Commercial Lead, Enterprise
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.