Partnerships Team Lead - Banking & Wealth

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. Partner Specialists are aligned with specific revenue segments, in this case supporting our Enterprise partners.

In this role, you’ll manage a small team and be the primary business development Banking and Wealth partner platform leader, looking to serve partners by leveraging Plaid in a number of ways from new account funding to online banking activities 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:
• Manage a small team of partner account executives/managers
• 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).
• 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

• 8+ years business development, partnerships, or enterprise sales experience in a dynamic high-growth environment (quota carrying role or similar). 10+ 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 people management experience is a plus
• Banking/financial services and previous B2B technology experience are a strong plus