Partner Development Manager

Role Overview

• Lead Fintech-level partner deals from sourcing through close, managing multi-stakeholder negotiations and driving adoption.
• Evolve verticalized GTM strategy across Fintech such as Crypto, Lending, and Banking as a Service. 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.

Requirements

• 7+ years of experience in partnerships, business development, and/or sales.
• Fintech or Crypto and Partnerships experience strongly preferred.
• Demonstrated ability to execute and win 6-7-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.