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Plaid is seeking a Head of Revenue to own and scale the Banking & Wealth segment end-to-end. This is a foundational, highly visible leadership role for a proven revenue leader excited to drive growth in one of Plaid's most strategic segments.
Plaid powers financial connectivity for millions of people and thousands of companies—including Venmo, SoFi, Fortune 500 firms, and major banks. The company's network covers 12,000 financial institutions across the US, Canada, UK, and Europe. The Banking & Wealth segment serves community banks, credit unions, regional financial institutions, wealth management firms, and marquee financial institution logos, spanning new business sales and account management across use cases including online account opening, consumer lending, asset verification, and fraud prevention.
In this role, you will hold full P&L responsibility for the segment, spanning both sales (Account Executives and first-line AE Managers) and account management. You'll take a business generating meaningful revenue today and scale it further, owning revenue, retention, and growth targets. You'll build repeatable go-to-market motions across the full customer lifecycle (new logo acquisition through renewal and expansion), develop talent at every level, and partner cross-functionally to bring sales motions to life.
Key responsibilities include:
- Own the full P&L for Banking & Wealth, including revenue, retention, and growth targets across sales and account management organizations
- Hire, coach, mentor, and develop talent across the segment, including supporting first-line managers, to build a high-performing revenue organization
- Define and evolve the segment's go-to-market strategy end-to-end, including territory design, account segmentation, vertical strategy, and customer lifecycle management, in partnership with Marketing, Finance, and Product
- Drive new logo acquisition alongside retention and expansion of the existing book of business, scaling strategic accounts into top customers
- Manage pipeline generation, forecasting accuracy, and quota/retention attainment, while personally engaging in the most strategic and complex deals and renewals with senior banking and wealth management executives
- Collaborate cross-functionally with new business, partnerships, support, marketing, legal, professional services, and product to maintain high win rates and seamless customer experience
- Build and evangelize sales and account management process, methodology, and playbooks; represent the voice of the segment internally by surfacing product gaps, competitive dynamics, and market feedback
Sales cycles are long and deals span from transactional territory business to complex, multi-stakeholder enterprise agreements, so this role requires someone equally comfortable coaching a rep through a smaller deal and personally engaging in C-suite conversations on large, strategic accounts.
QUALIFICATIONS
Must-haves:
- 15+ years of revenue leadership experience spanning sales, with 5+ years owning a P&L or a combined sales and account management organization, including experience managing managers or leading a multi-layered team
- Demonstrated success building and scaling teams focused on a specific industry vertical, ideally within financial services or a similarly regulated industry
- Track record of coaching sales and account management talent to close, retain, and grow accounts across a wide range of deal sizes, from smaller transactional business to larger, complex enterprise agreements
- Experience selling into and/or managing accounts within banks, credit unions, wealth management firms, or other regulated financial institutions
- Strong operating experience across the full customer lifecycle—new customer acquisition, retention, and expansion—ideally in a hyper-growth business
- Excellent communication and executive presence, with experience managing relationships from business champion through C-level stakeholders
- Strong critical thinking and the ability to use the levers within the business (territory design, pipeline strategy, retention strategy, coaching, hiring) to consistently drive revenue outcomes
Nice-to-haves:
- Prior experience at a fintech, API, or infrastructure company selling to or serving financial institutions
- Experience building or refining a combined sales/account management playbook or operating model from the ground up
- Familiarity with the Banking & Wealth competitive landscape and key ecosystem partners
