Enterprise Commercial Lead

Plaid; United States; On-site; USD 120,000 - 160,000; Full time

Benefits offered by this job

Vibrant offices in SF, NYC, and RDU

Health benefits

Fertility support

Parental leave

Home office stipend

Daycare support

Commuting benefits

Job summary

Plaid is seeking a strategic contracts expert to partner with Sales, Account Management, and Enterprise teams to negotiate high-value deals and define commercial terms that underpin customer relationships.

You will craft pricing strategies, evolve commercial processes, and drive renewals, upsells, and cross-sells while ensuring Plaid’s operating practices are followed. Strong data analysis and executive communication are essential in a fast-paced fintech environment.

Qualifications

• 4-7 years in strategic sales, business development, finance/consulting, partnerships or GTM strategy—ideally with customer-facing ownership of complex, high-value commercial agreements.
• Experience negotiating complex deals, including multi-product or multi-party agreements in regulated industries such as financial services or fintech.
• 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.

Responsibilities

• Serve as thought partner, contract expert, and lead negotiator for major deals.
• Define the commercial terms that underpin relationships between Plaid and its customers.
• Collaborate closely with Sales, Account Management, and Enterprise teams to negotiate key customer contracts.
• 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 commercialization, pricing, and agreement requirements for new products and services.
• Lead cross-functional special projects as the GTM voice and point of contact.

Skills

Negotiation

Data analysis

Cross-functional collaboration

Executive communication

GTM strategy

Deal negotiation

Job description

• 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
• 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

Benefits

• Vibrant offices in SF, NYC, and Raleigh-Durham—with catered meals, happy hours, and clubs to keep you connected
• Competitive pay, comprehensive health benefits, and support for fertility, mental health, and parental leave
• Lifestyle perks including home office stipends, daycare support, and commuting benefits like CitiBike and Lyft

Demonstrated success working cross-functionally with Product, Legal, Engineering, and GTM teams to shape deals, align priorities, and unblock high-stakes internal initiativesDeep interest in fintech, open finance, and technical products, with the ability to understand and advocate for product capabilities in commercial conversationsExperience building scalable commercial frameworks (e.g., pricing strategies, decision processes) that support speed and consistency across a growing GTM orgComfort with ambiguity and change, with a bias for action and a growth mindset suited to fast-paced, high-growth environments4-7 years of experience in strategic sales, business development, finance/consulting, partnerships or GTM strategy—ideally with customer-facing ownership of complex, high-value commercial agreementsStrong executive communication skills to confidently engage senior external stakeholdersProven track record of negotiating complex deals, including multi-product or multi-party agreements in regulated industries such as financial services or fintech