Head of Revenue - Banking and Wealth

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.

About the Team

Plaid's go-to-market teams combine deep product and industry knowledge to bring Plaid to an ever-broadening set of businesses. We believe every company - and especially banks themselves - can benefit from better technology and access to data, and that consumers benefit when the products available to them are powered by the best in open banking technology.

The Banking & Wealth segment is one of Plaid's fastest-growing and most strategic investment areas, serving community banks, credit unions, regional financial institutions, wealth management firms, and marquee financial institution logos. The segment spans both new business sales and ongoing account management, and works closely with key ecosystem partners across use cases including online account opening, consumer lending, asset verification, and fraud prevention.

Role Overview

Plaid is looking for a proven revenue leader to own and grow our Banking & Wealth segment end-to-end - holding full P&L responsibility across an organization spanning both sales (Account Executives and first-line AE Managers) and account management. This is a foundational, highly visible leadership role for someone who is a builder at heart: excited to drive growth in one of the most complex and critical segments for Plaid’s growth.

You'll take a business generating meaningful revenue today and scale it further - owning the P&L, building repeatable go-to-market motions across the full customer lifecycle (new logo acquisition through renewal and expansion), developing talent at every level, and partnering cross-functionally across Plaid to bring our sales motions to life. Sales cycles here are long and deals span from transactional territory business to complex, multi-stakeholder enterprise agreements, so this role requires someone equally comfortable coaching a rep through a smaller deal and personally engaging in a C-suite conversation on a large, strategic account.

Responsibilities

• Own the full P&L for the Banking & Wealth segment, including revenue, retention, and growth targets across both the sales (Account Executive) and Account Management organizations.

• Hire, coach, mentor, and develop talent across the segment - including supporting first-line sales and account management managers - to build a high-performing, durable revenue organization.

• Define and evolve the segment's go-to-market strategy end-to-end, including territory design, account segmentation, vertical strategy, and customer lifecycle management, in partnership with Marketing, Finance, and Product.

• Drive new logo acquisition alongside retention and expansion of the existing book of business, scaling strategic accounts into some of Plaid's top customers.

• Manage pipeline generation, forecasting accuracy, and quota/retention attainment across the segment, while personally engaging in the most strategic and complex deals and renewals with senior banking and wealth management executives.

• Collaborate cross-functionally with new business, partnerships, support, marketing, legal, professional services and product to maintain a consistently high win rate and a seamless customer experience from acquisition through renewal.

• Build and evangelize sales and account management process, methodology, and playbooks, and represent the voice of the segment internally by surfacing product gaps, competitive dynamics, and market feedback to Plaid's leadership team.

Qualifications

Must-haves:

• 15+ years of revenue leadership experience spanning sales, with 5+ years owning a P&L or a combined sales and account management organization, including experience managing managers or leading a multi-layered team.

• Demonstrated success building and scaling teams focused on a specific industry vertical, ideally within financial services or a similarly regulated industry.

• Track record of coaching sales and account management talent to close, retain, and grow accounts across a wide range of deal sizes, from smaller transactional business to larger, complex enterprise agreements.

• Experience selling into and/or managing accounts within banks, credit unions, wealth management firms, or other regulated financial institutions.

• Strong operating experience across the full customer lifecycle - new customer acquisition, retention, and expansion - ideally in a hyper-growth business.

• Excellent communication and executive presence, with experience managing relationships from business champion through C-level stakeholders.

• Strong critical thinking and the ability to use the levers within the business (territory design, pipeline strategy, retention strategy, coaching, hiring) to consistently drive revenue outcomes.

Nice-to-haves:

• Prior experience at a fintech, API, or infrastructure company selling to or serving financial institutions.

• Experience building or refining a combined sales/account management playbook or operating model from the ground up.

• Familiarity with the Banking & Wealth competitive landscape and key ecosystem partners.

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 accommodations@plaid.com.

Please review our Candidate Privacy Notice here.

Additional compensation in the form(s) of equity and/or commission are dependent on the position offered. Plaid provides a comprehensive benefit plan, including medical, dental, vision, and 401(k). Pay is based on factors such as (but not limited to) scope and responsibilities of the position, candidate's work experience and skillset, and location. Pay and benefits are subject to change at any time, consistent with the terms of any applicable compensation or benefit plans.