Plaid
Commercial Lead - Partnerships
The Role
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.
The go-to-market teams at Plaid combine deep market, technical, and product knowledge to help customers obtain Plaid services to build and scale amazing applications. Plaid is looking for an experienced professional to facilitate our commercial partnerships with some of the largest names in fintech and financial services. The right candidate has honed business instincts and can drive strong commercial outcomes that position our partners and Plaid for success.
You will serve as a thought partner, contract expert, and at times, lead negotiator for major partnerships deals. Your work is thoroughly impactful as you will define the commercial terms that underpin the relationships between Plaid and its partners. You're motivated by tangible outcomes and finding win-win deals to strike with partners.
You'll also be a key partner to the broader set of Plaid’s go-to-market teams. You will help craft repeatable, robust commercial processes, leading to more speed and consistency with our partnerships team. You enjoy rolling up your sleeves and diving into data analysis to make more educated decisions. You're keen on transparency and visibility to enable sharper decision-making and organizational communication.
Responsibilities
- Collaborate closely with Plaid’s Partnerships, Account Management, and Sales teams to negotiate key Partnerships contracts
- Creatively enable new deals with top prospects while staying true to Plaid’s operating practices
- Drive successful renewals, upsells, and cross-sells with top Partners to increase usage and adoption of key Plaid products
- Craft pricing strategies that work for Plaid, prospects, and existing Partners/Customers.
- Evolve and improve commercial terms, practices, and processes
- Serve as the GTM expert on a given product area with regard to commercialization, pricing, and agreement requirements for new products and services
- Serve as the GTM voice and single point of contact for cross-functional special projects
Qualifications
- 5-8 years of experience in strategic partnerships, business development, finance/consulting, sales or GTM strategy—ideally with customer-facing ownership of complex, high-value commercial agreements.
- Proven track record of negotiating complex deals, including multi-product or multi-party agreements in regulated industries such as financial services or fintech.
- Demonstrated success working cross-functionally with Product, Legal, Engineering, and GTM teams to shape deals, align priorities, and unblock high-stakes internal initiatives.
- Strong executive communication skills to confidently engage senior external stakeholders.
- Experience building scalable commercial frameworks (e.g., pricing strategies, decision processes) that support speed and consistency across a growing GTM org.
- Deep interest in fintech, open finance, and technical products, with the ability to understand and advocate for product capabilities in commercial conversations.
- Comfort with ambiguity and change, with a bias for action and a growth mindset suited to fast-paced, high-growth environments.
Our mission at Plaid is to unlock financial freedom for everyone. To support that mission, we seek to build a diverse team of driven individuals who care deeply about making the financial ecosystem more equitable. We recognize that strong qualifications can come from both prior work experiences and lived experiences. We encourage you to apply to a role even if your experience doesn't fully match the job description. We are always looking for team members that will bring something unique to Plaid!
Plaid is proud to be an equal opportunity employer and values diversity at our company. We do not discriminate based on race, color, national origin, ethnicity, religion or religious belief, sex (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender, gender identity, gender expression, transgender status, sexual stereotypes, age, military or veteran status, disability, or other applicable legally protected characteristics. We also consider qualified applicants with criminal histories, consistent with applicable federal, state, and local laws. Plaid is committed to providing reasonable accommodations for candidates with disabilities in our recruiting process. If you need any assistance with your application or interviews due to a disability, please let us know at [email protected].
Please review our Candidate Privacy Notice here.
Plaid Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Plaid and has not been reviewed or approved by Plaid.
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Fair & Transparent Compensation — Pay is described as competitive to strong for many roles, with total compensation often positioned toward the high end for tech. The biggest determinants of satisfaction are framed as level, team, and the cash-versus-equity mix.
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Healthcare Strength — Healthcare coverage is positioned as comprehensive, with explicit support for fertility and mental health. This breadth is repeatedly emphasized as a standout part of the overall package.
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Leave & Time Off Breadth — Time-off is presented as flexible or “unlimited,” alongside an expectation that people take time away. Additional structures like company-wide breaks and potential sabbatical offerings are also referenced as part of time-away support.
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The Company
What We Do
Plaid is used by thousands of digital financial apps and services like Betterment, Expensify, Microsoft and Venmo, and by many of the largest banks to make it easy for consumers to connect their financial accounts with the apps and services they want to use. Plaid connects with over 11,000 financial institutions across the U.S, Canada and Europe. At Plaid, we have diverse backgrounds and skills, but we're all passionate about building a more efficient and inclusive financial infrastructure—together.
