Partner Development Manager - Enterprise Partnerships

• Lead enterprise-level partner deals from sourcing through close, managing multi-stakeholder negotiations and driving adoption
• Evolve verticalized GTM strategy across Enterprise (e.g., insurance, tech platforms)
• Support expansion where appropriate
• Curate a TAM-expanding pipeline, and project manage the closure of the key target partners
• Collaborate closely with product teams: Payments, Credit, and Identity/Fraud to align go-to-market efforts
• Translate partner and customer needs into structured opportunities, ensuring Plaid's differentiated value is clear
• Navigate long sales cycles (6–12 months) with complex decision dynamics, building urgency against the status quo
• Segment AE / seller enablement & coaching relating to the Reseller Partnership model
• Accountability to quarterly partner acquisition targets and vertical penetration goals
• Acquisition strategy building and ACV forecasting
• Solve complex partner challenges through creative problem solving by working cross-functionally with Sales, Risk, Legal, Finance, Commercial, Marketing, and Business Operations

• 7+ years of experience in partnerships, business development, and/or sales
• Enterprise Partnerships experience is strongly preferred
• Demonstrated ability to execute and win 7-figure+ ARR deals
• Strong understanding of Plaid's differentiated value proposition across data flows, compliance, APIs, and value-added products (e.g., Signal, Plaid Check)
• Ability to clearly articulate Plaid's role in customer success through both technical and business lenses
• Proven ability to navigate complex, multi-stakeholder deal environments with long cycles
• Excellent collaboration and communication skills to drive alignment across teams
• Customer empathy and deep desire to see partners succeed
• Natural curiosity and adaptability
• Familiarity in financial services and technical products
• a high degree of intellectual curiosity
• Excitement to work in a high-growth, ever-changing environment and to help build processes and tools as needed

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