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Plaid is seeking a Commercial Lead, Enterprise to serve as a strategic partner in negotiating and structuring major customer deals. You will work closely with Sales, Account Management, and Enterprise teams to define commercial terms that underpin Plaid's relationships with its largest customers—including Venmo, SoFi, Fortune 500 companies, and major banks.
In this role, you'll act as a thought partner, contract expert, and lead negotiator for complex, high-value agreements. You'll be responsible for creatively enabling new deals with top prospects while maintaining Plaid's operating standards, driving successful renewals and upsells with existing customers, and crafting pricing strategies that work for all parties. You'll also evolve commercial processes and practices to support Plaid's increasingly global go-to-market organization, ensuring speed and consistency.
Key responsibilities include collaborating with cross-functional teams (Sales, Account Management, Product, Legal, Engineering) to negotiate contracts; serving as the GTM expert on commercialization, pricing, and agreement requirements for new products; and acting as the single point of contact for cross-functional special projects. You'll dive into data analysis to inform commercial decisions and maintain transparency to enable sharper organizational decision-making.
Plaid powers financial connectivity across 12,000 financial institutions in the US, Canada, UK, and Europe, serving millions of users through thousands of developer partners. The company was founded in 2013 and is headquartered in San Francisco with offices in New York, Seattle, Washington D.C., Raleigh, London, and Amsterdam.
Requirements:
- 4–7 years of experience in strategic sales, business development, finance/consulting, partnerships, or GTM strategy, ideally with customer-facing ownership of complex, high-value commercial agreements
- Proven track record negotiating complex deals, including multi-product or multi-party agreements in regulated industries such as financial services or fintech
- Demonstrated success working cross-functionally with Product, Legal, Engineering, and GTM teams to shape deals, align priorities, and unblock high-stakes initiatives
- Strong executive communication skills to confidently engage senior external stakeholders
- Experience building scalable commercial frameworks (e.g., pricing strategies, decision processes) that support speed and consistency across a growing GTM organization
- Deep interest in fintech, open finance, and technical products, with ability to understand and advocate for product capabilities in commercial conversations
- Comfort with ambiguity and change, with bias for action and growth mindset suited to fast-paced, high-growth environments
