Commercial Lead, Enterprise

Tech Sales Jobs; New York (NY); On-site; USD 172,000 - 215,000; Full time

Job summary

Plaid seeks a Commercial Lead, Enterprise to define commercial terms for major customers and act as a thought partner and lead negotiator. You'll influence deals across our enterprise portfolio and partner with GTM teams to scale processes. You’ll analyze data to enable faster, smarter decisions and ensure transparent communications across the org.

Based in the US with offices in SF, NYC and Seattle, Plaid values diversity and equal opportunity and offers a comprehensive benefits package.

Qualifications

• 4–7 years of experience in strategic sales, business development, finance/consulting, partnerships or GTM strategy.
• Proven track record negotiating complex deals, including multi-product or multi-party agreements in regulated industries.
• Experience collaborating with Product, Legal, Engineering, and GTM teams to shape deals.
• Strong executive communication skills for senior external stakeholders.
• Experience building scalable commercial frameworks such as pricing strategies.
• Deep interest in fintech/open finance and technical products.
• Able to thrive in fast-paced, high-growth environments with ambiguity.

Responsibilities

• Collaborate with Plaid’s Sales, Account Management, and Enterprise teams to negotiate key customer contracts
• Enable new deals with top prospects while adhering to Plaid’s operating practices
• Drive renewals, upsells, and cross-sells to increase usage of Plaid products
• Craft pricing strategies that work for Plaid and customers
• Evolve and improve commercial terms and processes
• Serve as the GTM expert on commercial requirements for new products and services
• Be the GTM voice for cross-functional special projects

Skills

Strategic sales

Negotiation

Executive communication

Pricing strategies

Cross-functional collaboration

GTM strategy

Fintech interest

Job description

Commercial Lead, Enterprise

Department: All Departments

Location: San Francisco HQ, Seattle Office, New York City Office

Compensation: $171.6K – $214.8K

Employment Type: FullTime

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

You will serve as a thought partner, contract expert, and at times, lead negotiator for major deals. Your work is thoroughly impactful as you will define the commercial terms that underpin the relationships between Plaid and its customers. You're motivated by tangible outcomes and finding win-win deals to strike with customers.

You'll also be a key partner to the broader set of Plaid’s go-to-market teams. You will help craft repeatable, robust commercial processes for an increasingly global team, leading to more speed and consistency. You enjoy rolling up your sleeves and diving into data analysis to make more educated decisions. You're keen on transparency and visibility to enable sharper decision-making and organizational communication.

Responsibilities

• Collaborate closely with Plaid’s Sales, Account Management, and Enterprise teams to negotiate key customer contracts

• Creatively enable new deals with top prospects while staying true to Plaid’s operating practices

• Drive successful renewals, upsells, and cross-sells with top customers to increase usage and adoption of key Plaid products

• Craft pricing strategies that work for Plaid, prospects, and existing customers

• Evolve and improve commercial terms, practices, and processes

• Serve as the GTM expert on a given GBT with regard to commercialization, pricing, and agreement requirements for new products and services

• Serve as the GTM voice and single point of contact for cross-functional special projects

Qualifications

• 4-7 years of experience in strategic sales, business development, finance/consulting, partnerships or GTM strategy—ideally with customer-facing ownership of complex, high-value commercial agreements.

• Proven track record of negotiating complex deals, including multi-product or multi-party agreements in regulated industries such as financial services or fintech.

• Demonstrated success working cross-functionally with Product, Legal, Engineering, and GTM teams to shape deals, align priorities, and unblock high-stakes internal initiatives.

• Strong executive communication skills to confidently engage senior external stakeholders.

• Experience building scalable commercial frameworks (e.g., pricing strategies, decision processes) that support speed and consistency across a growing GTM org.

• Deep interest in fintech, open finance, and technical products, with the ability to understand and advocate for product capabilities in commercial conversations.

• Comfort with ambiguity and change, with a bias for action and a growth mindset suited to fast-paced, high-growth environments.

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.