Account Management Manager - SMB

About the Role

The SMB Account Management team is dedicated to building meaningful relationships with clients, providing solutions that drive growth, and ensuring Plaid's products enable businesses to thrive. As the Account Management Manager, you will act as a partner, advisor, and advocate for your clients, helping shape how their customers interact with their finances. With Plaid's rapid expansion, the company is looking for an action-oriented and thoughtful leader who can hire thoughtfully and enable their team to steward the next phase of growth and impact.

Plaid's network covers 12,000 financial institutions across the US, Canada, UK, and Europe, providing a unique opportunity for account managers to work with a diverse range of clients. Founded in 2013, the company is headquartered in San Francisco with offices in New York, Washington D.C., London, and Amsterdam. As a leader in the financial technology industry, Plaid is committed to empowering small and medium-sized businesses and contributing to a more inclusive and accessible financial ecosystem.

What You Will Do

• Recruit, hire, and develop a world-class account management team to support Plaid's fastest-growing SMB customers and deliver on revenue targets
• Motivate and inspire each team member to enable personal and professional career growth
• Engage directly with C-level executives internally and externally to build and maintain customer relationships
• Build and execute the strategy that drives upsell/cross-sell revenue and renewals at scale, and operationalize processes to drive team efficiency
• Work in a high-pace, cross-functional environment that presents different challenges every day
• Collaborate with leadership across the company to set direction for the SMB team and Plaid as a whole
• Analyze customer trends and provide data-driven insights to inform business decisions
• Develop and maintain a deep understanding of Plaid's products and services, as well as the financial technology industry
• Identify and pursue new business opportunities, expanding Plaid's customer base and revenue growth
• Foster a culture of continuous learning and development within the team, ensuring that account managers have the skills and knowledge needed to succeed

What We Are Looking For

• 8+ years of experience, ideally 3+ years managing a revenue-driving team
• Proven track record of success driving revenue through account management at a technology company, working with SMB or financial services organizations as clients
• Experience in both new customer acquisition and install-base account management, preferably in a hyper-growth environment
• Excitement for recruiting, onboarding, and coaching; a thoughtful approach to team planning and development
• Strong ability to articulate technical and financial value propositions – internally for cross-functional collaboration and externally to customers, including executive audiences
• Strong analytical skills to understand customer trends at scale
• Ability to build relationships with internal and external stakeholders
• Outstanding communication skills to drive internal alignment and results
• Experience with digital skills, such as data analysis and technical product knowledge
• Familiarity with the financial technology industry and Plaid's products and services

Nice to Have

• Experience working with remote teams and managing distributed workforces
• Knowledge of sales and account management software, such as CRM systems
• Certification in sales or account management, such as CSO or CMA
• Experience with data analysis and visualization tools, such as Tableau or Power BI
• Familiarity with agile development methodologies and lean principles

Benefits and Perks

• Competitive salary and equity package
• Comprehensive health insurance, including medical, dental, and vision
• Flexible PTO and remote work options
• Professional development opportunities, including training and education programs
• Access to cutting-edge technology and tools
• Collaborative and dynamic work environment
• Opportunities for career growth and advancement
• Recognition and reward programs for outstanding performance
• Free snacks and meals, as well as on-site fitness classes and wellness programs

• Develop a strong understanding of Plaid's products and services, as well as the financial technology industry, to articulate technical and financial value propositions effectively.
• Highlight your experience in managing revenue-driving teams and driving growth through account management in your application and interview.
• Be prepared to discuss your approach to team planning and development, as well as your experience with recruiting, onboarding, and coaching.
• Showcase your analytical skills and ability to understand customer trends at scale by providing examples from your previous experience.
• Emphasize your ability to build relationships with internal and external stakeholders, including executive audiences, and your outstanding communication skills.
• Consider obtaining certifications in sales or account management, such as CSO or CMA, to demonstrate your expertise and commitment to the field.