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Plaid is seeking an experienced Sales Manager to lead a high-performing team of 5–7 Territory Account Executives focused on fintech customers. This is an established team with strong momentum, meaningful revenue, and deep customer relationships—the opportunity is to elevate performance further by driving deeper product adoption, winning strategic new logos, and developing AEs into elite performers.
You will manage Plaid's fast-growing fintech accounts with a primary focus on new logo acquisition. Most target accounts don't yet use Plaid; your team's job is to secure those logos and expand existing relationships through new products, use cases, and business units. You'll coach AEs through complex multi-stakeholder sales cycles, serving as an escalation point and strategic advisor without removing ownership from your team members.
Key responsibilities include: managing team quota and consumption-based revenue targets; coaching AEs to identify and drive expansion opportunities proactively; building account strategies alongside your team with executive value messaging and go-to-market coordination; developing talent through structured 1:1s, deal reviews, and skill-specific coaching; maintaining high recruiting standards as the team grows; and collaborating cross-functionally with Marketing, Product, Account Management, Legal, and Commercial teams to maintain win rates and reduce deal friction.
You'll engage directly in strategic deals as a coach and escalation point, helping AEs navigate from technical champions to economic buyers while ensuring they retain ownership and develop their own executive-level selling capabilities. Success requires strong data discipline—using pipeline and forecast data to drive team actions, not just report outcomes—and a coaching-first leadership philosophy that develops people through deals.
Required: 10+ years B2B SaaS or platform/infrastructure sales experience with fintech, payments, or financial services exposure; 5+ years frontline sales management leading quota-carrying AEs; proven track record coaching AEs to close and grow $100K–$500K+ ARR accounts with net-new logo acquisition experience; strong pipeline and forecast discipline; cross-functional influence without positional authority; outstanding communication and executive presence; coaching-first leadership style.
Nice-to-have: API-first or developer-focused product sales experience; consumption-based or usage-based pricing model familiarity; background in open banking, identity verification, payments, or fintech infrastructure.
