Strategic Partner Manager, Enterprise Payments Partnerships

The Enterprise Partnerships team at Plaid works with some of the most influential enterprise companies, helping bring Plaid’s solutions to market through high-impact partnerships. In this role, you’ll lead the acquisition of new partners and play a meaningful role in expanding a fast-growing, strategically important part of the business. In this role, you'll be the primary point of contact for Enterprise partners with a specific focus on managing our payment partners looking to leverage Plaid in a number of ways from Pay-by-Bank to account funding to KYC. You own the full partner lifecycle: from technical integration and "first customer live" milestones to scaling volumes and driving product expansion.

You are a "corporate athlete" who thrives in ambiguity: you are just as comfortable diving into technical API specifications with an engineer as you are negotiating commercial terms with a C-suite executive. You will act as the internal quarterback, driving cross-functional work streams across Product, Legal, Engineering, and Marketing to align internal resources with partner needs. Successful candidates bring a blend of commercial prowess, high-level business acumen, and a proven track record of influencing stakeholders without direct authority.

Responsibilities

- Partner management: Own all aspects of the partner relationship, including business strategy, product adoption, and long-term growth. Lead the internal/external relationship and act as the partner's primary advocate within Plaid.

- Commercial growth and upselling: Drive significant ARR growth by elevating partnerships through key milestones—from integration to scale—and identifying opportunities to sell into additional use cases.

- Cross-functional orchestration: Lead complex projects by aligning internal teams (Product, Compliance, Legal, Engineering) behind partner initiatives. You will influence the product roadmap by distilling partner feedback into actionable scaling needs.

- Strategic Planning: Build and execute long-term strategic plans (9-12 months out) for a portfolio of accounts, balancing day-to-day operational execution with proactive strategic growth.

Qualifications

- 4+ years account management experience in a dynamic high-growth environment, and 7+ years of overall work experience.

- Proven ability to develop and grow large partner relationships (>$5m++ ARR)

- Strong communicator and internal relationship builder, who can collaborate cross-functionally (e.g., with our Product and technical teams) on complex topics

- A strong business generalist with strategic mindset to build a holistic partner program in addition to individual partner relationships

- Enterprise, regulated industry, and previous B2B technology experience are a strong plus