Commercial Lead, Enterprise

Commercial Lead, Enterprise

Department: All Departments

Location: San Francisco HQ, Seattle Office, New York City Office

Compensation: $171.6K – $214.8K

Employment Type: Full Time

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, Seattle, Washington D.C., Raleigh, London, and Amsterdam.

You will serve as a thought partner, contract expert, and at times, lead negotiator for major deals. Your work is thoroughly impactful as you will define the commercial terms that underpin the relationships between Plaid and its customers. You're motivated by tangible outcomes and finding win-win deals to strike with customers.

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 for an increasingly global team, leading to more speed and consistency. 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 Sales, Account Management, and Enterprise teams to negotiate key customer 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 customers to increase usage and adoption of key Plaid products

• Craft pricing strategies that work for Plaid, prospects, and existing customers

• Evolve and improve commercial terms, practices, and processes

• Serve as the GTM expert on a given GBT 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

• 4-7 years of experience in strategic sales, business development, finance/consulting, partnerships 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…