About the Role
You'll work closely with our Enterprise Sales team as the technical lead during the pre-sales process. You will be responsible for partnering with Account Executives, proactively pushing deals forward by overcoming technical objections and building solutions around Plaid products. You will ensure a successful transition to the post-sale stage of the customer lifecycle and partner with account teams to drive adoption of new products by existing customers. You will be expected to have significant knowledge of the Fintech ecosystem and a deep understanding of how clients can best utilize Plaid.
Requirements
- 7+ years of customer-facing experience selling into or consulting for large enterprises.
- Familiarity with Identity Verification, fraud, Income Verification, or cash flow underwriting, with a strong preference for fintech or payments experience.
- Strong customer empathy and a consultative mindset, with the ability to connect technical choices to business outcomes.
- A background that combines business judgment and technical acumen, including comfort with legal, compliance, and commercialization considerations.
- Strong communication skills and a proactive approach to client management and cross-functional collaboration.
- Ability to translate technical capabilities into business value.
- Fluency in insights products and statistical or ML models, with the ability to turn outputs into clear customer recommendations.
- Ability to quickly understand new technologies and apply them to areas like AI-driven insights.
- Knowledge of mobile and web application architecture, especially for API integrations, bank-linking, identity, and payments flows.
- Willing and able to travel up to 25% of the time.
Responsibilities
- Serve as the lead technical advisor for Enterprise accounts from discovery through solution design, evaluation, and post-sale handoff.
- Partner with Account Executives to align Plaid capabilities to customer priorities across payments, wallets, gaming, travel, and lending.
- Build alignment with technical, product, risk, and operations stakeholders on complex enterprise initiatives.
- Lead demos, technical discovery, solution design, and RFPs across flows like wallet funding, merchant onboarding, fraud, and underwriting.
- Play a hands-on role in pilots and POCs, defining success criteria, diagnosing gaps, and guiding tradeoffs.
- Refine sales assets, messaging, and technical playbooks to strengthen Plaid's vertical go-to-market motion.
- Help shape vertical strategy and GTM motions with cross-functional partners across Sales, Product, Partnerships, and Product Marketing.
- Partner with engineering and product teams to turn customer feedback into actionable product insight.
- Collaborate with the broader SE team to share best practices and raise team expertise.
Benefits
- Equity
- Medical insurance
- Dental insurance
- Vision insurance
- 401(k)