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.
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.
We are the SMB Sales team, a core part of Plaid’s mission to unlock financial freedom for everyone. We believe that by empowering small and medium-sized businesses, we contribute directly to creating a more inclusive and accessible financial ecosystem. Our team is dedicated to building meaningful relationships with our clients, providing innovative solutions that drive growth, and ensuring that Plaid's products enable businesses to thrive. We work collaboratively across teams to meet ambitious revenue goals, all while fostering a culture of continuous learning and development to align with Plaid's vision of financial accessibility and empowerment.
As an Account Executive Leader for our SMB team, you will lead a group of front-line Sales Managers and their Account Executive teams responsible for acquiring and growing Plaid’s SMB customers. You will set strategy and direction for your part of the SMB business, translate it into clear operating plans, and ensure consistent, high-quality execution across teams. You will build and develop sales leaders and AEs, implement a rigorous operating cadence, and partner cross-functionally to shape how Plaid goes to market in the SMB segment. You will leverage your experience in forecasting, pipeline management, and deal strategy to drive predictable growth in a fast-paced, high-growth environment.
Responsibilities
Lead, coach, and develop a team of front-line SMB Sales Managers and their Account Executive teams to consistently meet and exceed revenue targets
Own forecast accuracy and pipeline health across your portfolio; implement and run a disciplined operating rhythm (1:1s, pipeline reviews, QBRs, forecast calls)
Design and refine territory, coverage, and quota strategies to support growth objectives while ensuring sustainable workloads and strong customer coverage
Partner with Marketing, New Business Development, Growth, Partnerships, Product, and Customer Success to build and execute the SMB acquisition and expansion strategy
Provide hands‑on deal coaching for top opportunities and ensure managers are effectively supporting their teams on complex or strategic deals
Hire, onboard, and develop front-line managers and high-potential AEs, building a strong leadership bench and clear paths for internal mobility
Use data and insights to diagnose performance, identify bottlenecks, and prioritize initiatives that increase win rates, improve cycle times, and drive productivity
Foster a positive, inclusive, and high-performance culture that reflects Plaid’s Principles and supports growth, experimentation, and continuous improvement
Qualifications
Must-Have Requirements:
8–10+ years of experience in B2B sales, including meaningful time leading high-performing SMB or mid‑market teams
Demonstrated success managing front-line managers and/or multiple sales teams, with clear examples of hiring, developing, and retaining top talent
Proven track record of owning and delivering against multi‑team revenue targets, including both new customer acquisition and expansion
Deep experience running a rigorous sales operating cadence (forecasting, pipeline management, QBRs) and using data to make decisions
Strong cross-functional leadership skills with experience partnering with Marketing, Product, Partnerships, and Finance to drive segment strategy
Excellent communication and executive presence, with the ability to influence across levels and functions
Nice-to-Have Requirements:
Prior experience as a 2nd-line SMB or MM sales leader in fintech, SaaS, or infrastructure/platform companies
Experience in fintech or financial services, especially selling into SMBs or startups
Background in segment design, GTM experimentation, and scaling new sales motions
