Sales Manager, Fintech

Responsibilities

• 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.

Qualifications

• 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.