Account Executive Leader - Fintech

About the role

This leadership position involves guiding a team of Account Executives to expand Plaid's presence within the fintech sector. A primary focus is on acquiring new logos and identifying opportunities to grow existing accounts by promoting additional products and use cases. The role requires a data-driven approach to pipeline management and achieving consumption-based revenue targets.

The Account Executive Leader will develop account strategies for fintech customers, working with their team to refine messaging and coordinate go-to-market efforts with marketing. This includes engaging directly in strategic deals as a coach while ensuring Account Executives develop their own executive-level selling capabilities. Success in this role means consistently achieving high win rates and removing deal friction through cross-functional collaboration.

A key aspect of this role is team development. The leader will provide structured coaching through one-on-one sessions and deal reviews, aiming to elevate strong performers. This also involves maintaining a high standard for recruiting new Account Executive talent, selecting individuals who are self-starters and thrive in a dynamic environment, and transparently managing team performance.

The annual base salary for this position ranges from $100,000 to $500,000, with additional compensation potentially including equity and/or commission.

Skills that matter here

• B2B SaaS or platform/infrastructure sales: This role requires a background in B2B SaaS or platform/infrastructure sales, with specific experience in fintech, payments, or financial services.
• Frontline sales management: Candidates need at least five years of frontline sales management experience, leading teams of quota-carrying Account Executives.
• Coaching account executives: A demonstrated track record of coaching Account Executives to close and grow accounts, particularly in the $100K–$500K+ ARR range and net-new logo acquisition, is essential.
• Data discipline: The role demands strong data discipline, using pipeline and forecast data to guide team actions rather than just reporting past results.
• Cross-functional operation: The ability to operate cross-functionally and influence product, legal, and marketing teams without direct authority is important.
• Communication and executive presence: Outstanding communication and executive presence are necessary for managing sales cycles from technical champions to C-suite economic buyers.

Who this role suits

• This person has a coaching-first leadership style, developing team members through deals rather than taking over sales processes.
• They are adept at influencing various internal teams (product, legal, marketing) without direct hierarchical authority.
• The ideal candidate uses data to drive team actions and strategy, not just to report outcomes.
• They are committed to recruiting and developing top talent, setting clear expectations, and making performance management decisions transparently.

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.