Job Description

Our Solutions Specialist team at Plaid combines deep product and industry knowledge and is focused on bringing new Plaid solutions to an ever-broadening set of businesses. The team works in partnership with our Product and Go-To-Market (GTM) with shared ownership of solution adoption and revenue. 

As a Payments Solutions Leader, you will be the senior solution sales leader accountable for the overall performance of Plaid’s Payment solutions. You will lead a team of Solutions Specialists to plan, execute and support the sales process to achieve/exceed quarterly targets across the company. In this role, you will be a trusted advisor and a Payments subject matter expert with core capability and expertise within the Payments space inclusive of ACH, credit cards and payment risk and money movement. 

In addition to leading the team, the Payments Solutions Leader a cts as a “business expert” function providing leadership, business insight and strong individual contribution to both the challenges and opportunities in the local business. In this role you will be expected to get into the details and be hands-on in the business to support the sales teams and ensure the region is achieving its overall business objectives. The successful candidate will be an experienced Payments business sales leader who has a demonstrated ability in strategic sales planning, exceptional customer/partner relationship management, sales talent assessment/development and sales execution. The ability to hold others accountable and demonstrate impact and influence without direct control while maintaining excellent cross-boundary collaboration are critical success factors for the role.

• Drives company-wide revenue performance for Payments solutions under purview
• Expected to maintain and report a revenue forecast for the Payments solutions under their purview; ensures appropriate 4 quarter pipeline qualified in place by workload/solution
• Participates in sales calls, customer meetings, industry events, etc as a thought leader and market expert in areas relevant to Payments solutions under their purview
• Hires and manages Solutions Specialists to support Payments solutions under their purview
• Develops a high-performing team by hiring diverse talent, prioritizing development, leading by example and by preparing people for more senior positions in other parts of the organization
• Coaches Seller’s with a “challenger mentality” by prompting Seller’s to engage early and lead with new insights on how to grow the customers’ business
• Maintains a real-time understanding of where (segments/verticals/geos) Plaid has product-market-fit for its Payments solutions and what is needed to open new markets
• Serves as a trusted advisor to segment level Sales leadership to devise, execute and update go-to-market strategies for the Payments solutions under their purview
• Outlines opportunities for improvement in Plaid’s structure and systems and works with GTM and Product leadership to prioritize fixes and drive resolution
• Participates in Plaid’s quarterly and annual planning process. Sets ambitious targets for the Payments solutions under their purview and outlines what is needed to achieve and exceed the targets

• 7+ years of relevant market experience
• 3+ years of managing a revenue-driving team
• Deep experience and market knowledge within the Payments space inclusive of ACH, credit cards and payment risk and money movement
• Effective territory/account management: planning, opportunity qualification and creation, stakeholder and executive communication, needs analysis, value engineering, services/partner engagement, opportunity management, pipeline management, large dollar licensing and deal negotiation
• Strong communication and presentation skills, and an ability to build relationships with prospects and customers, up to the C-suite
• Strong collaboration skills and ability to work across a variety of internal stakeholders
• Excitement to work in a high-growth environment and to help build processes and scale product growth across the revenue team

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