Account Executive Leader - Fintech

About the role

In this role, you will manage a team of 5-7 Territory Account Executives dedicated to Plaid's fintech accounts. Your primary responsibilities include driving growth through both new client acquisition and expansion of existing relationships.

Success in this position will involve developing your team through structured coaching and performance management, while also collaborating with various internal teams to enhance the sales process. You will be expected to maintain a strong recruiting standard and ensure your team meets their revenue targets.

Who this role suits

• Candidates should have a strong background in B2B SaaS sales, particularly in fintech or financial services.
• A proven track record in sales management and coaching is essential.
• Individuals who thrive in fast-paced environments and can operate cross-functionally will excel.
• Strong communication skills and executive presence are important for engaging with clients at all levels.

From the employer

• Manage a team of 5–7 Territory Account Executives focused on Plaid’s fintech accounts, driving growth through expansion of existing relationships and competitive new logo acquisition.

• Coach AEs to identify and drive expansion opportunities proactively — new products, new use cases, new business units — rather than waiting for inbound signals.

• Build and refine the account strategy for Plaid’s fintech customers alongside your AEs, including executive value messaging, pitch positioning, and coordinated go-to-market efforts with Marketing.

• Grow existing accounts by driving multi-product adoption and deepening executive-level relationships.

• Attain consumption-based revenue targets through a disciplined, data-driven pipeline operating rhythm.

• Develop your team through structured 1:1s, deal reviews, and skill-specific coaching that closes the gap between strong performers and elite ones.

• Maintain a high recruiting bar — assess and close exceptional AE talent as the team grows, selecting for people who are self-starters and thrive in a fast-moving environment.

• Manage performance with transparency — set clear expectations, act early when someone isn’t tracking, and make tough calls when necessary.

• Collaborate closely with Marketing, Product, Account Management, Legal, and Commercial teams to maintain a consistently high win rate and remove friction from deal cycles.

• Engage directly in strategic deals as a coach and escalation point, while ensuring your AEs retain ownership and develop their own executive-level selling capabilities.

• 10+ years of sales experience in B2B SaaS or platform/infrastructure sales, with meaningful exposure to fintech, payments, or financial services.

• 5+ years of frontline sales management experience leading teams of quota-carrying AEs.

• Demonstrated track record of coaching account executives to close and grow accounts in the $100K–$500K+ ARR range, with specific experience in net-new logo acquisition.

• Strong data discipline — you use pipeline and forecast data to influence the actions your team takes, not just report what happened.

• Proven ability to operate cross-functionally, influencing product, legal, and marketing without positional authority.

• Outstanding communication and executive presence, with experience managing the sales cycle from technical champion to C-suite economic buyer.

• A coaching-first leadership style — you develop your people through the deals, not by taking the deals away from them.

• Additional compensation in the form(s) of equity and/or commission are dependent on the position offered.

• Plaid provides a comprehensive benefit plan, including medical, dental, vision, and 401(k).

• Pay is based on factors such as (but not limited to) scope and responsibilities of the position, candidate's work experience and skillset, and location.

• Pay and benefits are subject to change at any time, consistent with the terms of any applicable compensation or benefit plans.