Partner Development Manager - Enterprise Partnerships

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.

Plaid’s GTM Partnerships team unlocks “one to many” customer relationships with technology platforms to allow more end customers and consumers to benefit from Plaid’s solutions. Partner Specialists are aligned with specific revenue segments, in this case supporting our Fintech partners.

The Enterprise Partnerships team at Plaid works with some of the most influential enterprise companies, helping bring Plaid’s solutions to market through high-impact partnerships. In this role, you’ll lead the acquisition of new partners and play a meaningful role in expanding a fast-growing, strategically important part of the business.

This role is at the center of some of Plaid’s most strategic and complex partnership opportunities. You’ll lead sophisticated, enterprise-scale deals from initial sourcing through execution, navigating long sales cycles, multiple stakeholders, and competitive dynamics along the way. Working closely with cross-functional teams and segment leaders, you’ll turn partner and customer needs into new opportunities—including entirely new motions—and help bring Plaid’s value to life across Payments, Credit, and Identity/Fraud.

Responsibilities

• Lead complex enterprise partnership deals from sourcing through close, managing multi-stakeholder negotiations and driving successful partner adoption.

• Develop and refine partnership strategies across priority enterprise segments, including new and emerging areas of opportunity.

• Build and manage a pipeline of strategic partners that expands Plaid’s reach and unlocks new growth opportunities.

• Partner closely with Product teams across Payments, Credit, and Identity/Fraud to align partnership strategy with product priorities and market demand.

• Translate partner and customer needs into clear, actionable opportunities that showcase Plaid’s differentiated value.

• Navigate long and complex sales cycles, building momentum across diverse stakeholders and driving decisions forward.

• Collaborate with sales teams to identify, shape, and advance partnership opportunities within their accounts.

• Own quarterly partner acquisition goals and help drive growth across priority enterprise verticals.

• Contribute to acquisition strategy, pipeline prioritization, and forecast accuracy to support strong business planning.

• Solve complex partner challenges through cross-functional collaboration with Sales, Risk, Legal, Finance, Marketing, Commercial, and Business Operations.

Qualifications

• 7+ years of experience in partnerships, business development, strategic sales, or a related go-to-market role.

• Enterprise partnership experience and a track record of structuring and closing complex commercial deals are strongly preferred.

• Demonstrated success negotiating and closing high-value, multi-stakeholder deals, including 7-figure+ ARR opportunities.

• Strong ability to understand and communicate complex technical products and APIs in a way that resonates with both business and technical audiences.

• Proven ability to navigate long, complex sales cycles and drive alignment across multiple internal and external stakeholders.

• Excellent communication, collaboration, and relationship-building skills.

• Strong customer empathy and a track record of building partnerships that deliver meaningful business value.

• High degree of curiosity, adaptability, and comfort operating in ambiguous or evolving environments.

• Familiarity with financial services,…