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Plaid is seeking a Partner Development Manager to lead enterprise partnership strategy and execution. The role sits within Plaid's GTM Partnerships team, which unlocks "one to many" customer relationships with technology platforms in the fintech space.
You will lead the acquisition and expansion of strategic enterprise partners, managing sophisticated, multi-stakeholder deals from sourcing through close. This includes navigating long sales cycles, competitive dynamics, and complex negotiations across Plaid's core product areas: Payments, Credit, and Identity/Fraud.
Key responsibilities include:
- Leading end-to-end enterprise partnership deals with focus on partner acquisition and adoption
- Developing and refining partnership strategies across priority enterprise segments
- Building and managing a pipeline of strategic partners that expand Plaid's reach
- Partnering with Product teams to align partnership strategy with product priorities and market demand
- Translating partner and customer needs into actionable opportunities
- Navigating long, complex sales cycles and driving stakeholder alignment
- Collaborating with sales teams to identify and advance partnership opportunities within accounts
- Owning quarterly partner acquisition goals and driving growth across priority verticals
- Contributing to acquisition strategy, pipeline prioritization, and forecast accuracy
- Solving complex partner challenges through cross-functional collaboration with Sales, Risk, Legal, Finance, Marketing, Commercial, and Business Operations
Required qualifications:
- 7+ years in partnerships, business development, strategic sales, or related go-to-market roles
- Enterprise partnership experience with a track record of structuring and closing complex commercial deals
- Demonstrated success negotiating and closing high-value, multi-stakeholder deals (7-figure+ ARR)
- Strong ability to understand and communicate complex technical products and APIs to business and technical audiences
- Proven ability to navigate long, complex sales cycles and drive alignment across multiple stakeholders
- Excellent communication, collaboration, and relationship-building skills
- Strong customer empathy and track record of building partnerships that deliver business value
- High curiosity, adaptability, and comfort in ambiguous environments
- Familiarity with financial services, fintech, or infrastructure software preferred
Plaid is headquartered in San Francisco with offices in New York, Washington D.C., London, and Amsterdam. The company powers financial connectivity for millions of users across thousands of companies including Venmo, SoFi, Fortune 500 companies, and major banks.
