Fintech Sales Manager
Plaid
full-time
Posted on:
Location Type: Hybrid
Location: New York City • New York • United States
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Salary
💰 $266,400 - $406,800 per year
About the role
- Manage a team of 6–8 Named Account Executives focused on Plaid’s largest 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 top 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 thrive in an expansion-oriented selling motion.
- 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.
Requirements
- 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–$1M+ ARR range, with specific experience in expansion and land-and-expand motions.
- Experience leading a team oriented around named accounts or industry verticals — not just geographic territories.
- Strong data discipline — you use pipeline and forecast data to change what your team does, not just report it upward.
- 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.
- [Nice to Have]
- Experience selling API-first or developer-focused products.
- Familiarity with consumption-based or usage-based pricing models.
- Background in open banking, identity verification, payments, or adjacent fintech infrastructure.
- Experience managing hybrid or distributed teams across multiple offices.
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
B2B SaaS salessales managementcoachingpipeline managementforecastingaccount strategyland-and-expandmulti-product adoptiondata-driven decision makingAPI-first products
Soft Skills
communicationexecutive presenceleadershipcollaborationcoaching-first leadershipperformance managementteam developmentinfluencing without authoritystrategic thinkingproblem-solving