Partner Development Manager - Enterprise Partnerships at Plaid

You are a seasoned partnership or sales professional with over 7 years of experience in complex enterprise deal cycles. You have a proven track record of closin

Work type: hybrid

Location: New York | San Francisco

Salary: $176,400 – $220,800/yr

Type: Full-time

Summary

You are a seasoned partnership or sales professional with over 7 years of experience in complex enterprise deal cycles. You have a proven track record of closing 7-figure annual recurring revenue deals and understand the nuances of financial APIs and technical product integration. **What makes it worth a look...** Plaid offers a salary between $176,400 and $220,800 per year for this hybrid position based in New York or San Francisco. This role is ideal if you enjoy managing long-term, multi-stakeholder relationships and shaping the go-to-market strategy for major fintech platforms. **You might be a good fit if you...** * Have successfully closed enterprise partnerships worth over $1 million in ARR. * Possess deep working knowledge of financial data flows, APIs, and identity verification products. * Can navigate complex 6 to 12 month sales cycles involving multiple cross-functional stakeholders. * Experience managing reseller or platform-based partnership models.

Job Description

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 enterprise-level deal execution and cross-functional orchestration. The Partnerships Development Manager will manage 6–12 month complex cycles with multiple stakeholders, navigating competitive dynamics and articulating Plaid’s differentiated value proposition across Payments, Credit, and Identity/Fraud solutions. They will serve as a strategic partner to segment vertical owners, translating partner and customer needs into structured - at times 0-1 - opportunities and leading deals from sourcing through execution.

## Responsibilities

• Lead enterprise-level partner deals from sourcing through close, managing multi-stakeholder negotiations and driving adoption.

• Evolve verticalized GTM strategy across Enterprise (e.g., insurance, tech platforms). 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.

• 7+ years of experience in partnerships, business development, and/or sales.

• Enterprise Partnerships experience is strongly preferred.

• Demonstrated ability to execute and win 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.

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

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