cycle (strategy, prospecting, discovery, alignment, negotiation, execution) with support from our cross-functional teams (product, implementation, commercial, legal).
• Partner growth and upselling: Elevate our most strategic partner relationships by upselling new lines of business and use cases
• Cross-functional partner: Collaborate with teams such as direct sales, product and implementation to enable continued growth of our partners, also by sharing product feedback and scaling needs.
• Partner management: Own all aspects of the partner relationship (business, product, growth strategy) with support from our cross-functional teams (support, implementation).
• Partner growth and upselling: Elevate our partner relationships through key milestones – from completed integration to “first customer live” to scale, and ultimately to selling additional products.

Qualifications

• 5+ years leading business development, partnerships, or enterprise sales teams in a dynamic high-growth environment (quota carrying team or similar).
• 12+ years of overall work experience. 
• Proven experience closing and growing large partner relationships (>$1m+ ARR)
• Strong communicator and internal relationship builder, who can collaborate cross-functionally (e.g., with our Product and technical teams) on complex topics
• Strong business generalist w/ a strategic mindset to build a holistic partner program in addition to individual partner relationships
• Previous fintech/financial services experience is a strong plus

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.