Business Development Representative - Enterprise

Plaid; San Francisco (CA); On-site; USD 91,995 - 106,971; Full time

Job summary

Plaid's New Business team is seeking an Enterprise Business Development Representative to identify and prospect Fortune 500 and high-growth enterprises. You will map complex organizations, engage executives, and drive early-stage opportunities for Enterprise Account Executives.

Ideal candidates have 1–3 years in outbound enterprise SaaS, plus a proven ability to navigate multi-stakeholder procurement processes and translate technical value into business outcomes.

Qualifications

• 1–3 years of experience in pipeline development, account mapping, or sales in Enterprise SaaS.
• Ability to map multi-stakeholder organizations and navigate procurement/legal/security hurdles.
• Ability to translate complex technical product into ROI for enterprise executives.
• Ability to thrive in a high-impact, strategic, quality-driven environment.
• Experience working with technical customers and mastering Plaid APIs, security, and compliance.
• Structured, consultative sales approach to enterprise tech.
• Proficiency with Salesforce.com, LinkedIn Sales Navigator, Outreach or similar tools.

Responsibilities

• Map complex organizations and orchestrate outbound campaigns to target accounts.
• Lead discovery with enterprise stakeholders (C-suite, VPs) to uncover challenges.
• Collaborate with Marketing and Product to tailor vertical messages.
• Conduct deep-dive qualification to assess buying interest, readiness, and value fit.
• Research high-potential verticals to identify fintech use cases and revenue opportunities.

Skills

Pipeline development

Account mapping

Strategic communication

Thriving in complexity

Technical aptitude

Resilient mindset

Sales stack mastery

Tools

Salesforce.com

LinkedIn Sales Navigator

Outreach

Job description

Overview

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 tools and experiences that thousands of developers use to create their own products. Plaid powers the tools millions 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, Washington D.C., London and Amsterdam.

Our New Business team at Plaid combines deep product and industry knowledge and is focused on bringing Plaid to the world’s largest and most complex enterprises. Our thesis is that every major enterprise can benefit from better financial technology, and that many industries that don\'t currently consider themselves to be fintechs actually are. You\'ll be the one helping us achieve this vision at scale.

As an Enterprise Business Development Representative, you\'ll forge the path to finding new enterprise clients and strategically prospecting Fortune 500 and high-growth market leaders. We are looking for extraordinary sales professionals with SaaS/tech outbounding experience who can navigate complex organizations, map multiple stakeholders, and demonstrate the profound impact Plaid can have on enterprise ecosystems. In this role, you will be responsible for strategic account mapping, executive-level prospecting, driving deep engagement, and nurturing early-stage enterprise opportunities for our Enterprise Account Executives. The ideal candidate is customer-centric, resilient, intellectually curious, and adept at challenging the status quo within large organizations.

Responsibilities

• Strategic Pipeline Architecture: Partner closely with Enterprise Account Executives to map complex organizations, identify key decision-makers across business units, and orchestrate outbound campaigns into target accounts.
• Executive-Level Engagement: Initiate and lead high-level discovery conversations with enterprise stakeholders (including C-suite, VPs of Product, and Innovation heads) to uncover complex business challenges.
• Cross-Functional Collaboration: Liaise with Enterprise Marketing and Product teams to provide feedback on enterprise campaigns, tailor messaging for specific verticals, and build bespoke outreach strategies.
• Value-Based Qualification: Conduct deep-dive qualification calls to assess buying interest, technical readiness, and alignment with Plaid’s value proposition.
• Vertical Analysis: Identify and research high-potential enterprise verticals to uncover hidden fintech use cases and drive massive revenue opportunities.

Qualifications

• Experience: 1–3 years of experience in pipeline development, account mapping, or sales (preferably within Enterprise SaaS or complex technical environments).
• Enterprise Navigating: Proven ability to map multi-stakeholder organizations and navigate complex procurement, legal, or security hurdles conceptually.
• Strategic Communication: Exceptional ability to evangelize Plaid’s value proposition and translate a highly technical product into clear, ROI-driven business value for enterprise executives.
• Thriving in Complexity: The ability to thrive in a high-impact, strategic, and quality-driven environment (prioritizing account depth over raw customer volume).
• Technical Aptitude: Experience working with customers on technical products. You must have a high degree of intellectual curiosity and an eagerness to master the ins and outs of Plaid\'s APIs, security standards, and compliance frameworks.
• Resilient Mindset: A relentless, consultative mindset with a passion for solving big problems and a desire to advance your career in enterprise tech sales.
• Sales Stack Mastery: Proficiency using Salesforce.com, LinkedIn Sales Navigator, Outreach, or similar enterprise sales enablement tools.

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 [e-mail].

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.

Compensation Range: $91,995 - $106,971