•Manage a team of 5–7 Territory Account Executives focused on Plaid’s 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 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 are self-starters and thrive in a fast-moving environment.
•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.