Partner Development Manager

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 Fintech partners.

This role is responsible for driving deal execution and cross-functional orchestration. The Partnerships AE will manage 6–12 month complex cycles with multiple stakeholders, navigating competitive dynamics and articulating Plaid’s differentiated value proposition across Fintech, Crypto, Payments, Credit, and Identity/Fraud solutions. They will serve as a strategic partner to segment operators, translating partner and customer needs into structured - at times 0-1 - opportunities and leading deals from sourcing through execution.

Responsibilities:
• Lead Fintech-level partner deals from sourcing through close, managing multi-stakeholder negotiations and driving adoption.
• Evolve verticalized GTM strategy across Fintech such as Crypto, Lending, and Banking as a Service. Support expansion where appropriate.
• Curate a TAM-expanding pipeline, and project manage the closure of the key target partners.
• Collaborate closely with product teams: Payments, Credit, and Identity/Fraud to align go-to-market efforts.
• Translate partner and customer needs into structured opportunities, ensuring Plaid’s differentiated value is clear.
• Navigate long sales cycles (6–12 months) with complex decision dynamics, building urgency against the status quo.
• Segment AE / seller enablement & coaching relating to the Reseller Partnership model.
• Accountability to quarterly partner acquisition targets and vertical penetration goals
• Acquisition strategy building and ACV forecasting.
• Solve complex partner challenges through creative problem solving by working cross-functionally with Sales, Risk, Legal, Finance, Commercial, Marketing, and Business Operations.

Qualifications:
• 7+ years of experience in partnerships, business development, and/or sales.
• Fintech or Crypto and Partnerships experience strongly preferred.
• Demonstrated ability to execute and win 6-7-figure+ ARR deals
• Strong understanding of Plaid’s differentiated value proposition across data flows, compliance, APIs, and value-added products (e.g., Signal, Plaid Check).
• Ability to clearly articulate Plaid’s role in customer success through both technical and business lenses.
• Proven ability to navigate complex, multi-stakeholder deal environments with long cycles.
• Excellent collaboration and communication skills to drive alignment across teams.
• Customer empathy and deep desire to see partners succeed.
• Natural curiosity and adaptability.
• Familiarity in financial services and technical products; a high degree of intellectual curiosity.
• Excitement to work in a high-growth, ever-changing environment and to help build processes and tools as needed.

Our mission at Plaid is to unlock financial freedom for everyone. To support that mission, we seek to build a diverse team of driven individuals who care deeply about making the financial ecosystem more equitable. We recognize that strong qualifications can come from both prior work experiences and lived experiences. We encourage you to apply to a role even if your experience doesn't fully match the job description. We are always looking for team members that will bring something unique to Plaid!

Plaid is proud to be an equal opportunity employer and values diversity at our company. We do not discriminate based on race, color, national origin, ethnicity, religion or religious belief, sex (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender, gender identity, gender expression, transgender status, sexual stereotypes, age, military or veteran status, disability, or other applicable legally protected characteristics. We also consider qualified applicants with criminal histories, consistent with applicable federal, state, and local laws. Plaid is committed to providing reasonable accommodations for candidates with disabilities in our recruiting process. If you need any assistance with your application or interviews due to a disability, please let us know at [email protected].

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