GTM Strategy & Operations Lead, GTM Technology

Overview

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.

• Define and execute the GTM technology strategy and multi-year roadmap, ensuring alignment with Plaid’s scaling needs, evolving GTM motions (sales-assisted, enterprise, partnerships), and long-term business objectives.
• Architect, evolve, and maintain scalable CRM (Salesforce) and GTM system solutions across the full go-to-market stack, including integrations with billing, CPQ, marketing automation, analytics, and internal data platforms.
• Own GTM systems governance and data integrity, including tooling standards, data models, access controls, and operational hygiene. Establish guardrails that balance speed and flexibility with consistency, compliance, and long-term maintainability.
• Lead, mentor, and grow a high-performing GTM Systems team, including managers, admins, engineers, and analysts.
• Manage GTM technology vendors and budgets, including tool evaluation, contract negotiation, renewal planning, and ROI assessment.
• Partner closely with Sales, Marketing, Customer Success, Rev Ops, Finance, Product, and Engineering to intake demand, prioritize initiatives, and deliver solutions that improve GTM workflows, seller productivity, and customer outcomes.
• Lead a cross-functional AI enablement effort across GTM, responsible for evaluating emerging AI tools and capabilities, designing scalable processes, and overseeing technical deployment. Drive responsible adoption of AI automation to improve seller efficiency, data quality, forecasting accuracy, and customer engagement.
• Drive change management and adoption, ensuring new systems, tools, and processes are successfully rolled out, documented, and embraced by GTM teams through enablement, training, and feedback loops.

• 10+ years of experience in Go-To-Market Operations, Sales Strategy, Revenue/Sales/Marketing Operations, or related technology leadership roles within B2B SaaS or fintech environments.
• Deep expertise across CRM and GTM technologies, including Salesforce, CPQ, Billing, and broader quote-to-cash systems and integrations.
• Proven experience leading product or platform development efforts, partnering closely with Product and Engineering teams to deliver scalable, business-critical solutions.
• Demonstrated people leadership experience, including building, developing, and leading high-performing teams.
• Strong ability to operate effectively in ambiguous, fast-moving environments; able to distill complex problems into structured frameworks, clear priorities, and actionable plans.
• Excellent written and verbal communication skills, with a track record of influencing senior stakeholders and driving alignment across cross-functional partners.
• Experience leading large-scale transformation initiatives, including the application of AI and automation to improve GTM efficiency, data quality, and operational outcomes

$176,400 - $237,600 a year

The target base salary for this position ranges from $176,400/year to $237,600/year [in San Francisco OR New York].

The base salary range listed for this full-time position excludes commission (if applicable), equity and benefits. The pay range shown on each job posting is the minimum and maximum target for new-hire salaries. Actual pay may be higher or lower depending on factors like skills, experience, and relevant education or training.

Our mission at Plaid is to unlock financial freedom for everyone. To support that mission, we…