Partner Development Manager - Enterprise Partnerships

Responsibilities

• Lead complex enterprise partnership deals from sourcing through close, managing multi-stakeholder negotiations and driving successful partner adoption.
• Develop and refine partnership strategies across priority enterprise segments, including new and emerging areas of opportunity.
• Build and manage a pipeline of strategic partners that expands Plaid’s reach and unlocks new growth opportunities.
• Partner closely with Product teams across Payments, Credit, and Identity/Fraud to align partnership strategy with product priorities and market demand.
• Translate partner and customer needs into clear, actionable opportunities that showcase Plaid’s differentiated value.
• Navigate long and complex sales cycles, building momentum across diverse stakeholders and driving decisions forward.
• Collaborate with sales teams to identify, shape, and advance partnership opportunities within their accounts.
• Own quarterly partner acquisition goals and help drive growth across priority enterprise verticals.
• Contribute to acquisition strategy, pipeline prioritization, and forecast accuracy to support strong business planning.
• Solve complex partner challenges through cross-functional collaboration with Sales, Risk, Legal, Finance, Marketing, Commercial, and Business Operations.

Qualifications

• 7+ years of experience in partnerships, business development, strategic sales, or a related go-to-market role.
• Enterprise partnership experience and a track record of structuring and closing complex commercial deals are strongly preferred.
• Demonstrated success negotiating and closing high-value, multi-stakeholder deals, including 7-figure+ ARR opportunities.
• Strong ability to understand and communicate complex technical products and APIs in a way that resonates with both business and technical audiences.
• Proven ability to navigate long, complex sales cycles and drive alignment across multiple internal and external stakeholders.
• Excellent communication, collaboration, and relationship-building skills.
• Strong customer empathy and a track record of building partnerships that deliver meaningful business value.
• High degree of curiosity, adaptability, and comfort operating in ambiguous or evolving environments.
• Familiarity with financial services, fintech, or infrastructure software is preferred.
• Excitement to work in a high-growth environment and help build new processes, playbooks, and ways of working as the team scales.